And The Wholesaler Award Goes To…

Sales conference season.

Chances are yours has occurred in the past 90 days.

At these annual events, the best wholesalers are recognized for their achievements.

In accepting their awards, they walk to the stage, take hold of the trophy, snap a picture with a senior executive, and bask in a round of well deserved peer applause.

But what if they were permitted to make an acceptance speech?

I thought about that as I watched Tom Hanks accept a Lifetime Achievement award at this years’ Golden Globes.

In that speech he spoke about three critical elements to his success (and yours):

Show up on time: more than simply being on time for an appointment (which is absolutely critical), it’s knowing that the 100 small things that are done behind the scenes of the wholesaler’s practice form the backbone of their success.

Hit the mark: being well prepared by knowing your lines (product), understanding the director’s (your firm’s) vision and then walking on stage (into your client meeting) and positioning yourself in the correct spot to capitalize on your opportunity.

You have to go there: lifetime awards, be they for acting or wholesaling aren’t given to those who opt not to take risks or to stretch well beyond their comfort zone.

This year, Tom Hanks was a well deserving recipient.

How will you improve in 2020 to earn your award?

This post was originally published in the Wholesaler Masterminds Sunday Night Email.

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