Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm’s training and development program.
The questions they asked are, likely, on the minds of many current and/or future wholesalers.
For that reason, we thought we’d share the questions, and his answers, with you.
After the advisor group meeting, I know that the other seven or eight wholesalers in attendance are going to be reaching out via email and calling the advisor attendees.
What are some ways that you found successful to really reach these advisors? Because again, they’re going to get tons of emails, tons of calls; people are going to want to meet with them. How can we differentiate ourselves?
I’ll use that scenario. And by the way, that is nothing new. I mean, I wrote about the wholesaler beauty contest 20 years ago. So, the wholesaler beauty contest is when you have a divisional manager or regional manager or complex director or a branch manager… call them what you want… and they call you up wanting to invite you to a meeting because they are trying to be good to you. But their real reason for inviting you is they want you to cut a check to help pay for the meetings. So now you’ve got seven people on the agenda. How do you possibly stand out?
That’s why having a Peerless Value Proposition® is so critically, critically important… because if you were the individual standing up in front of that audience, and you weren’t necessarily schlepping product, but you were talking about something that would help grow the advisor’s practice; give them more insight into a prospect; had something meaningful to say about the way in which they transact business in their world, then your follow up is definitely going to stand out because your follow up is not going to be another fact sheet. Your follow up is not going to be another brochure. It’s not going to be a request for an appointment to reiterate what you just spoke about. It’s going to be something that helps the advisor, and they can see value, and in getting that value from you, it also builds reciprocity, right?
It builds the notion that you have done something for the advisor; now the advisor wants to do something for you, which is, all things being equal and it being appropriate for the client, and the performance is good… they want to write your business. So when you think about, well, what would you do in follow up? It has to start with, what did you do inside the meeting? And if what you did inside the meeting was the same thing that everybody else did, which was you tried to hurl product down someone’s throat, then you are limited in what your follow up could possibly be.