September 2011

4 Things That Advisors Need From Wholesalers In Today’s Market

September 29, 2011
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An old friend, former wholesaler and current senior leader at large mutual funds distributor called me today to share a story. Back in 2003, at a Portland Trailblazers home game, Natalie Gilbert was called upon to sing the national anthem. And for any 13 year old young lady this surely had to [...]

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8 Ways Wholesalers Can Improve Their Presentation Skills

September 22, 2011
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Recently I attended an event that afforded me an opportunity to hear seven 30 minute wholesaler presentations, back to back. The presenters ranged from seasoned and long tenured professionals to a couple of newer folks. These presentations reminded me of some tips that the best speakers practice – and rest assured that [...]

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The Typical Wholesaler vs The Great Wholesaler – An Infographic

September 21, 2011
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The simple fact is that I get to coach truly outstanding folks. Today, in a discussion with one of those clients, we were lamenting how difficult it is for wholesalers to separate themselves from the Sea of Sameness and measurably increase their MQ-Memorability Quotient®. Part of the challenge lies in simple DNA.

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Dear Wholesalers, It’s Not About You – Bob Burg

September 19, 2011
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Years ago there was a running joke that I had with a friend in our business. As we would sit and catch up, both excited to share the events of the day/week, one of us would finish speaking and then look at the other and say, “But enough about me, [...]

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How Much Love Should Wholesalers Give To Top Producers?

September 16, 2011
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I had a boss that always used to say, “Your best clients are your competitors best prospects.” And that means you need to guard the relationship you have with your top producers – closely. That said, have you ever wondered how much is too much when catering to needs of your very [...]

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Wholesalers: Put Down The Cheeseburger And Slowly Back Away From The Plate – Michelle May, M.D.

September 12, 2011
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Ever heard of the freshman 15? While you may be associating this weight gain phenomenon with the first year of college, the truth is that a wholesaler’s first year in the field is subject to the same perils. And some wholesalers never recover.

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