it's a numbers game - eg even for mediocre advisors for every 10 people he meets, 1 will buy. work hard and meet 1000 people, 100 will buy. but question we have to ask ourselves is whether the advise dispensed, the time spent really analysing the clients needs,etc...justifies rewarding such advisors such big pay packets? work hard = mediocre advice = soemthing is wrong. the guys who spend time doing thorough anlaysis of their clients and thus sacrifice meeting new potential clients are penalized with less sales (for "wasting time" on analysis vs selling)...strange but true.