Generated by All in One SEO v5.0.0.1, this is an llms.txt file, used by LLMs to index the site. # Wholesaler Masterminds® Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker ## Sitemaps - [XML Sitemap](https://wholesalermasterminds.com/sitemap.xml): Contains all public & indexable URLs for this website. ## Posts - [Blog](https://wholesalermasterminds.com/blog/) - Over 400 posts covering a mind-blowing array of topics written specifically for external, hybrid, and internal wholesalers...and their leaders. - [Becoming an Influential Wholesaler with Bob Burg](https://wholesalermasterminds.com/2018/05/becoming-an-influential-wholesaler-with-bob-burg/) - We live in most contentious times. Times when opposing points of view erupt into animus and vitriol. Given that backdrop, how is a wholesaler supposed to create any form of influence today? In their bestselling business parable, The Go-Giver and then their follow-up, The Go-Giver Leader, Bob Burg and John David Mann challenged the conventional wisdom about success. - [LinkedIn Sales Navigator: Why it's a Must Have Tool for Wholesalers with Phil Gerbyshak](https://wholesalermasterminds.com/2017/03/linkedin-sales-navigator-why-its-a-must-have-tool-for-wholesalers-with-phil-gerbyshak/) - LinkedIn is undergoing a massive overhaul. Which means the free access you've enjoyed for so long now comes with more limitations. This weeks' guest helps us sort the latest iteration of LinkedIn out. Phil Gerbyshak is a former vice president of information technology at a full service financial services company, where he and his team - [Any Wholesaler Can Do Anything with Kyle Maynard](https://wholesalermasterminds.com/2017/02/any-wholesaler-can-do-anything-with-kyle-maynard/) - Speed bumps. Road blocks. Barriers to success. Call them what you will - these potential impediments pop up over the course of our careers - and our lives. Our guest on this episode may well have you rethinking what you are capable of accomplishing. Kyle Maynard is a motivational speaker, bestselling author, entrepreneur, and ESPY - [Creating Wholesaler Distinction | The Lessons of Taxi Terry - Scott McKain](https://wholesalermasterminds.com/2015/03/creating-wholesaler-distinction-the-lessons-of-taxi-terry-scott-mckain/) - If you're not careful you'll drown in the Sea of Sameness. It's that nauseating, choppy body of waste water on which too many wholesalers simply float along. Yet regardless of your tenure, or what flavor of wholesaler you are (internal, external, hybrid, etc.), you can create memorable distinction with your prospects and clients. And Scott - [A Wholesaler's Shift From Bland To Brilliant - Simon T. Bailey](https://wholesalermasterminds.com/2014/08/a-wholesalers-shift-from-bland-to-brilliant-simon-t-bailey/) - Who has the steering wheel in your practice? Does the region run you? What about the other dimensions of your life, who is in control? In this episode of Wholesaler Masterminds Radio you'll hear about the awkward, and most fortuitous way in which I met our guest Simon T. Bailey and benefit from his insights. - [Confidence and Courage: Improve Your Practice (and Change Your Life) in 5 Seconds with Mel Robbins](https://wholesalermasterminds.com/2017/04/confidence-and-courage-improve-your-practice-and-change-your-life-in-5-seconds-with-mel-robbins/) - It doesn't matter how long you have been wholesaling. Nor how much money you make. The fact is every one of us has doubted ourselves. From time to time we've called into question any and all elements of the what we do and/or the how we do it. What if you could work past that - [57 Things I’d Tell My 31 Year Old Wholesaler Self](https://wholesalermasterminds.com/2018/03/57-things-id-tell-my-31-year-old-wholesaler-self/) - I’m no spring chicken. While not quite over the hill, I can sometimes see the top of it. And, having experienced a thing or two about a thing or two, here are the 57 things that I’d tell the 31 year old wholesaler that I once was. 1. Operating with a high degree of urgency - [Storytelling: The Wholesaler’s Secret Weapon with Rob Salafia](https://wholesalermasterminds.com/2017/03/storytelling-the-wholesalers-secret-weapon-with-rob-salafia/) - It's as old as humankind. It's a proven way to get your message heard and understood. So why don't we tell more engaging stories about our firms, our products and ourselves? Rob Salafia is a speaker, executive coach and corporate storyteller. He combines two decades of experience as a top leadership development executive with a - [Parkinson's Law and the Importance of Time Blocking Your Calendar](https://wholesalermasterminds.com/2017/06/parkinsons-law-and-the-importance-of-time-blocking-your-calendar/) - The elusiveness of time. Such as opening email first thing on an office day. And two hours later finding yourself mindlessly sorting your email filing system. Or calling your internal to provide a quick update. And emerging 60 minutes later having had one part productive discussion, three parts random BS. It's the expense report that - [7 Ways Wholesalers Can Survive A Manager Ride-Along Visit](https://wholesalermasterminds.com/2011/07/7-ways-wholesalers-can-survive-a-manager-ride-along-visit/) - You get the call that your manager is coming to town and expects to ride shotgun with you for 3 days. Most wholesalers have a mixture of emotions: Dread: No one likes to have their performance evaluated in the act of performing. This is especially true if your sales numbers have not been up to snuff. - [5 Ways For Wholesalers To Cope With Feeling Overwhelmed](https://wholesalermasterminds.com/2012/04/5-ways-for-wholesalers-to-cope-with-feeling-overwhelmed/) - Wholesalers are BUSY folks. Scheduling your appointments. Making travel plans. Ordering the necessary literature. Preparing winning presentations. Traveling to appointments. Meeting with advisors. Taking/making endless phone calls. Reading/responding to floods of emails. CRM data entry of your appointments. Sending follow up correspondence. Responding to home office/manager special requests. And the other countless business tasks (not - [When Is Your Wholesaling Day Done?](https://wholesalermasterminds.com/2019/09/when-is-your-wholesaling-day-done/) - It's a battle we all fight. Trying to find the place in a day where we say, "done". Some days, after you've pounded out 6+ face to face meetings, driven endless miles, and topped off the day with a client meal, the end is dictated by the simple fact that you have nothing left in - [How Great Wholesalers Get The Appointment Without Leading With Product](https://wholesalermasterminds.com/2012/10/not-just-another-pretty-wholesaler-face/) - 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 - [Monsters Of Your Mind](https://wholesalermasterminds.com/2020/02/monsters-of-your-mind/) - It was about 15 years ago. While still at my former employer, I was starting to mentally explore the possibility of becoming a corporate expatriate. And as quick as I allowed myself to venture into those thoughts, the Gremlins began to attack. Unlike the cute fur-baby from the movies, these are the monsters of your - [Two Proven Ways to Become a Better Listener](https://wholesalermasterminds.com/2018/07/two-proven-ways-to-become-a-better-listener/) - Listening is hard to do. Especially when your itching to sell sell something. Try one of these tips. - [Lightspeed Wholesaling - When Today's Fast Is Tomorrow's Slow](https://wholesalermasterminds.com/2016/04/lightspeed-wholesaling-when-todays-fast-is-tomorrows-slow/) - Are you the wholesaling reincarnation of the flightless, now extinct, DoDo Bird? Reminders that I have been in our business for a very long time have hit me recently. In a conversation with a coaching client who is under 30, and well on his way to killing it in his first external gig, I referenced two - [The Wholesaler Who Can't Say No](https://wholesalermasterminds.com/2013/06/the-wholesaler-who-cant-say-no/) - As wholesalers we like to please, right? That means saying yes - a lot. Can you do a seminar on the 15th of next month? Yes. Can we take my staff out for cocktails on the 22nd at 5:00 PM? Absolutely! Golf on Friday, say late afternoon? Done deal. And before you know it you - [Why Wholesalers Should Take The Stairs - Rory Vaden](https://wholesalermasterminds.com/2013/01/why-wholesalers-should-take-the-stairs-rory-vaden/) - Wholesalers, are you looking for the path that is most convenient? Or are you looking for the magic short cut? Well, stop. Rory's research tell us that "ultra performers" do the stuff that others don't want to do. Rory Vaden MBA is a Self-Discipline Strategist, Co-founder of Southwestern Consulting, and New York Times bestselling author of “Take - [UPDATED: 7 Ideas For More Productive Wholesaler Office Days (now including video!)](https://wholesalermasterminds.com/2014/02/7-ideas-for-more-productive-wholesaler-office-days/) - "If I'm in my office I don't feel like I am working." This was a quote from one of our Wholesaler Masterminds Coaching clients. As a result, he took no office days and the administrative part of his business was a mess. Upon further discussion it became apparent that his office day had no plan. - [The Rewards of Thinking Big and Being Relentless with Jeffrey Hayzlett](https://wholesalermasterminds.com/2016/09/the-rewards-of-thinking-big-and-being-relentless-with-jeffrey-hayzlett/) - Kill the squirrel. Clean your own bathroom. No one is going to die. These are just three of the topics that we dive into with our special guest in this episode as we discuss his newest book, attitudes on business and being relentless. Jeffrey Hayzlett is a primetime television host of C-Suite with Jeffrey Hayzlett - [Winning Your Wholesaling Career (Not Simply Enduring It) with Tim Cole](https://wholesalermasterminds.com/2018/02/winning-your-wholesaling-career-not-simply-enduring-it-with-tim-cole/) - Did you choose wholesaling? Or did wholesaling choose you? Are you an accidental wholesaler? Tim Cole is the founder and CEO of The Compass Alliance. His book, The Compass Solution: A Guide to Winning Your Career, offers practical direction to both senior leaders and employees on how to cultivate a rich culture – and ensure - [51 Posts Every External Wholesaler Needs To Read](https://wholesalermasterminds.com/2019/10/51-posts-every-new-external-wholesaler-needs-to-read/) - You really have grabbed the golden ring. Done properly, your role as an external wholesaler will yield amazing career and financial rewards. To assist you, here's a curated list of posts we STRONGLY recommend you read. These posts are chronological starting from 2010: Undeniable Attributes of the Greatest Wholesalers – Part One 5 Things To - [For Divisional Managers: Part Two - Create a More Effective Ride-Along](https://wholesalermasterminds.com/2018/10/for-divisional-managers-part-two-create-a-more-effective-ride-along/) - As a manager, what do you hope to experience when you ride with a wholesaler? Better question: does your wholesaler know what you hope to experience? Have you read Part One of this series? Wholesalers often stress about the upcoming ride-along that the boss has scheduled. So much so that we have addressed this in - [31 Things Your Toughest Wholesaling Competitor Won't Tell You](https://wholesalermasterminds.com/2016/07/31-things-your-toughest-wholesaling-competitor-wont-tell-you/) - If not you then who? Who is the best known, most memorable wholesaler in your territory? More importantly, how do they get to that lofty position? What do they know to become (and remain) known? How do they avoid the Sea of Sameness and consistently increase their MQ-Memorability Quotient®? They know how to listen, not - [Perfecting the Partnership: The Keys to a Wildly Successful Territory](https://wholesalermasterminds.com/2017/01/perfecting-the-partnership-the-keys-to-a-wildly-successful-territory/) - CLICK TO Download our NEW Success Guide: Perfecting the Partnership: The Keys to a Wildly Successful Territory FOR INTERNAL WHOLESALERS (AND THE EXTERNALS THAT LOVE THEM) - [How to Have the Most Productive Relationship with Your Scheduler](https://wholesalermasterminds.com/2016/10/how-to-have-the-most-productive-relationship-with-your-scheduler/) - What are some of the keys to a most productive relationship between a wholesaler and their scheduler? In this Wholesaler Masterminds® Radio SPECIAL EDITION, we present to you an interview with Erin Beatty. In her role at Wholesaler Masterminds® Schedulers (one she started at the inception of the company) Erin is a mentor to other - [When I Saw NotebookLM by Google](https://wholesalermasterminds.com/2024/12/notebooklm-by-google/) - My brain just exploded. Over the weekend I read about NotebookLM from Google. From their website: "Upload PDFs, websites, YouTube videos, audio files, Google Docs, or Google Slides, and NotebookLM will summarize them and make interesting connections between topics, all powered by Gemini 2.0’s multimodal understanding capabilities." And while I'm still getting my head around - [The Most Powerful Way to Understand and Communicate with Advisors with Scott Schwefel](https://wholesalermasterminds.com/2018/04/the-most-powerful-way-to-understand-and-communicate-with-advisors-with-scott-schwefel/) - Product knowledge? Check. Ready to add value? Check. Effectively communicate your message? Many of us need improvement. Scott Schwefel has been teaching wholesalers a better way to quickly and easily identify the unique personality styles of clients for the last 15 years, and with great success. He has worked with over 1000 organizations that want - [Generational Wealth Transfer: Your Advisor’s $30 Trillion Opportunity with Dr. Thomas Deans](https://wholesalermasterminds.com/2017/09/your-advisors-big-blown-30-trillion-opportunity-with-dr-thomas-deans/) - UPDATE: This show, and the article that accompanies it, have taken on new meaning, as we are in the throes of the Covid-19 pandemic. Please review this content in the context of: 1) how you may serve your advisors and 2) how you can use Dr. Deans info to help yourself and your family. At - [5 Rules for Wholesaler Gifting: Staying Out of the Trinket and Trash Sea of Sameness with John Ruhlin](https://wholesalermasterminds.com/2016/12/5-rules-for-wholesaler-gifting-staying-out-of-the-trinket-and-trash-sea-of-sameness-with-john-ruhlin/) - Think about the last five trinket/gift items you gave advisors. The faux high-end pen? A Starbucks coffee card? Or the always popular Omaha Steaks? In the summer of 2024, while vacationing with his family, John collapsed and was unable to be revived. He passed at the young age of 44. We thank John for his - [Get Your Wholesaler Masterminds® Business Plan Template](https://wholesalermasterminds.com/2021/09/get-your-wholesaler-masterminds-business-plan-template/) - You'll have IMMEDIATE ACCESS after confirming your email address (be sure to check your SPAM folder if need