Wholesaler Masterminds®

Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker

A Wholesaler’s Second Chance

At the beginning of every quarter I ask my coaching clients what successes they were most proud of from the prior quarter’s work.

A mastermind coaching client (we’ll call him Clark) told me a terrific story today and I need to tell you:

Back in March 2010 Clark set up a meeting to visit a Raymond James team with ~$200 million under management. As he is newer to wholesaling he went into the meeting admittedly less prepared than he might have liked, but willing to put it on the line to rope in this team’s business – they were Elephants.

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Bud Fox Style Elephant Hunting

Yeah! Woooo! I just bagged the elephant! – Bud Fox, Wallstreet (1987)

Admit it. You have a wee bit of Bud Fox in you.

In the original Wall Street, Bud had his sights on the Elephant Gordon Gekko.

Every wholesaler wants to bag a Gordon Gekko-like Elephant, the huge producer, the corner office king.

Why?

Because an Elephant can single handedly make your year, catapult you up the production ranking and make you a hero in the Firm damn fast.

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2013 UPDATE: (More Than) 24 Great Ideas Wholesalers Use to be More Productive – and Memorable

Updated October 2013: This year’s updates are in green.

Updated July 2012: This year’s updates are presented in burgundy

Updated July 2011: This year’s updates are presented in blue.

Update June 2010: It’s been 90 days a full year since the first Wholesaler Masterminds groups kicked off and the ideas shared on those calls have really been terrific.

The collective wisdom of these groups, freely sharing ideas, is more than most wholesalers get in 10 years of national sales conferences, divisional meetings and Friday conference calls.

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Updated for Great Wholesalers -14 Ways to Always Be Closing

“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac Eldorado.

Second prize is a set of steak knives.

Third prize is you’re fired.”

For anyone who has seen Glengarry Glen Ross, the classic 1992 film starring a host of acting greats, then you know that this quote comes from the amazing seven minute speech by Blake (Alec Baldwin) as he addresses his underperforming sales team.

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Do You Give Good Phone?

How well do you use voicemail?

A lot of clients that I’ve been talking to recently find themselves ridiculously pressed for time. Perhaps even more than normal for a wholesaler.

Maybe it has something (everything?) to do with the economy improving. [Read more…]