In January and February, when the market was falling, brokers were pleading with our wholesalers for help, said Kristine McManus, vice president of sales development with John Hancock Funds of Boston. McManus runs the John Hancock Business Development Institute which designs 10 to 12 often generic sales tools, seminars, and programs each year to help brokers build their businesses,McManus said.
Despite the fact that some markets have bounced in and out of bear market territory on a daily basis, brokers were saying that business was terrible, McManus said. So Hancock decided to create the "Bear Market Survival Kit." In late May, John Hancock began mailing the kits out. The bright yellow kits containsome humorous items and selling tips for brokers on how to increase their business and how to help clients through a difficult market.