be). Already on the list and need a new copy? Simply complete the form, click Get It and you'll head straight to the download! - [Developing the Mindset of a Champion Wholesaler with Dr. Jack Singer](https://wholesalermasterminds.com/2017/01/developing-the-mindset-of-a-champion-wholesaler-with-dr-jack-singer/) - That little voice. It nags all of us from time to time. It could be the voice uncertainty, anxiety, or fear - but it's a voice that impedes our full success. Dr. Jack Singer is both a Professional Speaker and a Professional Sport Psychologist, who, for more than 20 years, has brought the skills he - [Gumby, Pokey and the Wholesaling Sea of Sameness](https://wholesalermasterminds.com/2016/12/gumby-pokey-and-the-wholesaling-sea-of-sameness/) - You can choose to do things as you always have and email/voicemail into the huge echo chamber of your targeted producers and prospects. Or, you could take the risk that the market is screaming for new, innovative, creative and fun ideas - even in our buttoned up world of financial services. The Challenge How does - [7 Marketing Lessons Great Wholesalers Learn From Iconic Brands](https://wholesalermasterminds.com/2023/06/7-marketing-lessons-great-wholesalers-learn-from-iconic-brands/) - Lately we've been wondering about wholesaler marketing and what we can can lean from other iconic brands. How man yare you applying to your practice? - [Fat and Happy Wholesaling](https://wholesalermasterminds.com/2016/05/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: not meeting the sales goal; our appointment count is too low; not achieving the firm's targeted product - [Take The Less Traveled Wholesaling Road](https://wholesalermasterminds.com/2010/08/take-the-less-traveled-wholesaling-road-rob-shore/) - Do you find yourself following in the footsteps of every other wholesaler in your region? If you have a territory, for example, that encompasses Los Angeles, do you find yourself focusing on Downtown L.A. the Westside and the South Bay because that's where the money allegedly is? Do you spend all your time in the - [Wholesaler Follow-up Process: Part Art and Part Science with Chris Dungworth](https://wholesalermasterminds.com/2017/10/wholesaler-follow-up-process-part-art-and-part-science-with-chris-dungworth/) - In our recent 2017 State of Wholesaling Survey we asked: What areas of improvement would benefit you most over the next three years? The wholesalers surveyed said: Our partners in Wholesaler Masterminds Schedulers have insights to share about how wholesalers can greatly improve their follow-up process. Chris Dungworth is the Managing Partner at Ro Morrison - [How Can Wholesalers Generate More Advisor Referrals? - Bill Cates](https://wholesalermasterminds.com/2012/06/how-can-wholesalers-generate-more-advisor-referrals/) - Most wholesalers say that they wish they could generate more business through referrals. Yet most never ask. Why is that? How can wholesalers become more effective in generating financial advisor referrals? Thankfully we have a guest at Wholesaler Masterminds Radio that can help. Bill Cates is the author of Get More Referrals Now! and Don’t Keep Me - [3 Ways to Make Your Advisors (and You) More Referable - Bill Cates](https://wholesalermasterminds.com/2014/11/3-ways-to-make-your-advisors-and-you-more-referable-bill-cates/) - Most advisors do a completely horrific job asking for referrals. And you, as their trusted wholesaler, are in a perfect position to help them. When you add in the fact that you are likely doing a poor job of asking advisors for referrals, you have more than enough reason to tune into our conversation with - [The Rules of Wholesaler Networking - Michael Goldberg](https://wholesalermasterminds.com/2013/06/the-rules-of-wholesaler-networking-michael-goldberg/) - Have you ever wondered how to maximize your conference attendance, especially when it comes to the social side of the event? Yes, you work a mean booth, but what about your networking at the cocktail reception? Curious how to end that terminally terrible conversation with the advisor from hell? Enter Michael Goldberg. Michael is the - [Wholesalers, Do You Know the Rules of Highly Effective Networking? with Michael Goldberg](https://wholesalermasterminds.com/2018/02/wholesalers-do-you-know-the-rules-of-highly-effective-networking-with-michael-goldberg/) - You touch a ton of advisors , COIs and fellow industry professionals. You see them in every conceivable venue. But do you create mutually profitable networking opportunities from those encounters? Michael Goldberg has helped thousands of advisors, wholesalers, agents, reps, brokers, planners, and private equity firms generate hundreds of thousands of dollars to their bottom - [Are You A Behaviorally Smart Wholesaler? with Peggy Mengel](https://wholesalermasterminds.com/2013/08/are-you-a-behaviorally-smart-wholesaler-peggy-mengel/) - “We don’t see things as they are, we see them as we are.” - Anais Nin Peggy and I go way back to our first jobs as wholesalers. She is former Vice President, Customer Experience Advisor for DNA Behavior International. Recently she said, "It is interesting that we talk of customizing the experience for our advisors - [For Divisional Managers (Part One): Create a More Effective Ride-Along](https://wholesalermasterminds.com/2018/02/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. And while that post reflects an era more than a few years removed from today, the same problems hold true. In our coaching practice we - [81 Ways To Make Next Year Your Career Year](https://wholesalermasterminds.com/2019/12/75-ways-to-kill-it-in-the-year-ahead/) - Based on over 12 years of coaching and live presentations we have done with our wholesaler and management clients, here's a list of 81 ways to ensure that your next year can be your Career Year: Commit to writing a good annual business plan Banish trinkets and trash - become strategic in your gifting Formulate rotations that are - [What Do You Want From A Wholesaler?](https://wholesalermasterminds.com/2023/09/what-do-you-want-from-a-wholesaler/) - So interesting just to be a fly on the wall and read these comments (I was not the one who asked the question). Note, while the question was asked regarding mutual fund wholesalers, it has universal application (mostly). Don't shoot the messenger! :-) These were seen at https://www.reddit.com/r/CFP - [Why Can't Wholesalers Get Out Of Their Own Way? - Mike Robbins](https://wholesalermasterminds.com/2014/04/why-cant-wholesalers-get-out-of-their-own-way-mike-robbins/) - Raise your hand if you are hard on yourself. Raise it higher if you are harder on yourself than anyone else ever is? Wholesaling has so many opportunities for self doubt and self abuse that our guest's message is that much more important. Mike Robbins is back with us here at Wholesaler Masterminds Radio for - [Improve Your Wholesaling Performance 1% At A Time](https://wholesalermasterminds.com/2018/12/the-1-better-wholesaler/) - Dave Brailsford is a legend. Specifically, Sir Dave Brailsford is a legend of British cycling. Under his leadership, Britain went from cycling obscurity to Olympic gold medals and Tour de France dominance. What large scale changes were made under his leadership that dramatically improved the outcomes of the team? None. Rather, Brailsford focused on 1% - [RIA Wholesaling Best Practices with Dennis Gallant](https://wholesalermasterminds.com/2017/11/ria-wholesaling-best-practices-with-dennis-gallant/) - Total assets under management with RIAs is hard to pinpoint. But all can agree it is substantial enough that more and more firms are newly deploying or expanding their RIA sales teams. But are they employing industry best practices in order to succeed? Dennis Gallant, President of GDC Research, is an industry expert with over 25 - [Five Important Wholesaler Takeaways From The 2023 Cerulli Distribution Study](https://wholesalermasterminds.com/2023/09/five-important-wholesaler-takeaways-from-the-2023-cerulli-distribution-study/) - Our friends at Cerulli have just released their report U.S. Intermediary Distribution 2023 Seeking Differentiation Through Digital Engagement. This comprehensive 174 page report delves into a ton of data that distribution leaders and decision makers will find extraordinarily useful. And our wholesaler readers should find the following of keen interest: Over half (55%) of advisors - [Advisor Elephant Hunting: Use LinkedIn to Get References and Recommendations](https://wholesalermasterminds.com/2013/01/advisor-elephant-hunting-use-linkedin-to-get-references-and-recommendations/) - 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. Q. How do you eat an elephant? A: One bite at - [Top Producer Gone Wild! What Would You Do?](https://wholesalermasterminds.com/2023/07/top-producer-gone-wild-what-would-you-do/) - You're hosting advisors at an event and one participant has a bit too much "fun". How would you handle it? - [7 Secrets of Power Entertaining with Eddie Osterland, MS](https://wholesalermasterminds.com/2016/08/7-secrets-of-power-entertaining-with-eddie-osterland-ms/) - How many times this past month did you entertain an advisor or COI? How many times was that engagement truly memorable? For too many wholesalers, entertaining via dinners, sporting events, etc. is so much second nature that it has become an afterthought - which is why there is so much to learn from this weeks' - [49 Great Discovery Questions To Ask Advisors Over The Age Of 55](https://wholesalermasterminds.com/2023/05/49-great-discovery-questions-to-ask-advisors-over-the-age-of-60/) - You are a wholesaler who is under 35 years of age.They are an advisor who is over 55 and has been in the business almost as long as you have been alive.Exactly what profiling questions would you ask so as to 1) properly understand their practice and 2) not embarrass yourself? 49 Profiling Questions to - [Know More To Sell More: The Importance of Advisor Recon with Sam Richter](https://wholesalermasterminds.com/2016/08/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. Sam Richter is the founder of the #1-rated Know More - [The Evolution of ChatGPT and AI: How Can Wholesalers Take Advantage of Emerging Technology?](https://wholesalermasterminds.com/2023/04/the-evolution-of-ai-how-can-wholesalers-take-advantage-of-emerging-technology/) - With the mainstream emergence of Chat GPT and AI, how will wholesalers be able to use this cutting edge technology to improve efficiency, enhance communication, and grow sales? - [105 Great Questions Wholesalers Should Ask Advisors](https://wholesalermasterminds.com/2020/11/53-great-questions-wholesalers-should-ask/) - If we've said it once, we've said it 105 times: wholesalers who partner with advisors are a valuable commodity. Those that show up and throw up are a dime a dozen. Where do you fit in? In order to assist you with becoming a consultative business partner to advisors, and elevate you out of The - [Because Trial Closing Matters: 47 Trial Closes Wholesalers Can Start Using Today](https://wholesalermasterminds.com/2015/07/trial-closing-matters-12-trial-closes-wholesalers-can-start-using-today/) - Most wholesalers are failing to do anything to move the sales process forward at the end of the advisor meeting. Use these 47 Trial Closes to help you do just that. - [107 Open-Ended Profiling Questions for Wholesalers To Ask Financial Advisors](https://wholesalermasterminds.com/2023/05/107-open-ended-profiling-questions-for-wholesalers-to-ask-financial-advisors/) - Wholesalers use this list of 107 open ended questions to create the ultimate financial advisor discovery tool. - [Never Be Average Wholesaling with Tim McCormick](https://wholesalermasterminds.com/2016/09/never-be-average-wholesaling-with-tim-mccormick/) - Another suit. In another office. Carrying another briefcase. Those were the words of a wholesaler dying to swim out of The Sea of Sameness. Our guest this week gives us straight talk about how to do just that. Tim McCormick has created a proven Game Plan for success in the business world that focuses on - [Tips For Coaching Your Internal: They Do It For You, Gold, And Glory](https://wholesalermasterminds.com/2021/08/tips-for-coaching-your-internal-they-do-it-for-you-gold-and-glory/) - With your annual goal set and your renewed Top Producer aspirations in place, follow these invaluable tips for coaching your internal partner to greatness. - [Which Types Of Advisor Marketing Touches Are The Most Effective For Wholesalers?](https://wholesalermasterminds.com/2023/05/which-types-of-advisor-marketing-touches-are-the-most-effective-for-wholesalers/) - Is email still effective? Can speaking at broker dealer events provide the advisor eyeballs and attention you desire? How do industry conferences rank in the hierarchy of productive wholesaler marketing activities? This FUSE Research Network report is formally called: Marketing to Younger Advisors in a Digital Era. And, while the report does an expert job - [The Introspective Wholesaler - SWOT Analysis Worksheet](https://wholesalermasterminds.com/2014/03/wholesaler-swot-analysis-worksheet-for-your-career-year/) - Periodically you need to air out the brain. And to take inventory of your practice. To re-calibrate and then press forward with your Career Year Have you ever conducted a SWOT analysis on your region? Strengths - What gives you the competitive edge over the other wholesalers in your region? Staying away from strengths that are product and - [Lessons From Leaders #2: Interview with Jim Jessee, MFS](https://wholesalermasterminds.com/2018/06/lessons-from-leaders-2-jim-jessee-mfs/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [Inside The Mind of a Barron's Top 100 FA - Jonathan Kuttin](https://wholesalermasterminds.com/2014/02/inside-the-mind-of-a-barrons-top-100-fa-jonathan-kuttin/) - What if you could pull back the curtain on an advisors practice and learn more about what makes wholesalers attractive to them? What if that advisor was a multi-year recipient of a Barrons Top 100 designation. In this episode of Wholesaler Masterminds Radio we welcome Jonathan Kuttin. From the Kuttin file: Jonathan Kuttin is a - [Becoming an Irreplaceable Wholesaler with Penny Phillips](https://wholesalermasterminds.com/2018/03/becoming-an-irreplaceable-wholesaler-with-penny-phillips/) - Your advisor clients and prospects are deluged with information. Worse, it is information that often they can find online, unaided. So how exactly are you going to become irreplaceable? Penny Phillips has spent most of her career coaching and consulting financial advisors and institutions. She is the co-founder and President of Journey Strategic Wealth, a - [Top 7 Tips For Creating More Effective Emails](https://wholesalermasterminds.com/2023/03/top-7-tips-for-creating-more-effective-emails/) - Over 500 weeks of the Sunday Night Email. Which has been, hands down, the #1 catalyst for our business for over 10 years. Now, we distill our best email tips into this handy one-pager. And, if you're wanting help creating and/or editing your emails we've got a solution. Prospecting emails, scheduling emails, appointment follow-up emails, - [Never Let Them See You Sweat with Marc Vahanian](https://wholesalermasterminds.com/2018/04/never-let-them-see-you-sweat-with-marc-vahanian/) - Never let them see you sweat. It's one of the hallmarks of a great wholesaler. How authentic is your confidence? Marc Vahanian is a 7 Keys Coach, who specializes in working with financial services professionals. As an executive coach with over 20 years of experience, Marc works with a range of clients, from race car - [There's Everything Funny About Wholesaling with Karyn Buxman](https://wholesalermasterminds.com/2017/09/theres-everything-funny-about-wholesaling-with-karyn-buxman/) - How can you strengthen your advisor relationships? And build trust? And separate yourself from The Sea of Sameness? Our guest proves that business humor is no laughing matter. It's a seriously effective way to improve your practice. Karyn Buxman is a neurohumorist and TEDx speaker (“How Humor Saved the World”). Her expertise in High Performance - [Client Service Models for Wholesalers and Their Advisors with Paul Kingsman](https://wholesalermasterminds.com/2016/11/client-service-models-for-wholesalers-and-their-advisors-with-paul-kingsman/) - How many active sellers do you serve? 