We received a terrific question from a coaching prospect last week.
He asked, “Simply put, what do you think separates an average wholesaler from a master wholesaler?”
So, what are the most important differentiators that separate the wholesalers that are bobbing in the great Sea of Sameness from the greats?
Process and Branding.
Great wholesalers have repeatable processes in place for:
- pre-appointment preparation
- in appointment interviewing/presenting
- post appointment follow up
that allow them laser-like focus on what matters most: being in front of advisors.
In addition, great wholesalers have a brand that is clear and distinct in the market that they serve.
And the brand of which we speak is not their product.
It’s their PVP – Peerless Value Proposition®
How about you?
What’s your opinion about what separates the great wholesaler from the also-rans?