You are itching to become an external wholesaler.
You’ve been on the phone for _________ (insert your time frame here) and have seen _______ many of your colleagues promoted out as well.
So, it stand to reason that you are next…right?
Well, in a word, no.
Time served is not a good reason to promote you.
Here’s a list of key attributes that the very best internal wholesalers have – attributes that allow them to get their shot at the outside:
They take ownership – Internals that are aggressive self-starters are prized commodities. I want the kind that you simply need to give instructions to, wind up, and let them run. In addition, they know that even though their time in the region may be limited (versus the external), they care just as much about the overall success of the territory.
They are infinitely coachable – The best internals are hungry for input and crave constructive feedback. The best go out of their way to ask, “What can I do better?”
They are overachievers – The internal studying for her MBA at night (after killing it on the phones during the day), who develops her own system to work advisors more effectively, who completes assigned tasks before they are due gets management’s attention.
They have a committed sense of direction – The internal wholesaler that “thinks” they want to be an external is far different from the internal that “knows”. There are too many people vying for the external role – don’t be wishy-washy about your interest.
They have a relationship with management – The internal that establishes a line of communication with management will get noticed – but, to be clear, this doesn’t mean he should be the brown nosing suck up.
They can sell, not just tell – The internal wholesaler that knows how to properly probe a prospect by asking insightful questions, can establish rapport quickly, and knows how to close has the making of an external wholesaler.
They are organized – The internal wholesaler that has the ability to put repeatable processes in place within the region, allowing themselves to stay organized, begins to demonstrate their ability to handle the multiple disciples that the external wholesaler faces each day.
They are emotionally mature – The internal wholesaler that knows how to pick their battles, to fight fair, master the art of compromise, express their feeling’s appropriately, keep their word and maintain perspective under trying circumstances are the folks that will make future great external wholesalers.
They are masterful communicators – The internal wholesaler that knows how to effectively communicate with their boss, their peers and home office partners that do not have the same position (or title, or seniority) in the firm – and have a mastery of both the written and spoken word – are high potential external wholesalers.
They display resiliency in the face of challenges – The internal wholesaler that just keep showing up, providing great ideas, building consultative relationships, demonstrating everyday why that rep/broker/agent/IMO can’t afford to do business without them – even in the face of constant rejection – will make a great external wholesaler.
They are willing to go anywhere – The internal wholesaler that understands that their first external gig may not be in their preferred location – or even remotely close – and is excited to live in Fargo, ND to get their shot gets my vote for external wholesaler.
Want even more: Brotherhood of the Bag, A Wholesaler’s Handbook is MUST reading for the aspiring external wholesaler!