Is it just us or are you also experiencing the evolution?
The migration from wholesalers who are simply churning out appointments for the sake of being seen to wholesalers that are approaching the right advisors in the most thoughtful manner possible.
If you are being more targeted and prudent in your approach to advisors, our guest can help you make better connections – faster.
Colette Carlson is a human behavior expert and keynote speaker who inspires individuals to connect and communicate in real and relevant ways. How to create effective connections, and leverage them for greater success, is the thread woven into every one of Colette’s presentations.
With a Master’s Degree in Human Behavior and a fascination with communication trends, Colette knows the difference between trendy topics and timeless truths when it comes to successful business practices. She is a former National Sales Trainer; worked alongside sales giants Tom Hopkins and Brian Tracy; and has extensive experience in the personal development industry.
Colette is a Certified Speaking Professional (CSP), and her articles have been featured in Success, Business Management Daily, and Working Mother magazines.
Book Colette for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates).
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Wholesalers: Up Your Connection Quotient
In order to make a sale and earn a customer, you must first make a connection. Wider and deeper relationships lead to increased sales, repeat customers, and powerful referrals. The common denominators of the most successful wholesalers are the ability to effectively communicate and connect, regardless of the situation or audience. In a competitive marketplace filled with numerous communication channels and daily digital distractions, getting your message heard has never been more challenging. Clear, consistent communication is no longer enough to get results: connection must be part of the equation.
In today’s world, your soft skills are your greatest competitive advantage. People still buy from people they know, like, and trust. That’s what connection is. It’s personal. It’s emotional. If you can’t connect, you’re not going to be remembered, you’re not going to have an impact, and you won’t be able to influence anyone. Wholesalers must connect on a deeper level to build those crucial relationships that drive revenue and results.
Here are six strategies to up your connection quotient:
Awaken Your Awareness
Do you really know how you come across to others, especially when you are under pressure to produce?
You may have gained awareness of your personality or communication style through a Meyers Briggs Indicator, DISC profile, or a first marriage, but everyone has blind spots. Ask individuals and advisors you respect for the unvarnished truth. “What behaviors of mine might be getting in the way of us building a strong working relationship?”
Not quite ready for reality? Start by asking your favorite clients to describe you using three adjectives. Rather than reject or deflect their feedback, reflect. After all, you can’t change what you won’t acknowledge.
Lead With Warmth
A growing body of research suggests influencing another requires you lead with warmth to first establish trust. Yet, many individuals lead with their competence and showcase their smarts when first meeting others.
Being smart, talented, and educated is obviously desirable, as no one wants to take business advice from an idiot, but advisors need to see the person behind the position to genuinely connect.
Are your thoughts, words and actions in alignment? If not, your lack of authenticity reeks and your credibility tanks. Nothing creates a disconnect faster than thinking or saying one thing, and doing another.
Instead, build a reputation as someone to be counted on to quickly follow-through with commitments and only recommend products in your client’s best interest. Advisors trust you and relationships deepen because time after time you prove you’re the real deal through your consistent actions.
Be Direct With Respect
Successful wholesalers address issues respectfully as they arise, rather than avoiding uncomfortable conversations. If you believe being direct creates a disconnect, think again. Nobody has time to waste in today’s world, so say what needs to be said with respect.
Before leaving a meeting, determine the advisors level of interest. Say,
Do you see a fit for this product given your customer base? -or-
Given your portfolio, why would you choose to market this product versus another?
Want to know how to best serve your advisor? Ask!
What advice can you give me when it comes to serving you in a way to set myself apart from other wholesalers? -or-
When I drop by, aside from sharing new product information with you, what else can I bring that would make your job easier?
Being direct with respect makes it safe for advisors to push past surface talk and discuss deeper issues or concerns.
Listen to Learn
Savvy wholesalers know telling isn’t selling, nor is it a way to build a connection. Too often, sales people only listen long enough to justify jumping in to share their solution or latest product information. Too often when this happens, the conversation becomes a self-serving, one-sided monologue.
Effective sales people draw out other’s opinions with phrases such as, “Tell me more.” They let go of being right and get it right with empathetic ears. As advisors experience your ability to not just hear what they say, but effectively empathize with their situation, their perception of you changes.
Trust earned from listening with an open heart and mind leads advisors to be more forthcoming which lends itself to deeper conversations and a stronger connection.
Invest in Relationships.
Showing up, spewing product information and expecting a sale equals selfish and superficial behavior. Instead of focusing on closing a sale, focus on opening up a relationship.
The best wholesalers connect deeply with their advisors by paying attention to what matters most to them, both professionally and personally. Do you ask the deeper questions to fully understand their target market, specific channels, or challenging situations from the home office?
Lasting relationships are a result of many quality conversations and multiple touch points over time requiring patience and persistence. Identify your best advisors and commit to making them a priority. Be on the look-out for relevant articles, information or areas of shared interest to show you dare to care.
At the heart of every meeting, every interaction between a leader and a team member, and every conversation with a customer is a connection. Make yours count.
Written by Colette Carlson