The Consistently Consistent Wholesaler

con·sist·en·cy
noun: The achievement of a level of performance that does not vary greatly in quality over time.

Many of you may recall the story of Larko from our Sunday Night Email series (to sign up fill out any form on this site).

Larko, of Terminix termite control fame, whom I wrote about previously:

Larko (who’s from Peru and liked to drink Pisco) showed up for our termite inspection. Both The Mrs. and I were immediately struck by his knowledge, professionalism, and matter-of-fact confidence.

During his pitch, Larko:

• stayed myopically focused on his expertise — eliminating termites;
• answered each question with a certainty borne out of his experience and his conviction;
• made the process seem far less onerous than I had imagined and feared;
• never took a jab at a competitor; and
• deftly navigated the price discussion to a comfortable win-win.

You know I inked the deal with Larko, who happened to work for Terminix.

That was then.

Yesterday I was reminded about consistency.

Larko, it seems, has moved on to greener pastures – frankly he’d make a great off-shore funds wholesaler.

In his place is a sea of incompetent sameness.

What he possessed in knowledge and client service apparently cannot be replicated at Terminix and so they lost business that called them!

Now think about your wholesaling practice and consistency.

Does your internal partner represent the region in a replicable manner to the way that you do?

If you employ sales assistants or schedulers are they as familiar with the protocol of how you run your business?

Have you been able to repeat successful practices, both on your own and with your immediate team, over extended periods of time without any degradation of the “product” (you)?

Will my experience with you and your team be substantially similar tomorrow as it is today – if not better?

Turnover on your team (internal, admin, scheduler, etc.) is a foregone conclusion.

Losing business because your standards were not defined, implemented and consistently applied is not.

The full story of Larko and 113 other stories are in Brotherhood Of The Bag, A Wholesaler’s Handbook. To see what’s inside and place an order visit Amazon.com.