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Fat and Happy Wholesaling

Strange beasts we are.

Both as humans and as wholesalers.

When the odds are stacked against us, when our world gets uncomfortably stirred, we often dig deep and work our butts off to avoid unenviable consequences.

Odds such as:

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Dear Wholesalers, It’s Not About You – Bob Burg

Years ago there was a running joke that I had with a friend in our business.

As we would sit and catch up, both excited to share the events of the day/week, one of us would finish speaking and then look at the other and say, “But enough about me, let’s talk about me!”

And sometimes wholesalers, in fact all sales professionals, are guilty of a misguided focus.

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One Reason Advisors May Not Be Buying What You’re Selling

Are you a visual person?

If you are, and someone is simply speaking to you (without visual aid), you really have to do your best to listen with purpose and intent, in order to get the full and granular detail of what they’re saying and meaning.

It can be hard work.

However, if someone presents to you using a visual element (brochure, diagram. images), your understanding, comprehension and retention tend to go way up.

Do you know what type of learner the financial advisor sitting in front of you is?

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How Great Wholesalers Get The Appointment Without Leading With Product

A reader of this blog and student of the Wholesaler Email Clinic writes to us:

“How you would formulate a meeting request email where you have no value add and [product] from a firm no one has heard of to a group of pure RIA’s?

My conundrum is I cannot lead with business building tools because I have none, I should not lead with product and there is no brand recognition to a group of folks that don’t know me from a whole in the wall. [Read more…]