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

An old friend, former wholesaler and current senior leader at a 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 have been an honor.

Until it went very wrong.

You see Natalie, soon after singing the opening lines, froze.

Stiff.

Thanks goodness for Mo Cheeks, the then coach of the Trail Blazers.

Mo stepped in, put his arm around Natalie and encouraged her to continue singing.

While he and the crowd 19,980 all sang along.

In that moment Mo Cheeks demonstrated the qualities that advisors will find helpful from great wholesalers in this market:

Support – Mo was not willing to let this girl fail.

He took a situation that would have left an indelibly bad mark on her psyche and turned it into a winning moment that endeared both he and Natalie to millions that see their story.

How supportive are you to the advisors that you serve?

Do you operate from a position of empathy and support as you work to gain their trust and business?

Encouragement – Not only did Coach Cheeks lend his support to Natalie, he gave her calm encouragement the whole way through the song.

He even incited the crowd to join in and sing along louder than than they had been singing.

Advisors also need a bit of cheerleading today.

In an advisors day that would otherwise be filled with client anxiety and dissatisfaction (even if not directed at the advisor individually), wholesalers have the unique ability to bring an attaboy, a pat on the back, and an encouraging word to the advisor that is slinging their way through the muck of today’s market.

Patience  – Mo was not going to let this young girl quit.

If you watch the video you’ll see that while she really wanted to run and hide, Mo patiently coaxed her along.

Advisors need your patience.

Many are redefining their business models, asset allocation strategies and their client’s portfolios in the face a ‘new normal’ that many of us have never before seen or imagined.

Leadership – Mo stepped up.

He saw that this girl was about to die a thousand ‘show biz’ deaths and rushed to her aid – unwilling to see her fail.

You are a leader.

You have the same ability to step up.

Lead your advisors through your knowledge and best practices.

Mo Cheeks, beyond his accomplishments on the court, dialed up his MQ-Memorability Quotient® on this day in 2003.

How will you dial up yours?