The granularity and productivity of the discussions we get into with our most seasoned and successful (think Firm top five producers, seven figures per year) wholesalers is always eye opening.
File this exchange with a Wholesaler Masterminds Coaching client under the category of “Why did I stop doing that!” – a recurring epiphany that every great wholesaler has.
Client (CL): 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 (CR): And how is the fact that the advisor offered exactly what they wanted re frequency a bad thing?
CL: [crickets]
CR: 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!”
CL: [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?
CR: [crickets]
CL: 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.
CR: 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 peddle – 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.
Advisors to Wholesalers: Stop Pushing Product! – Kip Gregory
14 Critical Wholesaler Strengths – How Do You Measure Up?
What Do Advisors Need From Wholesalers? – Frank Maselli
In Markets Like These What You DON’T Say May Matter Most
Outsmart, Outlast and Outperform Your Competition – Mark Eaton