200? 500? 800? How do you decide how much "love" to give, to whom, and when? Speaker, author, executive coach, and Olympic medalist, Paul Kingsman is a sought-after expert on how to be distraction-proof. He teaches financial services professionals the repeatable systems, processes, and verbiage required to successfully grow their businesses - [Why Do a Few Highly Successful Wholesalers Consistently Outperform Their Peers? with Anthony Iannarino](https://wholesalermasterminds.com/2016/11/why-do-a-few-highly-successful-wholesalers-consistently-outperform-their-peers-with-anthony-iannarino/) - A 'no' is not a failure. It's information. The ability to think on your feet is no excuse for being unprepared. Small salespeople ask weak questions. If these statements ring true to you - or simply get you thinking about your areas of improvement - then our returning guest (be sure to listen to our - [What Do The First 7 Seconds Say About You? with Sylvie Di Giusto](https://wholesalermasterminds.com/2017/02/the-abcds-of-a-professional-imprint-with-sylvie-di-giusto/) - One…two…three…four….five…six…seven. It only takes 7 seconds for a person to form an impression of you. What do those seven seconds say about you? “People Packaging is what I do”, says Sylvie di Giusto who helps individuals and organizations to explore how people make up their minds very quickly about them, their leadership potential, or their company, - [8 Ways Wholesalers Can Improve Their Presentation Skills](https://wholesalermasterminds.com/2011/09/8-ways-wholesaler-can-improve-their-presentation-skills/) - Recently I attended an event that afforded me an opportunity to hear seven 30-minute wholesaler presentations, back to back. The presenters ranged from seasoned and long tenured professionals to a couple of newer folks. These presentations reminded me of some tips that the best speakers practice - and rest assured that the best speakers do - [Survey Findings: What Do Advisors Look For In Wholesalers?](https://wholesalermasterminds.com/2022/12/survey-findings-what-do-advisors-look-for-in-wholesalers/) - Our friends at YCharts have released a new white paper, What Do Advisors Look For In Wholesalers?. It attempts to answer: What do advisors look for in their wholesalers? How can wholesalers make the biggest positive impact on an advisor’s business as a whole? What can wholesalers do to create even more value for the - [Five Star Service and Attention to Detail: The Benefits to Your Practice with Bruce Himelstein](https://wholesalermasterminds.com/2017/04/five-star-service-and-attention-to-detail-the-benefits-to-your-practice-with-bruce-himelstein/) - See the image of the iPhone lightning cable? It tells a remarkable service story. One our guest this week knows all too well. Recognized as “One of The Top 25 Most Extraordinary Minds in Sales & Marketing” by The Hospitality Sales & Marketing Association International (HSMAI), Mr. Himelstein has transformed multi-billion-dollar companies into game-changing industry innovators. - [Try These 8 Ways To Become More Productive](https://wholesalermasterminds.com/2015/06/try-these-8-ways-to-become-more-productive/) - A recent post at A Life of Productivity offered 100 productivity hacks for time, energy and attention. We have been speaking to our Wholesaler Masterminds® coaching clients about a few worth implementing, especially when they are feeling like they are overwhelmed. And who doesn't feel that from time to time? Some of Our Favorites Perfect - [My Best Practices: 16 Insights From A Recently Promoted Internal Wholesaler](https://wholesalermasterminds.com/2022/10/my-best-practices-16-insights-from-a-recently-promoted-internal-wholesaler/) - It's both good news and bad news. Good news: your amazing, LONG tenured, successful internal partner just got promoted to external. Bad news: your amazing, LONG tenured, successful internal partner just got promoted to external. Recently, a coaching client was navigating this transition in their territory. He asked his soon-to-be-departed partner for their best pearls - [4 Things That Advisors Need From Wholesalers In Today's Market](https://wholesalermasterminds.com/2011/09/4-things-that-advisors-need-from-wholesalers-in-todays-market/) - An old friend, former wholesaler and current senior leader at a large mutual funds distributor called me today to share a story. Back in 2003, at a Portland Trailblazers home game, Natalie Gilbert was called upon to sing the national anthem. And for any 13 year old young lady this surely had to have been an honor. - [Is Grit a Wholesaler's Most Important Attribute? with Dr. Eric Frazer](https://wholesalermasterminds.com/2017/04/is-grit-a-wholesalers-most-important-attribute-with-dr-eric-frazer/) - You may have a tremendous education. You may be a whiz kid when it comes to your products, as well as your competitors. You may have the most well crafted PVP-Peerless Value Proposition® on the street. But are you lacking the grit it takes reach your highest level of success? Eric Frazer is a People - [Creating a Mindset for Greatness with Sean Swarner](https://wholesalermasterminds.com/2018/03/creating-a-mindset-for-greatness-with-sean-swarner/) - If you are like most humans in our world you stress over things like: -too few appointments -sales results -travel headaches And every now and then we need to put all of those things into perspective. Sean Swarner redefined Impossible by becoming the only person in history to climb the highest mountain on every continent, - [Becoming Reliably and Consistently More Memorable with Jeff Bloomfield](https://wholesalermasterminds.com/2018/05/becoming-reliably-and-consistently-more-memorable-with-jeff-bloomfield/) - The Sea of Sameness. Your job (and ours) is to stay the hell out of it. But how can you reliably and consistently increase your MQ-Memorability Quotient®? Jeff Bloomfield is a sales expert, business growth consultant, company leader and the author of Story-Based Selling. Most importantly, he is a husband and father of three who enjoys - [Wholesalers, Are You on the Ethical High Road? with Frank C. Bucaro](https://wholesalermasterminds.com/2017/02/wholesalers-are-you-on-the-ethical-high-road-with-frank-c-bucaro/) - Our business has many a slippery slope. Every day wholesalers are confronted with ethical temptations. Opportunities and urges to "work around" legal and compliance best practices. But at what cost? Trust issues, leadership missteps and ethics problems can threaten any organization, impact market value and cause irreversible damage. Frank C. Bucaro helps leaders and individuals - [Talking About Death Won't Kill You - Amy Florian](https://wholesalermasterminds.com/2013/06/talking-about-death-wont-kill-you-amy-florian/) - We have all been there. You walk into an appointment with an advisor only to find out that they have suffered a loss. Loss of a parent/spouse/friend. Loss of a pet. Loss of their largest client's business. What do you say? If you're like us, finding the right words and behaviors does not come easy. - [On My Mind: Great Wholesalers Are Planning Now For The Year Ahead](https://wholesalermasterminds.com/2019/10/on-my-mind-great-wholesalers-are-planning-now-for-the-year-ahead/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Great Wholesalers Are Planning Now For The Year Ahead - Tools mentioned in this episode: Wholesaler Masterminds® Business Plan Template Wholesaler Masterminds® Quarterly Success Plan Wholesaler Masterminds® Rotation Builder What’s on your mind? Email me - [The Consistently Consistent Wholesaler](https://wholesalermasterminds.com/2013/03/the-consistently-consistent-wholesaler/) - con·sist·en·cy noun: The achievement of a level of performance that does not vary greatly in quality over time. Many of you may recall the story of Larko from our Sunday Night Email series (to sign up fill out any form on this site). Larko, of Terminix termite control fame, whom I wrote about previously: Larko - [We're Our Own Worst Enemy: The Danger of What Goes on Between Our Ears with Chris Spurvey](https://wholesalermasterminds.com/2017/03/were-our-own-worst-enemy-the-danger-of-what-goes-on-between-our-ears-with-chris-spurvey/) - Often the loudest voice is the one that can't be heard by others. It's the voice that not so quietly plays inside our heads. And if we're not careful that voice will consume and debilitate us. Chris Spurvey is all about the sales mind-set. Chris is the author of It’s Time to Sell: Cultivating the - [Collaborative Annual Business Planning with Your Top Financial Advisors](https://wholesalermasterminds.com/2022/10/collaborative-annual-business-planning-with-your-top-financial-advisors/) - Good wholesalers complete their annual plans. [see our Wholesaler Masterminds Business Plan Template here] Great wholesalers are increasing their MQ-Memorability Quotient® by do annual planning with their most valued advisors. Be sure to see all of our 16 Wholesaler Business Planning Resources - [Want To Be More Memorable To Clients and Prospects?](https://wholesalermasterminds.com/2022/07/want-to-be-more-memorable-to-clients-and-prospects/) - It's fairly simple. And not at all easy. This excerpt, from a message to Inner Circle members, speaks to an incident that underscores how important basic character traits are to creating your enviable MQ-Memorability Quotient® - [17 Questions Wholesalers Should Ask Themselves to Have a Career Year](https://wholesalermasterminds.com/2012/12/20-questions-wholesalers-should-ask-themselves-to-have-a-career-year-in-2012/) - What skills will it take to achieve your best year yet? Here's 17 worthy of serious consideration. 1. Do you have the Business Plan that will get you there - and do you refer to that plan throughout the year? 2. Are your rotations solid, sustainable, and well disciplined? 3. Have you considered the SWOT - [Millionaire Wholesalers Know The Importance of Routines and Rituals](https://wholesalermasterminds.com/2022/06/millionaire-wholesalers-know-the-importance-of-routines-and-rituals/) - Nearly every successful Millionaire Wholesaler™ has some sort routine or daily ritual. These are personal rituals that help them stay grounded and establish a sense of order in a stressful and hectic work life. Often these rituals set the tone for the day and launch Millionaire Wholesalers into maximum productivity. The importance of these daily - [Are Wholesalers Emotionally Fit? - Dr. Barton Goldsmith](https://wholesalermasterminds.com/2012/05/are-wholesalers-emotionally-fit-dr-barton-goldsmith/) - Wholesaling demands that you be fit physically and emotionally. Welcome Dr. Barton Goldsmith, who is a three-time award winning psychotherapist, a syndicated columnist and radio host, as well as a recognized keynote speaker. He has appeared on CNN, Good Morning America, Fox & Friends, CBS News, NBC News, Beauty and The Geek, and The Greg Behrendt Show. Dr. - [A Wholesaler's Worst Kept Dirty Little Secret](https://wholesalermasterminds.com/2015/05/a-wholesalers-worst-kept-dirty-little-secret/) - It might be the worst kept dirty little secret of wholesaling. Yes, you're supposed to do 4 to 6 appointments a day, 4 or 5 days a week. But not all of those appointments are with your very best prospects or clients, as filling up the calendar every single week with those folks is flat - [Six Ways Millionaire Wholesalers Maintain Their Long-Term Success](https://wholesalermasterminds.com/2022/05/six-ways-millionaire-wholesalers-maintain-their-long-term-success/) - You can’t reach the pinnacle of this craft without some hard-won experience. Millionaire Wholesalers have a lot of great war stories to share but, more importantly, they have wisdom and some great advice to pass on. Based on our interviews, here's what has helped these Millionaire Wholesalers maintain success over the long haul. Learn to - [How Can Wholesalers Deepen Their Advisor Relationships? with Anne Loehr](https://wholesalermasterminds.com/2016/12/how-can-wholesalers-deepen-their-advisor-relationships-with-anne-loehr/) - What's the wholesaler formula for success? In our writing and speaking we have identified it as IQ+EQ+CQ=MQ. Our guest this week is eminently qualified to help us all improve our EQ. Anne Loehr is an internationally sought after keynote speaker, writer, consultant, and trainer. She helps leaders in large organizations connect today’s everyday decisions to the future - [16 Things That Keep Wholesalers Awake At Night](https://wholesalermasterminds.com/2013/12/16-things-that-keep-whoesalers-awake-at-night/) - Think in the morning. Act in the noon. Eat in the evening. Sleep in the night. ~ William Blake In our 105 Great Questions Wholesaler's Ask Advisors we list: What Keep You Up At Night? When it comes to wholesalers, here's what we already know: Your meeting schedule - because it's never full enough, far - [10 Things I've Learned About Wholesalers and Wholesaling In The Last 10 Years](https://wholesalermasterminds.com/2019/07/10-things-ive-learned-about-wholesalers-and-wholesaling-in-the-last-10-years/) - Warning: you may not agree with (or even like) what I'm about to say. Wholesaler Masterminds® has now been in business more than 10 years. During that time I have coached, trained, mentored and motivated thousands of wholesalers through live events and intimate one:one coaching. Here are 10 things that I've learned about wholesalers and - [Dear Wholesalers, It's Not About You - Bob Burg](https://wholesalermasterminds.com/2011/09/dear-wholesalers-its-not-about-you/) - 