There seems to be a recurring theme in our coaching practice.
Wholesalers that are assuming.
Such as –
A Wholesaler’s Off Season – Walter Bond
Wholesaling in the Shark Tank
A recent Wall Street Journal article offered 10 tips for making a winning pitch on “Shark Tank” – complete with quotes from the sharks.
We thought there was plenty of application for you, so we’ve adapted the story for great wholesalers.
After all, some advisor offices are not too much different from the Shark Tank.
Are Your Advisor Appointments Diagnostic or Prescriptive?
Show up and throw up.
The product puke.
Call it what you will, it is one of the worst behaviors a wholesaler can exhibit – just ask an advisor.
10 Ways to Ignite the Fuse With a Top Prospect
Every wholesaler has had this dilemma:
“Rick” is a great prospect.
He writes a terrific amount of overall business, writes business in your product type/asset class, was open and engaging during the first meeting, works at a focus firm, placed a lit. order with you and promised to get on board and write business.
And that is as good as you have been able to do with Rick.
He’s promised a bunch and he’s not written a thing.
What are some things that you can do to light the fuse with Rick that will ignite his production? [Read more…]
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