Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker
You’re screaming down [insert freeway, highway or byway name here] and your caller id flashes an unfamiliar number.
After your next appointment, you listen to voicemail.
On the other end of the line is a National Sales Manager or Divisional Sales Manager from a competing firm (or a recruiter representing that same firm).
In their message, they explain that they have an opening for which you might be a great fit.
What does the great wholesaler do?
In late 2015 Ignites Distribution Research released Beyond the Cliche of ‘Consultative’ Wholesaling which polled the advisor community regarding the consultative capabilities of our wholesaling community.
Among the questions, they specifically asked advisors about the most important skills needed for wholesalers to succeed in forming relationships with their practices.
All of the figures represent the weighted percentage of advisors who deemed the skill very important or crucial in the study.
This question, or one quite like it, has been asked for as long as internal wholesalers have aspired to become externals.
And it’s one we received from an existing internal on an annuity desk:
I have high aspirations to get out into the field. The industry is always looking for experienced wholesalers now. What is the best way to get out into the field?
This market is making advisors edgy.
So, you’re armed with the latest commentary from your firm.
You have defensible positions/responses for many/most of their concerns.
Would you rather have a long-tenured sales machine, void of empathy, or a new(er) wholesaler who connects well on an emotional level with advisors, but is just starting their journey?
This paraphrased question came from a coaching client recently, as they were having issues with their internal partner.