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 - [Great Wholesalers Succeed In Any Market - Mark Sanborn](https://wholesalermasterminds.com/2011/10/great-wholesalers-succeed-in-any-market-mark-sanborn/) - Many of you have been wholesaling for a long time. And, if you are like me, you are experiencing the gyrations of the market with a mixture of disbelief (20% corrections in one month?) and more than a touch of fatigue (another day, another wild ride?). Well, with the market continuing it's turbulent ways into - [2 Ways Wholesalers Can Earn More Corner Office Business - Hannah Grove](https://wholesalermasterminds.com/2011/10/2-ways-wholesalers-can-earn-more-corner-office-business-hannah-grove/) - The coveted corner office advsior. Whether the term is used metaphorically or literally, these are the reps that every wholesaler wishes they could break through to. They manage a ton of assets and are leaders among peers in their firms - and frankly a successful relationship with a producer of this caliber can send your business - [3 Ways Wholesalers Can Influence Advisors - Steven Gaffney](https://wholesalermasterminds.com/2011/10/3-ways-wholesalers-can-influence-advisors-steven-gaffney/) - Can open and honest communication increase your business? Can you influence advisors without "authority" over them? Is lying by omission lying? Is there an increased need to be more honest today - and have that be a strategic business advantage? Thank goodness Steven Gaffney is our guest this week to offer his insights on these questions and more. That's - [What Financial Advisors Want From Wholesalers - Ross Marino](https://wholesalermasterminds.com/2011/10/what-financial-advisors-want-from-wholesalers-ross-marino/) - What exactly do financial advisors want from wholesalers? On a previous Wholesaler Masterminds Radio show we went Inside the Mind of the Financial Advisor with Bill Smith. At a recent Center For Due Diligence Conference Ross Marino who is the CEO of Rekon Intelligence and a 23 year financial adviser, in addition to being a branch - [Trends That Will Affect Wholesalers and Their Leaders - Lee Kowarski](https://wholesalermasterminds.com/2011/11/trends-that-will-effect-wholesalers-and-their-leaders-lee-kowarski/) - What does the future hold for those of us that make our living in distribution? What are the trends that will effect wholesalers, divisional managers, national sales leaders and the clients that they serve? Lee Kowarski from kasina gives Wholesaler Masterminds Radio his view on what's ahead in distribution. Lee serves as a principal with - [What Can Wholesalers Do When There's Too Much To Do? - Laura Stack](https://wholesalermasterminds.com/2011/11/what-can-wholesalers-do-when-theres-too-much-to-do-laura-stack/) - Wholesaling and hamster wheels are too much alike. It seems that the finish line just keeps moving out in time. And so it was that back in January 2011 we asked The Productivity Pro®, Laura Stack to join us here at Wholesaler Masterminds Radio. The response was great so we have her back again! In case - [The 800 Pound Wholesaler - Bill Guertin](https://wholesalermasterminds.com/2011/12/the-800-pound-wholesaler-bill-guertin/) - Quick. Tell me where you rank, marketshare wise, at your Top 5 focus firms/accounts. Are you the dominant player? Do you instill fear in other wholesalers? If you answered 'no' then you now know why Bill Guertin is with us for this segment of Wholesaler Masterminds Radio. Bill wrote the book The 800-Pound Gorilla of Sales: How to Dominate Your - [Wholesaler Masterminds Radio: Deeper COI Relationships](https://wholesalermasterminds.com/2010/10/wholesaler-masterminds-radio-interview-with-sam-silverstein/) - Playing off of the wildly popular post 5 Things to Do to Make COIs Love You, in the Winter edition of I Carry The Bag...the official magazine of wholesaling we are doing a feature story on Centers of Influence. In addition to the five senior leaders that we interviewed - each of whom offer 5-7 tips that wholesalers - [Are You Willing To Go Over The Top? – Linda Lubitz](https://wholesalermasterminds.com/2010/11/are-you-willing-to-go-over-the-top-wholesaler-masterminds-radio/) - I Carry The Bag was at the 2010 Schwab IMPACT conference, along with 3000 attendees and vendors, to see a most impressive display of sponsor muscle. Each of the 300 display booths was vying for a share of the participant’s eye, ear and future business opportunities. The displays ranged from the most elaborate and immense - [Wholesalers Need To Find More Time To Appreciate The Good Stuff - Mike Robbins](https://wholesalermasterminds.com/2010/12/wholesaler-need-to-find-more-time-to-appreciate-the-good-stuff/) - Most wholesalers are so busy crushing it every day that they don't even take time to appreciate the great things about the job. That's where Mike Robbins comes in. Mike Robbins knows and teaches that appreciation and authenticity are fundamental to the success and fulfillment of individuals, teams, and organizations. Whether speaking to companies about - [Advisors to Wholesalers: Stop Pushing Product! - Kip Gregory](https://wholesalermasterminds.com/2010/12/financial-advisors-to-wholesalers-stop-pushing-product-interview-with-kip-gregory/) - In this episode of Wholesaler Masterminds Radio Kip Gregory talks about the importance of being a business partner - and how to add more value with your knowledge of social media/networking. If you are looking to be a consultant to your advisors -and add another link that forms the deep, strong relationship bond necessary to retain them over the long term - [Understanding The Wholesaler Brain - Scott Halford](https://wholesalermasterminds.com/2015/04/understanding-the-wholesaler-brain/) - Raise your hand of you don't spend too much time thinking about how your brain processes information. After all, you are way to busy sorting through the mountains of data that cross your path every day. But what if knowing more about your brain's biology could help you in your career? Over the past many - [Former Merrill Insider Speaks About Wholesalers - Dave Mullen](https://wholesalermasterminds.com/2013/02/former-merrill-insider-speaks-about-wholesalers-dave-mullen/) - For this episode of Wholesaler Masterminds Radio we found you a former insider. One who is willing to share his thoughts about how you can form relationships with COIs. Dave Mullen retired as a managing director at Merrill Lynch in 2007, where he personally hired, trained and managed over 500 financial advisors over 27 years. He - [Three Muscles Great Wholesalers Are Strengthening](https://wholesalermasterminds.com/2020/04/three-muscles-great-wholesalers-are-strengthening-during-this-pandemic/) - Maybe you've been here before. Well, not exactly here (this is a once in a lifetime event), but close(ish). 1987. 2000. 2008. Or, maybe this is your first 'major event', as you are new to carrying the bag. Either way, surely we are all strengthening (or perhaps building) muscles as we move through this time - [Advisors Don't Care How You Feel with Steve Gutzler](https://wholesalermasterminds.com/2018/04/advisors-dont-care-how-you-feel-with-steve-gutzler/) - You're having an off day, or worse, an off week. And you'd really like to vent your spleen. Better think twice. Steve Gutzler is the President of Leadership Quest, a Seattle based Leadership Development company. Having coached and trained CEOs, presidents, professional athletes, and world-class organizations, Steve’s insights have gained a reputation around the world - [What's the weight of your phone?](https://wholesalermasterminds.com/2022/04/whats-the-weight-of-your-phone/) - 6.14 ounces. That's how little an iPhone 13 weighs. Unless your day is unorganized. Your PVP-Peerless Value Proposition® is ill-conceived (not conceived at all?). Your head isn't in the right place. You've forgotten how important a thick skin and a short memory are in our profession. Left unaddressed, as my coaching client said this week, - [Pick Up The Damn Phone! with Paul Neuberger](https://wholesalermasterminds.com/2017/10/pick-up-the-damn-phone-with-paul-neuberger/) - Study after study tells us that: - Advisors would rather schedule wholesaler appointments via email versus phone - Millennials hate speaking on the phone and would rather text - Cold calling has gone the way of diesel powered cars In fact many wholesalers, though they may not admit it out loud, are downright afraid of - [Was She Guilty of Complaining-in-Place?](https://wholesalermasterminds.com/2022/04/was-she-guilty-of-complaining-in-place/) - Our coaching client was vexed. After 10 years, her firm is changing culturally. Leadership is being replaced top to bottom. The intensity of sales performance expectations is on the rise. She is feeling higher stress, questioning her ability to succeed, and revisiting the always fun condition called "imposter syndrome". After listening to her understandable concerns - [The Convergence of Health Care and Financial Planning with Peter Stahl](https://wholesalermasterminds.com/2017/01/the-convergence-of-health-care-and-financial-planning-with-peter-stahl/) - The topic of Social Security distribution planning has been a hot topic for advisors and wholesalers alike. But what about the intricacies of retirement health care costs and the impact on sound financial planning? Our guest offers thought provoking insights and ideas for you to bring to your advisors. Keynote Speaker Peter Stahl brings over 25 - [Wholesaler Energy and Positivity - Jon Gordon](https://wholesalermasterminds.com/2012/08/wholesaler-energy-and-positivity-jon-gordon/) - Last year I was introduced to The Energy Bus and Jon Gordon from a coaching client of mine. After reading his book I knew I wanted to share his insights with our community here at Wholesaler Masterminds. Jon's best-selling books and talks have inspired readers and audiences around the world. His principles have been put - [How to Use Snail Mail More Effectively and Build Better Presence in Your Absence](https://wholesalermasterminds.com/2019/05/video-better-presence-in-your-absence-how-to-use-snail-mail-more-effectively/) - Clearly differentiated. Distinctly separated from the roiling Sea of Sameness. What price would you pay to have clients, prospects, and COIs consistently view you in this way? In 2001, the United States Postal Service handled 103,656,000,000 pieces of First Class mail. By 2021 that number was 50,700,000,000*. A 51% decline. Said another way, our USPS mailboxes are rapidly - [What To Do When There's Too Much To Do with Matt Johnson](https://wholesalermasterminds.com/2017/10/what-to-do-when-theres-too-much-to-do-with-matt-johnson/) - Calls need to be returned. Appointments need to be scheduled. Follow-up contacts need to be made. The list of things to do is endless for a wholesaler. And sometimes it just feels like we have run out of both time and energy to do any more. Matt Johnson is the President of On Target Living. As - [How to Easily Remember and Recall Advisors Names with Memory Expert Bob Gray](https://wholesalermasterminds.com/2018/02/how-to-easily-remember-and-recall-advisors-names-with-memory-expert-bob-gray/) - It happens all the time. You see an advisor, COI or staff member out of their office element and you seize up, unable to recall their name. One of life's more awkward moments. For more than 30 years, Bob Gray has amazed, entertained and educated audiences across six continents, with his incredible memory demonstrations, entertaining - [Great Wholesalers Know How to Unlock Their Creative Mind with Scott Shellstrom](https://wholesalermasterminds.com/2017/06/great-wholesalers-know-how-to-unlock-their-creative-mind-with-scott-shellstrom/) - We hear it frequently. The coaching client says, "But I'm just not creative". Yet your ability to unleash your creative mind is a huge driver in the success of your territory...and your career. As a former advertising executive on Madison Ave, Scott knows that creativity is more than an art, it’s a skill. His skills have - [Great Wholesalers Give More in Value Than They Receive with Bob Burg](https://wholesalermasterminds.com/2017/05/great-wholesalers-give-more-in-value-than-they-receive-with-bob-burg/) - "Money is an echo of value." This quote rings loud and true for great wholesalers - and it comes from an all time terrific author, speaker and sales expert. Bob Burg is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His - [8 Ways Advisors Know They’ve Partnered With the Right Wholesaler](https://wholesalermasterminds.com/2014/11/eight-ways-to-know-youve-partnered-with-the-right-wholesaler/) - From the Fall 2014 edition of The Wealth Channel Magazine, published by The American College. Feel free to print a copy and use as a talking points document with your advisors...assuming you embody the eight traits! If you need to work to improve any of your wholesaling skills, and want a top flight coach to - [Is MONEY Your Primary Wholesaling Motivator?](https://wholesalermasterminds.com/2022/01/is-money-your-primary-wholesaling-motivator/) - It was in the 'before' times. Before work-from-home. Before advisor access restrictions. Before, well, you know. We did a survey in 2019 (aka 'before') asking, what motivates you to be a high performing wholesaler? Back then, 47% said that money was their primary driver. The comments included: “Financial Independence motivates me. Not things. As I - [Special Podcast Episode: Six Attributes of a Long and Successful Distribution Career](https://wholesalermasterminds.com/2022/01/special-podcast-episode-six-attributes-of-a-long-and-successful-career/) - Internal Use Only is a newer entrant in the podcasting community, focusing on content for wholesalers. We share with our listeners this episode in which host Dan Sullivan interviews Rob Shore from Wholesaler Masterminds® Note, there is strong language used starting at the 49:10 mark. Based, in part, on 57 Things I’d Tell My 31 Year - [Learn to Write More Impactful Emails (Free Content)](https://wholesalermasterminds.com/2022/01/learn-to-write-more-impactful-emails-free-content/) - We've learned a thing or two about email marketing. Which happens when you send an email to your list every Sunday night for over 10 years! And though we have sold a class on this topic for years, now it's time to share some of those insights with you with our compliments. Enjoy the clinic - [11 Reasons Great Wholesalers Leap Out Of Bed In The Morning](https://wholesalermasterminds.com/2011/05/11-reasons-great-wholesalers-leap-out-of-bed-in-the-morning/) - You and I both know that wholesaling is one of the best gigs ever created. And I'll bet some mornings it just doesn't seem like it. Some mornings you wake up and simply aren't looking forward to another trip to the airport, more traffic, another advisor who is barely listening or another branch training. So, - [A Wholesaler's Sacred Selling Hours](https://wholesalermasterminds.com/2014/11/a-wholesalers-sacred-selling-hours/) - What's your prime time? For most wholesalers the hours between 9 and 3 represent your best hours of the day (adjust accordingly for time zone and channel). That's when your advisors are at their desks, near their phone, and most accessible to their business email. It's also when most wholesalers are sharpest mentally and physically. - [Wholesaler Survey Results: How Will You Engage with Advisors in 2022?](https://wholesalermasterminds.com/2021/11/wholesaler-survey-results-how-will-you-engage-with-advisors-in-2022/) - During a November 2021 Money Management Institute (MMI) webinar, a poll question was asked: "What percentage of time do you see yourself spending in-person, versus virtual, in 2022?" We thought we'd poll our Wholesaler Masterminds LinkedIn Group (6340 members) with the very same question. The results tell us that virtual wholesaling is very much a - [How to Seamlessly Import Files to Evernote From Your Computer](https://wholesalermasterminds.com/2015/02/how-seamlessly-import-files-to-evernote-from-your-computer/) - Organization is one of the essential keys to wholesaling success. More and more we recognize that Evernote [get your FREE premium trial here] can play a pivotal role in your ability to be better organized. Previously we showed you how to: Get all of the business cards you collect organized and connected to LinkedIn. How - [While Screaming Down The 91 Freeway](https://wholesalermasterminds.com/2021/10/while-screaming-down-the-91-freeway/) - Kevin Vogt. 25 years later, I still recall the name of the advisor I was speaking to while screaming down the 91 freeway in Orange County. 