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The Legend of 9D: An Act of Uncommon Kindness

One of the perks of having dedicated 1.5 million miles to United Airlines is the ability to upgrade more times than not – a reward that I don’t take lightly in this era of packed flights, reduced services and full body screening.

Joining me in business class or first, depending on the aircraft, is the typical assortment of business professionals and the occasional leisure traveler. These travelers find their seats, dive into their reading material and frequently pay no attention to the other flyers that surround them.

[Read more…]

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.

[Read more…]

Creating Powerful Wholesaler First Impressions – Bill Acheson

Would you agree that first impressions mean everything in our business?

It’s fair to say that an advisor sizes us up in under a minute – making snap decisions about who we are and whether we deserve their business.

[Read more…]

For Divisional Managers (Part One): Create a More Effective Ride-Along

Have you seen our post Sushi, Sake, See Ya!?

It’s the true story of an almost great manager.

‘Almost’ great because he was terrific at praise and light on critique.

[Read more…]

Know More To Sell More: The Importance of Advisor Recon with Sam Richter

How do you prepare for your advisor meetings?

For most wholesalers the checklist includes:

– Sales literature in bag
– Trinkets and trash in trunk
– Boarding pass on iphone

But the most important element of appointment preparation is one that too few wholesalers do.

[Read more…]

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