Here is the final installment of our two part post [read the first installment]:
Another suit, in another office, carrying another brief case.
Look in the mirror, be completely honest and tell only yourself if that describes you.
Or, instead of bobbling along in the Great Sea of Sameness, are you filled with the qualities that have advisors, COIs, and your own colleagues in your Firm imprinted with all the goodness that is you every time they come in contact with you?
Not sure how to up your MQ-Memorability Quotient®?
Here’s the list of characteristics 8-14 that, along with our Part One post, should help you up your MQ:
Attitude – While many obsess about the daily sales numbers and find themselves subject to near manic mood swings, others choose to focus on the two things that matter most: attitude and activity.
Your advisors all have their own list of ‘stuff’ that they deal with each day; the only side of you they need to see is the upbeat and engaged you.
Your home office folks have their share of their own battles and challenges; they should get the professional and politically savvy you.
You, if you are like most wholesalers, have more going through your head hour by hour and day by day than many/most folks.
Do your very best to keep what’s cascading around on the inside from inappropriately seeping out.
Passion – No amount of money can take the place of being passionate about the work you do.
And while you may try to put on a great ‘game face’, you will always know that you are fooling yourself and your clients.
If this job, this lifestyle, only serves one purpose (money) please reevaluate ASAP.
For failing to do so will suck your energy dry.
Passion is energy. Feel the power that comes from focusing on what excites you. ~Oprah Winfrey
Resilience – You have chosen one of the hardest sales jobs there is.
One big reason it’s so hard is because you frequently get the short end of the advisor stick.
Performance sucks?
Your fault.
Bad seminar turnout?
It’s on you.
Advisor has fight with spouse?
Blame you.
Great wholesalers just keep showing up, providing great ideas, building consultative relationships, demonstrating everyday why that advisor can’t afford to do business without them.
Click to Tweet: Persevering in the face of adversity is the hallmark of a great wholesaler ~ @shorespeak
Communication – In the world of high speed communication (think text, email, etc.) it’s easy to get lax.
To think that the form of communication discounts the necessity to be articulate and always professional.
Don’t fall into that trap.
The words you use and how you choose to use them make a big impact.
Your greatest gift as a wholesaler is the ability to communicate ideas to those that you serve.
Take the time to refine that gift.
Transparency – There is a weight that falls on most folks’ shoulders (for those with a conscience) when they don’t tell the whole truth, or try to reinvent the truth.
Conversely, there is a sense of freedom that comes from being transparent about your product, practice and process.
The added benefit is that you will be appreciate for it.
Advisors may not like the information, answer, or outcome – but they will respect you for telling it straight.
Humility – We work in a industry that is filled with big egos.
One of my favorite quotes comes from a pin that was given to me by a co-worker that says, “Where ego I go too”
Ego for wholesalers is, in part, a survival skill because wholesalers dine on rejection every day.
It’s also bred by the incomes our business affords.
But don’t be confused.
Don’t believe that over the top swagger, self aggrandizing behavior and in your face pretentiousness is a winning formula for long term success.
Here’s a secret that great wholesalers find out as they mature: Click to Tweet: Quietly confident wholesalers have a magnetic quality. They understand both ego and humility ~ @shorespeak
Knowledge – It’s stunning how many wholesalers are simply mailing it in.
For them the thirst for knowledge, about both product and macro economic issues, apparently has been quenched.
Big mistake for them to make.
Huge advantage for you as a student of the business.
Consider this: In 2013 the amount of traffic flowing over the internet annually reached 667 exabytes, according to Cisco [via The Economist].
That’s 1,073,741,824 gigabytes -or the storage capacity of 16,777,216 of the largest iPads!
You don’t need to be a propeller head to know that the amount of data you need to consume to keep you ahead is massive.
And that the effort is worth it – because too few do.
We focus our efforts every day on helping wholesalers move from good to great.
15 Lessons Learned From My Coaching Clients
37 Rules for Wholesalers (and counting)…
Stats For Wholesalers Who Send Emails
The 800 Pound Wholesaler – Bill Guertin
Why Wholesalers Should Take The Stairs – Rory Vaden