4 Things Wholesalers Shouldn’t Ass-ume

There seems to be a recurring theme in our coaching practice.

Wholesalers that are assuming.

Such as –

1) Assuming the advisor knows what your PVP- Peerless Value Proposition® is:  

Which further assumes you have one.

Which too many wholesalers don’t.

Frequently, we uncover that even when wholesalers have taken the time to hone their PVP, they make a critical mistake.

They don’t know how to effectively market it.

The Fix: Carefully craft your PVP-Peerless Vale Proposition® and implement a marketing plan around that PVP.

Include email, voicemail and snail-mail in that plan.

2) Assuming the advisor is benefiting from your follow up activities:

In our experience only the rare 1-2% of advisors will tell you that the thank you call after every $50k+ ticket is not necessary – but you keep calling.

Or that the literature you faithfully send every month goes straight to the file cabinet, never to be seen again – but you keep sending.

Or that the lunch you buy for their office every 6th Wednesday never gets eaten – but you keep buying.

Or that they really don’t need the sales ideas you tirelessly email – but you keep emailing..

The Fix: Take some time to check in with your producers to determine what works for them and what doesn’t. Make this a part of the next appointment/conversation you have with them.

3) Assuming that their internal wholesaler is all omniscient: 

Many wholesalers talk to their internal more than they talk to their significant others’.

And, not unlike the relationship with a significant other, they find themselves assuming that one party knows what the other party is thinking.

And, just like the havoc that assuming can create at home, it can create the same havoc at work.

The Fix: Keep a running list of topics that need to be reviewed between internal and external [Evernote works great for this].

Have a scheduled strategy call once per week to thoughtfully review those items – when you are not racing from point A to point B.

4) Assuming that collegial input is the most insightful input:

There is nothing better than having a circle of wholesaling brethren to share successes with, vent frustrations on, and tell lies to.

Yet assuming that the collective wisdom of two colleagues will consistantly yield the right answer/approach is potentially dangerous.

Every professional needs input from outside their circle.

From outside of “the fishbowl” that like-employed professionals live in.

The Fix: Intentionally seek out input from dissociated folks beyond your firm/circle of colleagues.

What are you assuming?

How are those assumptions affecting your business?

Wholesaler Masterminds works with seasoned veterans and new wholesalers too.

We cover all channels and all product types.

Contact us to learn more.

flickr credit