The Four C’s of the Legendary Wholesaler

My wholesaling experience goes back to the dark ages.

Yes, it was BC – Before Cell.

From time to time I speak to a wholesaler who now works in some part my old region(s) and they tell me that they have reps who remember me and the work that I did.

That means two things.

One, those advisors are old like me.

Two, I must have left an impression on them.

In fact I was blown away to receive this random comment on a blog post recently. It came from an advisor that I have not seen nor talked to in almost 20 years:

Mr. Shore – Been a very long time.  See that you are still during what  you do best, educating the sales force.  Just wanted to say hello to you.  Thought about you a lot over the years.  You made an everlasting impression on me and I’m sure it’s same with your coaching and training today.  Glad to see things are going good with you.

One of those wholesalers I spoke to used the word “Legendary”, but let’s be perfectly clear: Legendary is a massively large word and my head is NOT that big!

But it did get me thinking about my clients and you.

What will your advisors say about you after you’ve moved on?

What will you do to be thought of as Legendary?

Big question, I know.

At Wholesaler Masterminds we think part of the answer is found in the Four C’s:

Connect: Legendary Wholesalers have ability to connect with broad array of advisors.

This is where that ‘chameleon’ like quality comes into play.

It doesn’t matter to the Legendary Wholesaler that the advisor is a male or female, Democrat or Republican, game hunter or vegan – they have the unique ability to not just ‘get along with the advisor’ but to speak their language and engage in dialog that appeals to the advisors interests.

Convey: Educating advisors about macro-economic and world events.

Helping them understand the granular details of the fund, policy, or contract offered by your firm.

Giving them valuable how to’s that save them time and trouble when they do sell your product.

All qualities of the Legendary Wholesaler

Compel: Legendary Wholesalers move people to action.

They offer advisors ‘best of’ product presentations that are client focused and weave a great tale, versus the repetitive feature, benefit, feature, benefit blather that also-ran wholesaler spew.

Their unique ability to simplify the most complex concepts into easy to understand ideas make them an in demand speaker at group meetings, client seminars and industry events.

They command a room with their storytelling prowess.

Close: You are in sales.

The advisor is in sales.

The Legendary Wholesaler understands this and doesn’t hesitate to close for the business that they have earned the right to ask for.

They also understand that there is a line between pleasantly persistent and pushy; consultative and cocky.

But make no mistake they know how to close.

So, was I a Legendary Wholesaler?

I’ll let the advisors that I served be the judge of that.

How will you be judged?

Want to tune up your practice and move closer to legendary status?  Let’s talk about a Wholesaler Masterminds coaching program.