In Memory Of A Memorable Wholesaler

[As published 9/11/2016]

36 years of wholesaling.

Longer than most of us can contemplate slugging out the day to day battle to raise your fair share of assets.

He spent most of his career in the Alt, Hedge Fund and Managed Futures spaces.

In July 2014 he was the subject of one of our Millionaire Wholesaler interviews.

We dedicate this Sunday Night Email to a few insights from his long and most successful career.

What three things do you attribute your wholesaling success to?

I’m memorable. I can make something complicated simple and understandable, and people perceive me as being a font of intelligent investment analysis. Despite the fact that I’m in the financial industry, my degree is in mechanical engineering. I’m a car nut and a licensed airplane pilot. That makes me different, so I’m memorable.

I’m a good public speaker.

I’m humorous and people say, “When you walk in the room everybody lights up. You’re everybody’s sunshine.” I hear that a lot.

Over the years, what wholesaling habits have you formed that you would recommend to others?

I get up at 5:30. Getting up early makes you feel like you’re more prepared than everyone else.

I read. I get all the free magazines and glance at all the articles. I just try to stay current with the jargon.

Always try to be the best dressed but not flashy; conservative. Conservative but extremely well dressed, it’s really important.

Don’t shy away from problems. When people call you complaining about performance or service that they didn’t get, call them immediately. They say, “I’m not happy about this.” You say, “Well, you called the right person.”

What message that you would give other wholesalers that would be influential to their success?  

Be memorable, be credible, be reliable, and show up. Woody Allen always said 80% of success in life is showing up.

Maintain your sense of humor. Get life in perspective, look good, look smart and stay current.

Always be a student of the business. Read the prospectus, read the ADV, ask questions.

Don’t quit. Don’t get discouraged. Don’t prejudge.

Anything else to add?

Here’s the best introduction I ever got from one financial advisor to another, “Charlie, you need to meet that Holliday. He’s a wholesaler for so and so.

He will not waste your time.”

RIP Ed Holliday.