Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker
We’ve long been advocates of having beginning of the year formal, sit down, business planning meetings with our top 25 (30, 50) advisors to outline expectations for us and to get business commitments from them.
But what happens to the conscious, pragmatic follow up process to make sure that everyone is on track with their stated intentions?
Does this sound remotely familiar to you?
You know that you need to bring more value to the relationship that you have with bank/credit union advisors so you offer your services to perform a branch referral training.
The advisor arranges with the branch manager to have all employees present for an 8:15 AM meeting – including a couple of folks that are normally off on the day of the meeting.
That morning you stop off and grab some bagels to bring to the meeting as you know that food is a great ice breaker for any bank/credit union branch.
After a glowing introduction by the advisor and the branch manager you start your training.
You and I both know that wholesaling is one of the best gigs ever created.
And I’ll bet some mornings it just doesn’t seem like it.
Some mornings you wake up and simply aren’t looking forward to another trip to the airport, more traffic, another advisor who is barely listening or another branch training.
So, what keeps you engaged?
Why get up and fight the next battle?
I’ve been asking some of my coaching clients this same question and the partial list (feel free to add add more in the Comments section below) looks like this:
Wholesalers, repeat this mantra after me: I will repurpose content, I will repurpose content, I will re…..
Creating content that is new and original such as
-sales ideas
-email messages to advisors
-sales meeting messages
-one on one content
-lunch meeting messages
-walk through snippets
-branch trainings
-agency training
“Your best client is also your competitor’s best prospect!”
That was the familiar refrain we used to hear from our sales manager.
And, of course, she was right.
So what can you do to make sure that your top producers remain YOUR top producers?
There is a list of things, and we’ll cover more in later posts, but the #1 suggestion is:
