Comments on: Advanced Wholesaler Technique: The Benefits of Forward Scheduling

By: 21 Ways Wholesalers Can Shorten The Sales Cycle With Advisors

21 Ways Wholesalers Can Shorten The Sales Cycle With Advisors — Sun, 24 Apr 2011 18:02:48 +0000

[...] Always set the follow up appointment before you [...]

By: Rob

Rob — Fri, 08 Apr 2011 23:49:42 +0000

Thanks for the comment Jeremy.

By: Jeremy

Jeremy — Fri, 08 Apr 2011 23:42:23 +0000

I’ve had advisors comment about my scheduling forward. In a good way. Advisors hate receiving scheduling calls as much as we hate making them. In a very strange coincidence, many successful advisors schedule forward their clients as well. I was on a conference call a few weeks back with XYZ Bank and the sales manager was challenging his reps to run more appts. Most were running only 10-15 per week. That’s when the top advisor on the call spoke up and said “notice how your top wholesalers always schedule forward, you should be doing the same with your clients”. Eye opener for everyone on the call.

By: 10 Ways to Ignite the Fuse With a Producer — Wholesaler Masterminds

10 Ways to Ignite the Fuse With a Producer — Wholesaler Masterminds — Thu, 02 Sep 2010 19:47:09 +0000

[...] you can do to light the fuse with Rick that will ignite his production? 1. Use your mastery of Forward Scheduling to stay in front of him. Don’t let too much time pass, if he’s a hot prospect, even if your [...]

By: Rob

Rob — Tue, 29 Jun 2010 18:07:33 +0000

@Dean
Thanks for the kind words – I appreciate it.

Your analogy re hairstylists is a great one – and I refuse to get my hair colored!

By: Dean Phillips

Dean Phillips — Tue, 29 Jun 2010 17:55:36 +0000

Rob,

This is one of the best articles to come out from your group-and that’s saying something, because they are all thought-prevoking and actionable.

If my hair-stylist (note, I didn’t say colorist-just yet!) can forward-schedule me for a $25.00 haircut, is there any excuse for a $ XXX,XXX wholesaler? I think the reason for the difficulty in External Wholesalers scheduling ahead is they don’t have an Annual Travel Schedule. I have done my Annual Calendar based on Top Producing Advisors and Cities/States (Primary, Secondary and Tertiary markets). The key is to also, review Quarterly to “rebalance” if need be. The frequency of travel for me coincided with % of Sales/Assets

It not only looks good to clients that you know were you plan to be for the next 12 months forward. It also, can help you out with a “client seminar” that someone asked you to do at the last minute-usually, because another wholesaler backed out or didn’t get the A-Ok for the home office.
“I’d like to help in some way, but my firm required that I physically participate and speak in these kinds of events. Looking at my calendar, I’m in Waco, TX that day. Perhaps, we can plan something for a select group of your clients for my next trip in to Natchadoches in 16 weeks? (Make sense?)

Good stuff, Rob.

By: Great Wholesalers: 8 Ways to Always Be Closing — Wholesaler Masterminds

Great Wholesalers: 8 Ways to Always Be Closing — Wholesaler Masterminds — Fri, 14 May 2010 17:44:22 +0000

[...] for a next meeting. If you have not read the post Advanced Wholesaler Technique: The Benefits of Forward Scheduling then I recommend you [...]