In part one of the series we highlighted five of the attributes of the greatest wholesalers as inspired by the winners of the Lifetime Achievement Award at Sequoia Connect ’10.
We continue with the second part of this four part series.
• The greatest wholesalers are highly motivated. They are the folks that get out of bed in the morning and can’t wait to get busy. More times than not the motivation for these wholesalers is radiating from the inside out – they have a burning desire and it fuels their everyday activities.
This means that their thoughts remain mostly positive and their actions continue to propel them mostly forward.
Through this motivation they gather up the persistence, inspiration, tenacity, and energy required to achieve at a high level – day after day.
• The best of the best often view wholesaling as a game, and while sports analogies are not for everyone and can be grossly overdone, the parallels are compelling.
Games require a strategy and a plan.
They teach us patience.
We learn to work in cooperation with others.
And, if your game of choice is football, ice hockey, or boxing etc. “games” also provide us with instruction about how to get up off the ground, dust ourselves off and keep fighting.
• Can you be a successful wholesaler and not enjoy relationships? It’s debatable.
The very best in our field covet, cultivate and nurture the relationships that they know will be accretive to their success.
And they work their hardest to form strong bonds with their best advisors and COIs such that the strength of the relationship forms a barrier to competitive entry.
• Your managers want to work with wholesalers that are extremely coachable.
The superstar wholesaler knows that the only way to improve, to expand, and to flourish over long period of time is to be open and available for feedback.
Gone are the days of the rogue wholesaler ‘that does things their way’ and ignores the role that solid feedback/coaching/mentoring can play.
These wholesalers know that coaching comes in many forms.
Whether receiving feedback from their immediate boss, a trusted colleague, or a paid consultant, great wholesalers know that they need to ‘get out of their own head’ and get constructive input – regardless of their present level of success.
Often you’ll hear great wholesalers talk about the thrill of the sale. They love to ‘hunt’ for the ticket, contract, policy, or plan.
Does a deal give you a buzz?
Does a bigger deal give you a bigger buzz?
That’s the thrill – and it’s what the very best chase.
The live and interactive 7 Undeniable Traits of Extraordinarily Successful Wholesalers is available for your next sales meeting. Learn more now.
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