'Screaming' being the operative word, as our conversation was cut short by the flashing red lights in my rearview mirror and the officer intent on asking me, "Do you - [Here's Your 2022 Business Plan Template!](https://wholesalermasterminds.com/2014/09/heres-your-2015-business-plan-template/) - CLICK HERE TO START THE DOWNLOAD OF YOUR BUSINESS PLAN TEMPLATE - OR - RIGHT CLICK HERE TO SAVE YOUR BUSINESS PLAN TEMPLATE FILE Be sure to check out the 2020 Wholesaler Masterminds® Rotation Builder It allows you to sync your schedule (including cities, office days, holidays, etc.) to your Outlook calendar in ONE CLICK! On - [What Makes A Bad Wholesaler?](https://wholesalermasterminds.com/2013/11/one-remedy-to-what-makes-a-bad-wholesaler/) - 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?" First on the list of seven responses was "Being too pushy and sales oriented" with 30% - [Looking To Improve Your Wholesaling Productivity?](https://wholesalermasterminds.com/2021/08/looking-to-improve-your-wholesaling-productivity/) - The factoid continues to rattle around my brain. When the guest on our podcast shared it, as the interviewer I was incredulous. It's a stunning statistic that speaks volumes about why we're so easily distracted. Could it be that the average user touches his or her phone 2,617 times every day? And is it possible - [16 Tips To Find Balance In The Wholesaling Chaos](https://wholesalermasterminds.com/2021/08/16-tips-to-find-balance-in-the-wholesaling-chaos/) - Who couldn't use a bit more balance (and calm)? That's why we share this piece from our I Carry The Bag® magazine archives. Originally Published July 2012 by Life Coach Mary Allen America's Inner Peace Coach at LifeCoachMary.com If you’re working harder than ever, with demanding schedules, demanding workloads and demanding ambitions, it may feel - [A Public Service Announcement for Readers OVER THE AGE OF 45](https://wholesalermasterminds.com/2021/08/a-public-service-announcement-for-readers-over-the-age-of-45/) - A Public Service Announcement for group members OVER THE AGE OF 45: Coming to you from the comfy confines of the couch, I’m spending the balance of today replacing calories (read: eating some junk food) after a perfectly uneventful visit to our local hospital. Eating, while also being confounded by the folks that suggest this - [How Much Love Should Wholesalers Give To Top Producers?](https://wholesalermasterminds.com/2011/09/how-much-love-should-wholesalers-give-to-top-producers/) - I had a boss that always used to say, "Your best clients are your competitors best prospects." Which means you need to guard the relationship you have with your top producers - closely. That said, have you ever wondered how much is too much when catering to needs of your very best clients? Is it possible to - [Of Internals, Aged Port, and Fine Cigars](https://wholesalermasterminds.com/2013/08/internals-port-and-cigars/) - $100 snifters of port. $60 cigars. Fond memories of 57 E. 57th Street. To the well healed wholesaler traveler this address can only mean The Four Seasons NYC. And to me and my internals, circa 1992-1998, it meant one of the best bonding experiences known to distribution-kind. Our dedicated server at The Bar was Kim, - [I Quit! (And You Should Too)](https://wholesalermasterminds.com/2021/07/i-quit-and-you-should-too/) - "Winners never quit and quitters never win." ~Vince Lombardi Sounds terrific, yes? A rallying cry for every motivational speech, book, or video ever produced. Yet, the fact is you should quit and quit often. Examples from my business include: In 2007 I left corporate America to become a speaker to financial advisors and wholesalers. The - [Think YOUR Product is Commoditized?](https://wholesalermasterminds.com/2021/07/think-your-product-is-commoditized/) - It's a phrase as old as wholesaling. "We work in a commodity business." Well if that's true for wholesalers, how much truer must it be for pillow manufacturers? In a 2012 New York Times article the author begins, "I can pinpoint the moment I realized the world was threatened with pillow overpopulation." A Google search phrase - [The Advisor's Door Is Wide Open, So Why Aren't You Walking Through It?](https://wholesalermasterminds.com/2011/11/the-door-is-wide-open-so-why-arent-wholesalers-walking-through-it/) - You know the game in sales. You look for a crack in the door, wedge your foot in, and then work your ass off to blow the door wide open. But what happens when the door is left open - WIDE OPEN?! Recently I hosted a 401(k) Rekon Advisor (now Advisor2X) Symposium with 45 financial - [Diving Deeper Into Your DNA Report](https://wholesalermasterminds.com/2021/07/diving-deeper-into-your-dna-report/) - Thank you! We have received your payment and will pull your personalized Business DNA® Natural Behavior Discovery PDF. As this is a manual process, please allow ONE BUSINESS DAY (Monday-Friday) to receive your report via email. If you opted for a 40-minute Coaching Call, the link to schedule your call will be in that email. - [Poll Results: Is The Suit and Tie Dead?](https://wholesalermasterminds.com/2021/07/poll-results-is-the-suit-and-tie-dead/) - During the last week of June 2021 we received an email from a Divisional Manager that read: "Suits don’t feel quite right, jeans too little, and a sport coat about right. The tie may be dead, but wondering if the sales reps out there are a little too casual these days, and what the expectations - [The Typical Wholesaler vs The Great Wholesaler - An Infographic](https://wholesalermasterminds.com/2011/09/the-typical-wholesaler-vs-the-great-wholesaler-an-infographic/) - The simple fact is that I get to coach truly outstanding folks. Today, in a discussion with one of those clients, we were lamenting how difficult it is for wholesalers to separate themselves from the Sea of Sameness and measurably increase their MQ-Memorability Quotient®. Part of the challenge lies in simple DNA. If you are a analytical person by nature then you - [If You Scratch An Advisor's Back, Will They Scratch Yours?](https://wholesalermasterminds.com/2021/06/if-you-scratch-an-advisors-back-will-they-scratch-yours/) - You scratch my back, I'll scratch yours. A phrase that dates back to the English Navy during the 17th century. Yet the concept of reciprocity is as old as human interaction itself. In his newly updated book, Influence: The Psychology of Persuasion, Robert Cialdini dives into six universal principles of influence, one of which is - [Three Impactful Sales Strategies For Wholesalers - Anthony Iannarino](https://wholesalermasterminds.com/2011/01/three-impactful-sales-strategies-for-wholesalers-anthony-iannarino/) - Our goal at Wholesaler Masterminds Radio is to bring you short, insightful, actionable interviews with some of the brightest minds - on a host of topics. That said, this broadcast with Anthony Iannarino hits the mark on all of those notes. If you don't know of his work then when you are done listening head - [Wholesalers Shouldn’t Neglect The Movable Middle](https://wholesalermasterminds.com/2011/03/wholesalers-shouldnt-neglect-the-movable-middle/) - I was in San Antonio speaking to a group of super talented wholesalers. The speaker before me was the national sales leader of a mid-size broker dealer. As a COI he was invited to give his perspective to the team. In his presentation he was focusing on the best practices of wholesalers that call on - [The One About The Spineless Wholesaler](https://wholesalermasterminds.com/2011/10/the-one-about-the-spineless-wholesaler/) - Too many wholesalers are spineless. There, I said it. How often has this happened to you: Danny Supernova is an advisor that you drool over. He and his team have over $500 million under management and you know they are writing your niche of product - they are just not writing your product. After the - [Too Cheesy For Your Practice?](https://wholesalermasterminds.com/2021/06/too-cheesy-for-your-practice/) - 7.2 billion. That's the number of slices of Kraft cheese produced per year. But, Kraft’s iconic American cheese is losing ground in today’s America.* "Consumers are seeking craft, not Kraft,” said Matt Gould, editor at Dairy & Food Market Analyst. “People want a story, and they want something that’s natural.” What's that have to do - [Outsmart, Outlast and Outperform Your Competition with Mark Eaton](https://wholesalermasterminds.com/2014/08/outsmart-outlast-and-outperform-your-competition-mark-eaton/) - Playing 12 years in the National Basketball Association is no small feat. Being recognized as one of the greatest defensive centers to ever play the game is playing in the league at a whole other level. And that's exactly the level at which our guest, Mark Eaton, played. Today Mark is a team building expert - [A Wholesalers' Next Play Mentality](https://wholesalermasterminds.com/2021/04/a-wholesalers-next-play-mentality/) - Every game, every minute. One way for me to find joy amidst the insanity of the last 12 months is watching Warriors basketball. And the end of this regular season has been one for the record books, quite literally. Steph Curry, who is from another basketball planet, is the subject of every post game press - [When Sol Flips Your Wholesaling Switch](https://wholesalermasterminds.com/2021/04/when-sol-flips-your-wholesaling-switch/) - "Apptivity." A word first heard used by an insurance industry senior leader in 2010. Defined as: policy application activity. Maybe to you it’s ‘tickets’ or ‘orders’ or ‘trades’. He explained that this phrase was first spoken by an older, wiser sales leader who reminded his sales team that if you put in the required number - [Four Things Wholesalers Can Do Today To Survive The Next Recession/Market Downturn](https://wholesalermasterminds.com/2017/05/four-things-wholesalers-can-do-today-to-survive-the-next-recessionmarket-downturn/) - Whoa - what a ride it's been. Since the market bottom on March 9, 2009, the S&P 500 is up roughly 450 percent. And sure as the sun comes up over the horizon, the next meaningful recession will come, the market will tank, our industry will be challenged and distributors will right size their wholesaling - [Two Irrefutable Drivers Of Wholesaler Sales Success](https://wholesalermasterminds.com/2021/04/two-irrefutable-drivers-of-wholesaler-sales-success/) - Me: "It's been a while, how's your business?" Coaching client: "March was my best month of my career." Me: "To what do you owe this amazing success?" Client: "I have a process, I stick to it, and then the stars aligned." Bull or bear market. Rising or falling rates. Expansion or recession. Even (especially?) during 12 - [Great Wholesalers Are Comfortably Uncomfortable](https://wholesalermasterminds.com/2021/04/great-wholesalers-are-comfortably-uncomfortable/) - How do you feel when: --you're about to pitch a new product for the first time? --you're called upon to speak at a national meeting - and the head of distribution is in attendance? --you need to explain (simply) a complex concept to an advisor - having only learned about it yourself in last 24 - [What Motivates A Wholesaler?](https://wholesalermasterminds.com/2021/03/what-motivates-a-wholesaler/) - There were 60 wholesalers. They assembled for the firm's obligatory National Sales Meeting. The agenda was packed with all the usual items you'd expect: firm updates product updates marketing updates guest speaker social events The glaring omission from this national gathering of all sales folks? No recognition event. No ceremony, no trophy, no pictures, no - [Are Wholesalers Getting to The Question Behind The Question? - John Miller](https://wholesalermasterminds.com/2012/04/are-wholesalers-getting-to-the-question-behind-the-question-john-miller/) - A number of years ago I hired a speaker to address a group of financial advisors. His message was impactful and struck a chord with most of the audience. Recently while working with a coaching client, the client remarked to one of my comments, "Oh, you mean finding out the question behind the question". And - [Our Paleomammalian Wholesaler Brain](https://wholesalermasterminds.com/2021/03/our-paleomammalian-wholesaler-brain/) - Hungry? Dinner for four can be at your doorstep in under an hour. Need a light cube for your work from home office space? Amazon will have it there tomorrow (or today). Anxious to earn the business of a prospect? Better dig in for the long haul. While our paleomammalian wholesaler brain wants instant gratification - [You're on Wholesaler TV](https://wholesalermasterminds.com/2021/03/youre-on-wholesaler-tv/) - WSLR. Local TV station? No. The channel that you own and operate from your home office 'studio' each and every week? Yes. And, not unlike your local station, you need to produce a quality show (virtual meetings) to earn better ratings (advisor engagement). Because, as I hope you're aware by now, some element of virtual wholesaling is here to - [5 Calls Wholesalers Need To Start Making](https://wholesalermasterminds.com/2013/07/5-calls-wholesalers-need-to-start-making/) - What are you doing between appointments? Some wholesalers are enjoying an ice cold beverage and listening to sports talk radio. And some wholesalers are wearing out their smart phone. Here are five calls you need to be making everyday: Thanks You Calls - No, its not the exclusive role of your internal to make these - [Here's How One Wholesaler Described His Success Using His PVP-Peerless Value Proposition®](https://wholesalermasterminds.com/2021/01/heres-how-one-wholesaler-described-his-success-using-his-pvp-peerless-value-proposition/) - It was the final coaching session of this wholesalers' Focus Fifteen engagement. Unaided, he provided the following terrific success story: Client: I really have enjoyed the coaching calls. Did want to let you know I've started using my PVP-Peerless Value Proposition®, had some success with it. On the 30th of December, I got on a - [Anxious Wholesaler Syndrome](https://wholesalermasterminds.com/2021/01/anxious-wholesaler-syndrome/) - You're a bit restless. You have a big presentation ahead. Or your boss's boss is flying in to ride with you for two days. If you're of the human wholesaler kind, to be nervous is to be expected. And so might be a good, old-fashioned bout of anxiety. When you experience some combination of worry, - [Wholesaling In The Experience Economy with Dennis Moseley-Williams](https://wholesalermasterminds.com/2018/05/wholesaling-in-the-experience-economy-with-dennis-moseley-williams/) - Is The Sea of Sameness swallowing you up? Are you establishing clear and identifiable points of differentiation in your practice? Are you prepared for the seismic change rattling through our business? Dennis Moseley-Williams is an entrepreneur (founder of DMW Strategic Consulting) and author (Serious Shift: How Experience Staging Can Save Your Practice). He is also - [Keys To Advisor Scheduling Success](https://wholesalermasterminds.com/2020/12/keys-to-advisor-scheduling-success/) - Advisors are getting crushed with requests for zoom meetings and phone appointments. How do folks that make their living obtaining appointments for wholesalers get the the job done? We asked some of our most successful schedulers to share how they have been navigating the world of virtual wholesaler/advisor appointment setting. 