Our Paleomammalian Wholesaler Brain

Hungry?

Dinner for four can be at your doorstep in under an hour.

Need a light cube for your work from home office space?

Amazon will have it there tomorrow (or today).

Anxious to earn the business of a prospect?

Better dig in for the long haul.

While our paleomammalian wholesaler brain wants instant gratification from our sales efforts, this formula is irrefutable:

(Time x Consistency) + Trust = Sales Success

Where time equals:

1) the extended commitment you make to a territory marketing program, such as weekly email, and

2) the ongoing consistency of the program.

Trust is defined as:

1) your comfort in knowing that others before you have succeeded in similar outreach programs and

2) understanding the foundation of trust you’re building with your prospect.

The result?

“I just did a call with a really big team (prospect) and the head guy said, “I’ve been receiving your weekly email and it’s one that I read every week. Keep up the good work”.  ~coaching client recounting recent advisor conversation

Wildly gratifying?

Yes.

Instantaneous?

Hardly.

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Reminder: For additional 3rd party content to help you grow your practice and be of value to your advisors, visit our Wholesaler Masterminds® LinkedIn Group page.

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