Based on over 12 years of coaching and live presentations we have done with our wholesaler and management clients, here’s a list of 81 ways to ensure that your next year can be your Career Year:
- Commit to writing a good annual business plan
- Banish trinkets and trash – become strategic in your gifting
- Formulate rotations that are well informed by the data
- Stick to the rotations you built
- Learn to say no more effectively
- Get comfortable being uncomfortable
- Create and market your PVP – Peerless Value Proposition®
- Write emails that get opened, read and acted upon
- Make better use of voicemail
- Up your virtual wholesaling game
- Perfect the ‘come to Jesus’ conversation so you don’t get monetarily taken advantage of
- Understand how to be more likable
- Appreciate what motivates your internal partner to effectively coach them
- Deepen the relationship you have with your internal wholesaler
- Know what your toughest wholesaling competitor won’t tell you
- Find ways to outsource things that you shouldn’t be spending time on
- Stay current on your expenses
- Always be trial closing
- Give more than you receive
- Automate and be diligent with your call report notes
- Have a system to thank the advisors that ‘brought you to the dance’
- Never neglect your COIs
- Implement a Quarterly Success Plan
- Use technology frequently and creatively
- Make the best use of LinkedIn that you possibly can
- Tell more and better stories
- Risk being a bit ‘cheesy’
- Use pre-meeting agendas
- Master the art of power entertaining
- Develop a most wanted list
- Strive to become a first call wholesaler
- Stay organized with Advisor Data Sheets
- Don’t get sucked into one hit wonders
- Understand how our world of Distribution is changing
- Do your advisor recon before appointments
- Develop a systematized follow-up process
- Stop dwelling on daily sales, and focus on the right activity
- Expand your knowledge through podcasts – here’s ours
- Don’t confuse activity with results
- Form strategic partnerships with other wholesalers in the region
- Aggressively defend your prime selling time
- Know that you have to get your teeth kicked in
- Make forward scheduling a habit
- Improve the quality and productivity of your office days
- Be clear on where your risks are
- Admit when you need assistance
- Do not burn any bridges
- Stop blindly assuming
- Develop better listening skills
- Become a well-informed student of the business
- Define and implement repeatable processes for your practice
- Create a solid client service model
- Seek out improvements in your presentation skills
- Know what is, and isn’t, worth falling on your sword for
- Allow yourself the time for self-evaluation
- Deepen advisor relationships
- Avoid the fat and happy trap
- Expand your team judiciously
- Make more effective cold calls
- Have weekly meetings with your internal partner
- Liberally exercise your creative brain
- Don’t be tempted to hide behind busy
- Recognize that your to-do list will never go away
- Explore ways to make the job fun [again]
- Prepare now for the next recession/correction
- Be home when you are home
- Know that there’s money in being funny
- Get/keep your financial house in order
- Take time off to recharge
- See the world through your advisor’s eyes
- Be a leader among your peers
- Become a franchise player to your firm
- Get better organized with Evernote
- Become an even better version of who you already are
- Understand the can’t lose wholesaler success formula
- Know that old dogs can learn new tricks
- Make the most productive use of your scheduler
- Learn why the fact is you should quit and quit often
- Know that your resolve will be tested
- Take care of your heath and wellbeing
- Know that this is the greatest gig on earth
Five Ways To Detect If Advisors Are Lying
Take The Less Traveled Wholesaling Road
How Do Wholesalers Build Loyalty With Advisors? – Shep Hyken
Are You The Real Thing?
A Wholesaler’s Off Season – Walter Bond