00:24 This year vs prior - [Your 2021 Wholesaling Survival](https://wholesalermasterminds.com/2020/12/your-2021-wholesaling-survival/) - Maybe (maybe?) it's been on your mind. So let's be clear. External wholesaling is not going away. However, the changes to the job description that were once subtle and slower-moving are now in your face and evolving with lightning speed. As the landscape shifts beneath us and firms evaluate staffing models, how will you ensure - [When Your Wholesaling Motivation Wanes](https://wholesalermasterminds.com/2020/12/when-your-wholesaling-motivation-wanes/) - Straight talk: I'm in a dip. The 'man, it's hard to get enthused in month 10 of all this Groundhog Day-like insanity and I'd really like to get things back to normal (whatever that means)' dip. I'm guessing you've been there, too. When your motivation wanes. And your resolve is tested. We hit the dip, - [Considering Management After Wholesaling? Read This First](https://wholesalermasterminds.com/2020/12/considering-management-after-wholesaling-read-this-first/) - In a recent Focus Fifteen Coaching session (Use the code 100OFF to SAVE $100), Coach Rob was working with a client who was wishing to clarify their career thoughts about whether to pursue a divisional role in the future, or remain in a super successful wholesaling role. Here's some of that they discussed. Client: I - [Another Wholesaler Organization Tip: A Cure For Too Many Open Browser Tabs](https://wholesalermasterminds.com/2020/12/another-wholesaler-organization-tip-a-cure-for-too-many-open-browser-tabs/) - Before you know it you have 23 tabs open in your browser. The problem is all those open tabs slow down your computer. And confuse your brain. Here's a great solution we found! This simple extension: installs in your browser (Chrome, Safari, Edge, Firefox, Brave) is free is super easy to use Try using OpenTab - [Wholesaler Organization Tip: How To Use Groups in Chrome](https://wholesalermasterminds.com/2020/11/wholesaler-organization-tip-how-to-use-groups-in-chrome/) - Staying organized ain't easy. But you already know that. Problem is, work from home has exacerbated the issue. One small solution can be found in making sure your Chrome browser doesn't run amok with open tabs. Here's the super simple solution: - [A Whole Lot More Than 24 Great Ideas Wholesalers Use to be More Productive – and Memorable](https://wholesalermasterminds.com/2017/03/a-whole-lot-more-than-24-great-ideas-wholesalers-use-to-be-more-productive-and-memorable/) - The first 24 ideas post was written in 2009. The ideas were borne out of Wholesaler Masterminds® Group Coaching calls. They have now been edited, updated and refreshed with the latest ideas, insights and info. The ideas presented here only scratch the surface of the depth and breadth of knowledge, experience and wisdom great wholesalers apply - [Manchester university essay help](https://wholesalermasterminds.com/2016/02/manchester-university-essay-help/) - I have also worked newcastle university essay help. newcastle university essay help. newcastle university essay help. En el marco de la Fundación DOCOMOMO Ibérico en el marco de la participación de la Fundación DOCOMOMO Ibérico en el proyecto europeo INNOVA CONCRETE sobre métodos innovadores… Read more... $ 35/h · 1 st lesson free of your - [Part Two: How To Prepare For Being Laid Off with Mike Brown of Management Recruiters of Cedar Rapids](https://wholesalermasterminds.com/2020/04/part-two-how-to-quietly-prepare-for-being-laid-off-with-mike-brown-of-management-recruiters-of-cedar-rapids/) - Be sure to listen to PART ONE HERE. As the Covid-19 pandemic and the ranks of the unemployed, and soon to be laid off, continue to grow we asked Mike Brown from Management Recruiters of Cedar Rapids (MRCR) to help us understand how to get a head start in preparing for being laid off. We - [Part One: How To Prepare For Being Laid Off with Mike Brown of Management Recruiters of Cedar Rapids](https://wholesalermasterminds.com/2020/04/part-one-how-to-quietly-prepare-for-being-laid-off-with-mike-brown-of-management-recruiters-of-cedar-rapids/) - As the Covid-19 pandemic and the ranks of the unemployed, and soon to be laid off, continue to grow we asked Mike Brown from Management Recruiters of Cedar Rapids (MRCR) to help us understand how to get a head start in preparing for being laid off. We discuss: Resume preparation Contacting recruiters Using LinkedIn Mental - [Wholesaler Masterminds Schedulers Quarterly Practice Management Video](https://wholesalermasterminds.com/2020/10/wholesaler-masterminds-schedulers-quarterly-practice-management-video-7/) - Recently we produced a series of videos about the 57 things that Coach Rob Shore would tell the 31 year old wholesaler that he once was. Here are the three most popular! Warning: Strong Language ____________________________ SPECIAL COACHING OFFER FOR WHOLESALER MASTERMINDS SCHEDULERS CLIENTS ONLY Two (2) 50 minute Wholesaler Masterminds PVP - Peerless Value Proposition® - [How Can Wholesalers Ask More Meaningful Questions?](https://wholesalermasterminds.com/2019/07/how-can-wholesalers-ask-more-meaningful-questions/) - Riddle me this: What do onions and probing questions have in common? And no, it's not a Dad joke. Both onions and probing questions are a whole lot more effective when peeled. From our 76 Great Questions Wholesalers Should Ask Advisors, the average wholesaler asks: "What keeps you up at night?" Then they feign listening - [Your LinkedIn Profile Might Suck If...](https://wholesalermasterminds.com/2013/02/your-linkedin-profile-might-suck-if/) - We are on LinkedIn every day. Multiple times per day. And we have seen every conceivable profile. So, how do you know if yours might suck? Your LinkedIn profile might suck if: You have no photo Prospects, headhunters, competitors are checking you out to see if you are the real deal (at least digitally) or - [One Simple Question](https://wholesalermasterminds.com/2013/10/one-simple-question-wholesalers-can-use-with-advisors/) - The granularity and productivity of the discussions we get into with our most seasoned and successful wholesalers are always eye opening. File this exchange with a Wholesaler Masterminds® Coaching client under the category of "Why did I stop doing that?!" It's a recurring epiphany that every great wholesaler has. Client: "One of my reservations about - [2D Wholesaling In A Covid World (or That Time I Met Tony the Tiger)](https://wholesalermasterminds.com/2020/09/2d-wholesaling-in-a-covid-world-or-that-time-i-met-tony-the-tiger/) - Breakfast of champions. As a kid, it's the morning meal meant to simply find your next fix of sugar. Perhaps, like you, Frosted Flakes and the ubiquitous cry of Tony the Tiger’s "They're gr-r-reat!” became a staple of my childhood experience. So, naturally, I was awestruck when I met Tony the Tiger, aka the voice - [Ready To Shatter The Year Ahead? You'll Need These 5 Great Wholesaler Traits](https://wholesalermasterminds.com/2013/01/ready-to-shatter-2013-youll-need-these-5-great-wholesaler-traits/) - [Editor note: While written for the start of the 2013 campaign, this post has 'all weather/evergreen' content] Fiscal cliff. No fiscal cliff Another calamity du jour. And you know Yogi Berra once said, “It's deja vu all over again”. 2013 promises to be another in a series of challenging years for even the best wholesalers. Yet market - [Lesson From A Living Legend](https://wholesalermasterminds.com/2020/08/lesson-from-a-living-legend/) - Living legend. That's a fair description of 98-year-old Norman Lear. The creator of All in the Family, The Jeffersons, and a host of other wildly successful television shows, he was interviewed by host Sam Fragoso on his Talk Easy podcast. Sam (asking Norman about a cancelled show): "You don't take rejection in this industry personally?" - [Check Out Our New Coaching Program](https://wholesalermasterminds.com/2020/05/check-out-our-new-coaching-program/) - It's laser focused coaching for insanely busy wholesalers! Learn more at FocusFifteen.com ? - [Four Important Messages For New(er) Wholesalers](https://wholesalermasterminds.com/2020/08/four-important-messages-for-newer-wholesalers/) - Coach Rob Shore compares his discussions with two very different clients. One who, very early in his career, is crushing it. The other who can’t seem to get out of his own head/way. Check out our newest coaching program, Focus Fifteen Coaching. UNLIMITED coaching sessions over six months for ONE FLAT FEE. Visit www.focusfifteen.com Whether - [How Great Wholesalers Leave Great Impressions on Home Office Visitors (Including Their Boss)](https://wholesalermasterminds.com/2020/02/how-great-wholesalers-leave-great-impressions-on-home-office-visitors-including-their-boss/) - Home office visitors present a unique opportunity. While in your region they will observe how you do what you do. And when they get back to the home office, they will share their findings. How well will you fare? ? Transcription: Home office visitors come in a few different flavors. It could be your boss. - [5 Ways Wholesalers Develop More Openable And Readable Emails](https://wholesalermasterminds.com/2011/12/newsflash-advisors-are-not-opening-your-emails/) - How many emails do you get in a day? A week? How backlogged are you in reading them? In a recent meeting with a prospect I asked if she had received an email that I had sent. She said, "Maybe". And added, "It might be in my ‘read later’ folder". Which, while not an email - [When Dinosaurs Roamed Sales Management](https://wholesalermasterminds.com/2020/08/when-dinosaurs-roamed-sales-management/) - 233 to 243 million years ago. No, that’s not how long we’ve been holed up in a covid-induced, alternate universe. It is how long ago the first dinosaurs roamed the planet. Not dissimilarly, it also seems like the datedness I hear reflected in the counsel being given to wholesalers by their leaders. For instance: wholesaler - [10 Ways to Ignite the Fuse With a Top Prospect](https://wholesalermasterminds.com/2014/08/10-ways-to-ignite-the-fuse-with-a-producer/) - 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 - [Are You a Wholesaling Pretender?](https://wholesalermasterminds.com/2009/08/are-you-a-wholesaling-pretender/) - Most of us fly a lot. If you’re like me you usually read, listen to music, or perhaps read and respond to email. The whole intent is to avoid talking to the guy next to you. However, every now and then a stranger is so intriguing, just the way they look and carry themselves makes - [Great Wholesalers Know What They Don't Know](https://wholesalermasterminds.com/2020/07/great-wholesalers-know-what-they-dont-know/) - "Where ego I go too." That message, in the form of a lapel button, was bestowed on me decades ago by a co-worker who found my bravado a little, how should I say, annoying! Naturally, some of that bravado serves us well as wholesalers. In fact, our ego acts a defense shield against the naysayers - [11 Things Wholesalers Must Do To Ensure A Long And Successful Career](https://wholesalermasterminds.com/2011/12/11-things-wholesalers-must-do-to-ensure-a-long-and-successful-career/) - At a recent conference I met a long tenured wholesaler who spoke about a list he created that defined the 10 things wholesalers must do to insure a long a prosperous career. Of course I asked him for the list. That lead to the post A Lot More Than 10 Rules For Wholesalers. And, after more than 25 - [This Is The #1 Issue Facing Work From Home Wholesalers](https://wholesalermasterminds.com/2020/06/this-is-the-1-issue-facing-work-from-home-wholesalers/) - 90 days. That's how long (or longer) it's been since the world of external wholesaling got turned upside down. While there are any number of challenges we face, these are the most pressing. How do these align with your covid induced challenges? According to our LinkedIn Poll that just ended, here's how wholesalers and leaders - [Releasing The Quarantine Pause Button](https://wholesalermasterminds.com/2020/06/releasing-the-quarantine-pause-button/) - It's starting. Albeit ever so slowly and very dependent upon your geography, firm, and channel. The live wholesaling pause button is poised to be released. According to our LinkedIn Poll that just ended, here's how wholesalers and leaders view the immediate future of in-person appointments: So before the next phase unfolds, and your day to - [Make Time For Your Values](https://wholesalermasterminds.com/2020/05/make-time-for-your-values/) - Time is at a premium. For most readers, the confluence of work from home, family time and self care leaves almost no room in the day. Worse, the day becomes a giant exercise in swatting flies. When you find yourself playing defense all day, simply handling the barrage stuff as it comes at you. Some - [On My Mind: One Way We're