Recently a Wholesaler Masterminds Coaching client asked us, “Based on your experience, and the experience of your clients, what makes for a great day of wholesaling?”
Here’s a partial list of what makes for a great wholesaling day.
If you have other suggestions, why not drop them in the comments section below?
Great wholesalers make it a great day of wholesaling by knowing:
- how many advisors and/or COIs they are going to see (scheduled) during the day because they (along with their internal and their scheduler) have worked diligently to fill the calendar with the right number of appointments;
- that their bag contains (either digitally or hard copy) the right materials to present product, overcome objections, and display their PVP-Peerless Value Proposition®;
- they are laser focussed regarding whom they see, as they have a commitment to both their rotations and their focus list of advisors;
- how they are going to get from point A to point B, because their routes are understood before they hit their GPS app. Google Maps doesn’t always offer the best/shortest route;
- who they’re going to see, as they have done their advisor reconnaissance and are prepared to impress the advisor with their knowledge of the advisors practice and the advisor herself;
- what they’re supposed to talk about, as they don’t simply fly by the seat of their pants. They have questions designed to extract the information that they need to present the right solution, in the right manner;
- that their internal partner, their scheduling service and their admin (as applicable) are all on the same page, and functioning at a high degree of proficiency while the wholesaling is out pounding the streets;
- the processes that they employ insure that expense reporting and CRM input are seamless tasks and not unnecessary burdens of the job;
- how much sales reporting data to consume and when;
- to take care of the hairiest, ugliest tasks on the to do list first. If they take care of the ugliest, hairiest tasks first, then they’re not “pushing peas” on their plate;
- how to catalog the to-dos so that they doesn’t end up clogging up their brain;
- the best way to put some closure on their day. They find a way to hit the ‘stop for now’ button, fully aware that tomorrow will have a whole new set of opportunities and challenges.
But today they made it a great day.
How can we help you create more great wholesaling days? Contact us and let us know.