The granularity and productivity of the discussions we get into with our most seasoned and successful wholesalers are always eye opening.
File this exchange with a Wholesaler Masterminds® Coaching client under the category of “Why did I stop doing that?!”
It’s a recurring epiphany that every great wholesaler has.
Client: “One of my reservations about Forward Scheduling is that the advisor might offer that they only need to see me 4 times per year when my goal is to see them 8 times per year.”
Coach Rob: “And how is the fact that the advisor offered exactly what they wanted re frequency a bad thing?”
Client: [crickets]
Coach Rob: “The trick is to make sure that we state to the advisor something to the effect of, “I’m delighted to see you with the frequency you think makes sense – as long as you feel comfortable that seeing you less will not translate into you ‘falling in love’ with another wholesaler’s product!””
Client: [wistfully reminiscing] “I used to do that years ago! I used to specifically ask the question, as part of the process, to find out how frequently the advisors wished to be seen. WHY DID I STOP?”
Coach Rob: [crickets]
Client: “However, I used to stop the conversation with their answer (4 times per year) and not add the last part of the statement that helps solidify their commitment.”
Coach Rob: “So the conversation with the advisor now includes the question about frequency of visit AND the commitment/checking in portion about the advisors not taking their foot off of your product’s gas pedal – right?”
Wholesaler Masterminds® Coaching will dive into every area of your practice in search of areas of improvement – find out more today if we make sense for you and your practice.
The Wholesaler Who’s Waiting
Why Wholesalers Should Never Fly Solo – Waldo Waldman
Great Wholesalers Do It Well And Make It Fun – Ron Culberson
Do Advisors Prefer Emails or Phone Calls to Schedule Wholesaler Appointments?
A Wholesaler’s Sacred Selling Hours