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Ed. note: This article was originally written by a sales manager who wishes to remain anonymous.
I’ve enjoyed great partnerships with wholesalers over the years, and most of the meetings I’ve planned have involved wholesalers.
Whether it’s sales coaching or a new product roll-out, wholesalers usually add an important dynamic to meetings.
I normally welcome this group of business partners to participate.
But not always.
In an Ignites article titled What Makes a Bad Wholesaler? Poor Listening Skills, the results of an advisor survey were published that asked:
“What do you believe is the biggest mistake that wholesalers make when pitching to or serving advisors?”
Your favorite airline has one.
Your favorite hotel has one.
In fact, it’s hard to find a business or industry that isn’t trying to make a repeat customer out of you.
So, do you have one for your practice?
One of the things we work on with our Wholesaler Masterminds Coaching clients is how to effectively work a list of prospects.
Well, not just any prospects – by prospects we mean Elephants.
Advisors so large that they will make your Career Year happen…fast.
There is a storm brewing.
The darkest clouds are forming at the confluence of new school behaviors and technologies colliding with old school distribution sales analysis.
And it means that a mutiny might be on the horizon.