Going To Be Tested In The Months Ahead](https://wholesalermasterminds.com/2020/05/on-my-mind-one-way-were-going-to-be-tested-in-the-months-ahead/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: One Way We're Going To Be Tested In The Months Ahead To see all of our Covid-19 posts and podcasts visit: https://bit.ly/wmm-covid What’s on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or - [40 Adjectives That Describe Great Wholesalers](https://wholesalermasterminds.com/2011/11/40-adjectives-that-describe-great-wholesalers/) - Today I was working with a coaching client as they prepared for a big interview. It reminded me that for all the years I interviewed wholesalers, account managers, sales managers, internals hoping to move to external, etc. I always used the same interview questions. And, generally speaking, most people hated them. The problem is that - [2020 UPDATE: This One [Other] Chart Should Scare The Crap Out Of You](https://wholesalermasterminds.com/2017/05/this-one-chart-should-scare-the-crap-out-of-you/) - Brand new data. Same old story? It sure feels that way when we look at still another study that has surveyed advisors to understand what they want from their wholesaling partners. And, drum-roll please, nothing has changed, with exception of the topics that advisors wish to be educated on. This chart distills the findings of - [On My Mind: When Untouchables Become Touchable - Nothing But Good News Episode](https://wholesalermasterminds.com/2020/05/on-my-mind-when-untouchables-become-touchable-nothing-but-good-news-episode/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: When Untouchables Become Touchable-Nothing But Good News To see all of our Covid-19 posts and podcasts visit: https://bit.ly/wmm-covid What’s on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify - [Are You Listening To A Consensus Of One?](https://wholesalermasterminds.com/2020/05/are-you-listening-to-a-consensus-of-one/) - He stopped writing bi-weekly emails to his advisors. Because he had a consensus of one who suggested his emails were of no value. She decided that her PVP-Peerless Value Proposition® wouldn't work. Because she had a consensus of one who wasn't in need of her added value. One, it seems, was all the quorum needed - [On My Mind: Making A Difference](https://wholesalermasterminds.com/2019/03/on-my-mind-making-a-difference/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #1: Making a difference in the lives of advisors and their clients. Survey results are here. What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify - [On My Mind: What Rocks Are You Carrying Around?](https://wholesalermasterminds.com/2019/03/on-my-mind-what-rocks-are-you-carrying-around/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #2: What wholesaling rocks are you carrying around? Survey results are here. What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler - [On My Mind: Quantity of Appointments vs Quality of Appointments](https://wholesalermasterminds.com/2019/03/on-my-mind-quantity-of-appointments-vs-quality-of-appointments/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #3: Quantity of Appointments vs Quality of Appointments What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in - [On My Mind: The Internal Who's Itching to Get Out](https://wholesalermasterminds.com/2019/03/on-my-mind-the-internal-whos-itching-to-get-out/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #4: The Internal Who's Itching to Get Out Read: 12 Must Read Posts For Internal Wholesalers What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify - [On My Mind: The Injurious Sales Cycle?](https://wholesalermasterminds.com/2019/03/18215/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #5:The Injurious Sales Cycle? What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in your app or wherever - [On My Mind: To Office Day or Not To Office Day?](https://wholesalermasterminds.com/2019/03/on-my-mind-to-office-day-or-not-to-office-day/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #6: To Office Day or Not To Office Day? Survey results: The Results: Wholesaler Office Days 7 Ideas For More Productive Wholesaler Office Days What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts - [On My Mind: The Unappreciative Leader](https://wholesalermasterminds.com/2019/03/on-my-mind-the-unappreciative-leader/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. Episode #7: On My Mind: The Unappreciative Leader What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in your - [On My Mind: Are You Asking For The Business?](https://wholesalermasterminds.com/2019/03/on-my-mind-are-you-asking-for-the-business/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Are You Asking For The Business? Also Read: Run Your Territory Like A Business, Not A Clubhouse and 14 Ways to Always Be Closing What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe - [On My Mind: What's Next?](https://wholesalermasterminds.com/2019/04/on-my-mind-whats-next/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: What's Next? The Precious Present by Spencer Johnson M.D. What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in your app - [On My Mind - Validation Not Required: Building Your Memorability Quotient](https://wholesalermasterminds.com/2019/04/on-my-mind-validation-not-required-building-your-memorability-quotient/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Validation Not Required: Building Your Memorability Quotient® How I Built This with Guy Raz: Men's Wearhouse: George Zimmer Viking Saga: The Tale of Tor Hagen And His Voyage From Ousted CEO To Cancer Survivor To - [On My Mind: Do You Understand Your Advisor's Algorithm?](https://wholesalermasterminds.com/2019/04/on-my-mind-do-you-understand-your-advisors-algorithm/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Do You Understand Your Advisor's Algorithm? What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in your app or wherever you - [On My Mind: Your Strategic Wholesaling Advantage](https://wholesalermasterminds.com/2019/05/on-my-mind-your-strategic-wholesaling-advantage/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Your Strategic Wholesaling Advantage What's on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in your app or wherever you get your - [On My Mind: You Versus 183 Other Wholesalers](https://wholesalermasterminds.com/2019/05/on-my-mind-you-versus-183-other-wholesalers/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: You Versus 183 Other Wholesalers What’s on your mind? Email me at rob[at]wholesalermasterminds.com Also Read: 7 Essential Wholesaling Skills Your Manager Wants You to Have The Other 8 Wholesaling Skills Your Manager Wants You to Have - [On My Mind: How to Successfully Share an Internal Partner](https://wholesalermasterminds.com/2019/10/on-my-mind-how-to-successfully-share-an-internal-partner/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: How to Successfully Share an Internal Partner What’s on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on Spotify by searching The New Wholesaler Masterminds Radio Show in your app or wherever - [On My Mind: How Great Wholesalers Handle the Coronavirus Event and the Market Meltdown](https://wholesalermasterminds.com/2020/03/on-my-mind-how-great-wholesalers-handle-the-coronavirus-event-and-the-market-meltdown/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: How Great Wholesalers Handle the Coronavirus Event and the Market Meltdown The post Rob references in this episode can be found here. To see all of our Resources To Help You Weather The Coronavirus Storm - [On My Mind: Information Overload and the Importance of What You Say and How You Say It - Covid-19 Edition](https://wholesalermasterminds.com/2020/03/on-my-mind-information-overload-and-the-importance-of-what-you-say-and-how-you-say-it-covid-19-edition/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Information Overload and the Importance of What You Say and How You Say It - Covid-19 Edition To see all of our Resources To Help You Weather The Coronavirus Storm visit: https://bit.ly/wmm-covid What’s on your - [On My Mind: Protecting Your Business During Covid-19: Wide Moat Wholesaling](https://wholesalermasterminds.com/2020/03/on-my-mind-protecting-your-business-during-covid-19-wide-moat-wholesaling/) - Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Protecting Your Business During Covid-19: Wide Moat Wholesaling To see all of our Covid-19 posts and podcasts visit: https://bit.ly/wmm-covid What’s on your mind? Email me at rob[at]wholesalermasterminds.com Subscribe at Apple Podcasts or Subscribe via Stitcher or find us on - [On My Mind: Part One - What Does The Path To "Normal" Wholesaling Look Like After Covid-19?](https://wholesalermasterminds.com/2020/04/on-my-mind-what-does-the-path-to-normal-wholesaling-look-like-after-covid-19/) - On 4/7/20 we asked our Sunday Night Email readers, "What are you thinking?" Specifically, we wanted to know from our thousands of subscribers (externals, internals, hybrids, divisional and senior leaders) scattered across North America: What will a return to 'normal' look like in our wholesaling world? While some firms have guaranteed 2020 employment, will there - [On My Mind: Part Two - What Does The Path To “Normal” Wholesaling Look Like After Covid-19?](https://wholesalermasterminds.com/2020/04/on-my-mind-part-two-what-does-the-path-to-normal-wholesaling-look-like-after-covid-19/) - [Part One can be found here] On 4/7/20 we asked our Sunday Night Email readers, "What are you thinking?" Specifically, we wanted to know from our thousands of subscribers (externals, internals, hybrids, divisional and senior leaders) scattered across North America: What will a return to 'normal' look like in our wholesaling world? While some firms - [On My Mind: Part Three - What Does The Path To “Normal” Wholesaling Look Like After Covid-19?](https://wholesalermasterminds.com/2020/04/on-my-mind-part-three-what-does-the-path-to-normal-wholesaling-look-like-after-covid-19/) - [Part One of What Does The Path To “Normal” Wholesaling Look Like After Covid-19? can be found here] [Part Two of What Does The Path To “Normal” Wholesaling Look Like After Covid-19? can be found here] Like you, we're on the lookout for information that helps us better understand what the future of our profession - [Brand Loyalty Is Dead](https://wholesalermasterminds.com/2020/04/brand-loyalty-is-dead/) - He's the general manager of Hawaiian Market. The topic was supply chain interruptions in the COVID-19 era. The interviewer asked for an example of the manager's ability to switch suppliers for basic necessities. "Easy", he said. "We switched from Gold Medal Flour to a brand no one knows of from Korea. And nobody cares - - [In 2020 BC](https://wholesalermasterminds.com/2020/04/in-2020-bc/) - We joyfully rode a 10+ year expansion. In 2020 BC. We sometimes confused brains for a bull market. In 2020 BC. We ignored the need to build new skills, because, "what I'm doing is working fine". In 2020 BC. We pounded the advisor's table with product because, "who needs a PVP-Peerless Value Proposition®?". In 2020 - [Cut Through The Communication Clutter: Use LinkedIn To Leave A Voice Message](https://wholesalermasterminds.com/2020/04/cut-through-the-communication-clutter-use-linkedin-to-leave-a-voice-message/) - Getting your message through to an advisor client, a prospect or to a COI has always been challenging in our hyper-competitive world of wholesaling. And today, trying to do so during a pandemic, when everyone else is messaging every single day is a whole new challenge. If you want to stay out of The Sea - [7 Habits That Lead To Wholesaler Failure](https://wholesalermasterminds.com/2020/04/7-habits-that-lead-to-wholesaler-failure/) - We were asked: "What bad routines and habits can hurt wholesalers the most?" Lack of useful business planning – Is it planning to fail or a failure to plan? According to a survey done here at Wholesaler Masterminds®, while 83% of wholesalers completed a business plan, only 40% of wholesalers received the plan template from - [One Lesson From The Covid-19 Wholesaler Trenches](https://wholesalermasterminds.com/2020/04/one-lesson-from-the-covid-19-wholesaler-trenches/) - Twenty Ask Me Anything calls (as of this writing). Three weekly Covid-19 Wholesaler Group calls. Ongoing Priority Partner Coaching Calls. Endless (because we all have a ton of extra time) online scrolling and reading. From these, I have one important lesson I've learned (of many) to offer. During this pandemic, wholesalers seem to be lining up in three distinct segments: - [It's Getting Harder and Harder To Get Your Message To Advisors](https://wholesalermasterminds.com/2020/04/its-getting-harder-and-harder-to-get-your-message-to-advisors/) - Not that it was ever easy. But getting though the noise today is harder than ever. Here's what you need to do: 1. Lead with Empathy 2. Give whatever you have that doesn't revolve around product FIRST (client facing ideas, guidance, insights) 3. Pivot to product/economy/markets if, and only if, you hear receptivity. And, most - [One Great Idea Brought About By Covid-19](https://wholesalermasterminds.com/2020/03/one-great-idea-brought-about-by-covid-19/) - 1982. That's the year I bought my first 10 shares of KO - Coca Cola. My advisor was John Snodgrass with Drexel Burnham. Some years later, when I became a financial advisor myself, I took on the duel role of client (me) and advisor (me). For 38 years this has worked - really well. Then, a Covid-19 - [Use Feedly To Manage The Covid-19 Information Tsunami](https://wholesalermasterminds.com/2020/03/use-feedly-to-manage-the-covid-19-information-tsunami/) - You want to to be of service to your financial advisors. And sourcing solid content and ideas to do so can be a daunting task. Make the task easier with Feedly.com. How To Set Up Feedly in 3 Minutes - [One Thing That Separates Good Wholesalers From Great Wholesalers - Especially During Extraordinary Events](https://wholesalermasterminds.com/2020/03/one-thing-that-separates-good-wholesalers-from-great-wholesalers-especially-during-extraordinary-events/) - On a recent 15-minute Ask Me Anything call, a wholesaler asked me: "What if everyone is using the ideas you're sharing at Wholesaler Masterminds®?" My response: "Unlikely..." Schedule your own 15-minute Ask Me Anything call (for a total cost of ZERO dollars). Use these 15-minute sessions to ask me about: how to have success working - [10 Suggestions For Long(er) Term Work-From-Home Situations](https://wholesalermasterminds.com/2020/03/10-suggestions-for-longer-term-work-from-home-situations/) - Yes, you're used to having an office day. And, occasionally, you may even take two in a row. But how do you handle working from home for a couple of weeks in a row, as current circumstances require? This list was compiled by Melanie at Milrich Virtual Professionals - the folks that do the real - [The What, Why and How of Virtual Meetings in the Coronavirus Era with Marquesa Pettway](https://wholesalermasterminds.com/2020/03/the-what-why-and-how-of-virtual-meetings-in-the-coronavirus-era-with-marquesa-pettway/) - Travel restrictions are in place and in-person advisor/COI appointments are not be possible. So, what's a great wholesaler to do? Meet virtually, my friends. This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind the art, science and lifestyle of wholesaling. In - [6 Ways Wholesalers Become Franchise Players](https://wholesalermasterminds.com/2016/04/6-ways-wholesalers-become-franchise-players/) - The days of the lone wolf wholesaler are dead. That's right, the wholesalers that profess the credo of "I just want to be left alone to do my job" are become extinct as quickly as the Antillean Giant Rice Rat. Welcome to the age of the franchise player. Franchise players (FP's) are wholesalers who: Understand the greater - [3 Questions To Ask Yourself](https://wholesalermasterminds.com/2011/10/3-questions-to-ask-yourself/) - I've asked my coaching clients the following three questions recently: 1. As a wholesaler, what ONE trait/characteristic are you most proud to display to clients and prospects? 2. What ONE flaw do you hope that they will never see? 3. What is the ONE change that you could make to your process, presentations, relationships, prospecting, or - [Nobody Works Past Five O'Clock](https://wholesalermasterminds.com/2011/10/nobody-works-past-5-oclock/) - Last Monday, the heater in the spa went on the blink. Seems that the flame on the gas fed unit is not firing. So, I call the pool guy that services it and he gladly informs me that he has a 'heater guy' that he'll get on the case "right away". Since that was 4 days - [Exact Change Required](https://wholesalermasterminds.com/2011/10/exact-change-required/) - Some years ago I was riding with a brand new wholesaler that I hired and we were approaching a busy toll booth on Chicago's I-294. He pulls up to the Exact Change coin bin and frantically searches for ANY money. Then he looks at me with sheer terror in his eyes as the docile citizens of Chicago, - [I Might Need An Intervention](https://wholesalermasterminds.com/2011/10/i-might-need-an-intervention/) - One evening this past week I was sitting on the couch relaxing, which for me generally means T.V. on and an electronic devise extending from the tip of my fingers. In an attempt to look at a friends QR code that I saw on Facebook with my iPad, I needed to grab my iPhone to - [Confessions of a Hotel Snob](https://wholesalermasterminds.com/2011/10/confessions-of-a-hotel-snob/) - Back in the early 2000's I was down in Macon, GA riding with a wholesaler. We put in a full day of five solid appointments, then a dinner and it was time to find the hotel for the night. And that's where it got ugly. My experience via these six signs confirmed, yet again, that I - [5 Ways Wholesalers Can Reduce Stress - Life Coach Mary Allen](https://wholesalermasterminds.com/2011/08/5-ways-wholesalers-can-reduce-stress-life-coach-mary-allen/) - Oh my what a week it has been! If you have emotional (and financial) whiplash from the wild gyrations in the market you are not alone. And at Wholesaler Masterminds we're doing our best to make sure that we can assist you during this period of the markets "resetting". During the last week we hope - [Time To Do My Nails](https://wholesalermasterminds.com/2011/10/time-to-do-my-nails/) - I've admitted it before, I'll admit it again: I tend to be a workaholic. And no, it's not something I'm proud of. One time I had a key account manager come out to my region from NY, and before her arrival I shared with her a list of local target firms I was trying to get selling - [My Girl Whoopi](https://wholesalermasterminds.com/2011/10/my-girl-whoopi/) - Are you familiar with 30 Rockefeller Plaza in NYC? You may know that high atop 30 Rock stood The Rainbow Room, which used to be open for dining and made a great place to entertain advisors. One late Saturday night, after a due diligence dinner in the mid 1990’s, I exited 30 Rock with an - [Adapt and Innovate (and Order the Tamales)](https://wholesalermasterminds.com/2020/03/adapt-and-innovate-and-order-the-tamales/) - Meds for my sick dog. Battery for the thermometer (normal temp, thanks). With an unexpected bonus stop along the way. That’s how my lunch hour played out here in "Shelter-in-Place", Sonoma, California. I'm 100% certain that my local vet never expected to be offering curbside pay and pick-up of prescriptions and pet food. Nor had - [33 Technology Ideas Wholesalers Can Use to Improve Their Practice: Wholesaler Tech Talk with Austin Young](https://wholesalermasterminds.com/2020/04/33-technology-ideas-wholesalers-can-use-to-improve-their-practice-wholesaler-tech-talk-with-austin-young/) - In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power. This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind - [14 Things To Do With Your Extra Office Time](https://wholesalermasterminds.com/2020/03/14-things-to-do-with-your-extra-office-time/) - Your weekly office day has now become your office month. You have called all the clients/prospects/COIs you can call today. Your email is at or near Inbox Zero (never thought that would happen, did you?). You have set up and/or conducted as many virtual meetings that you can conduct today. Now what? Here's a list - [And The Wholesaler Award Goes To...](https://wholesalermasterminds.com/2020/03/and-the-wholesaler-award-goes-to/) - Sales conference season. Chances are yours has occurred in the past 90 days. At these annual events, the best wholesalers are recognized for their achievements. In accepting their awards, they walk to the stage, take hold of the trophy, snap a picture with a senior executive, and bask in a round of well deserved peer - [Great Wholesaling vs. Just OK Wholesaling: Wholesaler Tech Talk with Barry Mandinach](https://wholesalermasterminds.com/2020/03/great-wholesaling-vs-just-ok-wholesaling-wholesaler-tech-talk-with-barry-mandinach/) - In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power. This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind - [Data and a Wholesaler's Search for Deeper Advisor Relationships: Wholesaler Tech Talk with Tim Kresl](https://wholesalermasterminds.com/2020/03/data-and-a-wholesalers-search-for-deeper-advisor-relationships-wholesaler-tech-talk-with-tim-kresl/) - In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power. This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind - [How To Use Salesforce For Profit (And Remove The Pain): Wholesaler Tech Talk with Kerry Ryan from Salesforce](https://wholesalermasterminds.com/2020/03/how-to-use-salesforce-for-profit-and-remove-the-pain-wholesaler-tech-talk-with-kerry-ryan-from-salesforce/) - In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power. This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind - [How to Reduce Friction in Advisor Appointments: Wholesaler Tech Talk with Dave Lubnik from YCharts](https://wholesalermasterminds.com/2020/02/how-to-reduce-friction-in-advisor-appointments-wholesaler-tech-talk-with-dave-lubnik-from-ycharts/) - In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power. This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind - [What Keeps You Up At Night?](https://wholesalermasterminds.com/2020/03/what-keeps-you-up-at-night/) - 76 great advisor questions. It's the most popular download in the history of our website. From that list of 76, one of the most popular questions wholesalers ask advisors is, "What keeps you up at night?" It's generally regarded as a terrific probing question. And it is terrific, if you want to diagnose an advisor's issue and - [5 Tips For Delivering Epic Presentations - Jane Atkinson](https://wholesalermasterminds.com/2014/06/5-tips-for-delivering-epic-presentations-jane-atkinson/) - Your presentation skills may not be as great as you think they are. That's one lesson waiting to be learned as you dive into the material that awaits you in this edition of Wholesaler Masterminds Radio. Jane Atkinson has been helping speakers catapult their businesses for over 20 years. As a former speaker’s agent, she - [Banned From An Advisor's Office](https://wholesalermasterminds.com/2020/02/banned-from-an-advisors-office/) - Dumbfounded and disappointed. As I listened to the Barron's Top 100 Advisor tell me their story, my brain cycled through both of these emotions. My question was designed to better understand how as wholesalers we may rub advisors the wrong way. It was asked during a taping of The New Wholesaler Masterminds Radio Show podcast. The advisor - [Death by Referrals with Kirk Lowe](https://wholesalermasterminds.com/2017/11/death-by-referrals-with-kirk-lowe/) - Referrals can be the life's blood of a practice. They can also be the advisors achilles heel. So how can your advisors not suffer death by referrals - and how can you build your PVP-Peerless Value Proposition® at the same time? Kirk Lowe is a sought after expert on branding for financial services. He is the - [10 Great Wholesaling Ideas In Under 20 Minutes - Call Replay](https://wholesalermasterminds.com/2020/01/10-ideas-in-20-minutes-call-replay/) - This call was originally recorded in July of 2009. It was designed as a complimentary introduction to Wholesaler Masterminds® and the ideas presented are yours for the taking. Get more great ideas - check out the Wholesaler Masterminds® Business Builders Store Transcribed Ideas From The Call: Idea Number One: I call Student of the Business - [UPDATED: Most Important Areas For Wholesaler Improvement (Hint: It's Deja Vu All Over Again)](https://wholesalermasterminds.com/2020/01/deja-vu-all-over-again-most-important-areas-for-wholesaler-improvement/) - "It's like déjà vu all over again." ~ Yogi Berra That's what it feels like to read the most recent advisor survey results from FUSE and WealthManagement.com. Similar findings, different year (click to see most recent results). For those loyal readers of Wholesalers Masterminds®, you have seen this before: This One Chart Should Scare The Crap - [Would You Choose 4 1/2 or 4 1/2?](https://wholesalermasterminds.com/2020/02/would-you-choose-4-1-2-or-4-1-2/) - I'm no spring chicken. Not quite over the hill, but old enough to be able to reflect on things that you may not have seen, heard, or thought about. Take bank interest rates (stay with me here). Before 1983, every bank had the same rate on the same type of account. This ad collage is from The New York - [I'll Be Brief](https://wholesalermasterminds.com/2020/01/ill-be-brief/) - 156 years ago. That's when one of the world's finest speeches was spoken. It was delivered at the dedication of the Soldiers' National Cemetery in Gettysburg, PA. Four and a half months after the Union armies defeated those of the Confederacy. It addressed the principles of human equality embraced by the Declaration of Independence. The - [The Divisional Arsonist](https://wholesalermasterminds.com/2020/01/the-divisional-arsonist/) - You've heard him before. She's on your weekly sales calls. He's in your divisional and national sales meetings. Though she only makes her true opinions clear after the fact. In the late night chatter at the bar. Or via the circuit of calls/texts that are placed to spark the flame. He is satisfied with almost nothing - [One Great Wholesaler Hack](https://wholesalermasterminds.com/2020/01/one-great-wholesaler-hack/) - 8 out of 10 wholesalers. Over our last decade of coaching, that's the number of clients that list some form of exercise as a goal when completing their Quarterly Success Plan. As well they (and you) should given the demands, stress and sedentary aspects of the job. The age-old challenge is how do you make - [Since You Asked: These Are The Podcasts We Are Listening To](https://wholesalermasterminds.com/2020/01/since-you-asked-these-are-the-podcasts-we-are-listening-to/) - From time to time we are asked what podcasts are in our feed. The short answer is, MANY! Ranging from business to entertainment and personal development to education, here's a few (ok, more than a few) to keep your feed full. As an added FYI: we use Overcast player versus Apple Podcast - it's free - [4 Valuable Insights Offered By Millionaire Wholesalers](https://wholesalermasterminds.com/2019/11/4-valuable-insights-offered-by-millionaire-wholesalers/) - Over 10 years. That's how long we've been churning out content at Wholesaler Masterminds®. So much content that (we say sheepishly) we sometimes forget the treasure trove of valuable insights we have amassed. To that end, here are four prime insights offered by the Millionaire Wholesaler® interviewees we spoke to in 2014: On Humility and - [The Wholesaler Who Lost Her Focus](https://wholesalermasterminds.com/2019/11/the-wholesaler-who-lost-her-focus/) - She was a private coaching client. And she lamented that she was getting confused. Or, more appropriately, she was getting distracted and losing focus. Distracted by the amount of messaging that comes at her from the home office. Not that the home office messaging was either wrong nor bad, it's just that the volume of - [Good Question, Glad You Asked #3: How Do You Take A More Consultative Approach To The Initial Advisor Meeting?](https://wholesalermasterminds.com/2019/11/good-question-glad-you-asked-3-how-do-you-take-a-more-consultative-approach-to-the-initial-advisor-meeting/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [One Completely Ridiculous Reason Advisors Tune Wholesalers Out](https://wholesalermasterminds.com/2012/02/one-completely-ridiculous-reason-advisors-tune-wholesalers-out/) - NOTE: Wholesalers - when you are done reading this send it to your boss and your marketing department. I was hosting a Rekon Intelligence event. For those of you that are unfamiliar with Rekon, you will be familiar with the set-up. 50 advisors in the room, seven wholesalers presenting for 30 minutes each. Midway through - [Good Question, Glad You Asked #1: How Has Wholesaling Changed Over The Years?](https://wholesalermasterminds.com/2019/10/good-question-glad-you-asked-1-how-has-wholesaling-changed-over-the-years/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Good Question, Glad You Asked #7 - Part One: Top Priorities When Taking Over A Territory](https://wholesalermasterminds.com/2019/12/good-question-glad-you-asked-7-part-one-top-priorities-when-taking-over-a-territory/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Good Question, Glad You Asked #7 - Part Two: Top Priorities When Taking Over A Territory](https://wholesalermasterminds.com/2019/12/good-question-glad-you-asked-7-part-two-top-priorities-when-taking-over-a-territory/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Good Question, Glad You Asked #6: How Does A Wholesaler Best Implement Their Practice Management Strategies?](https://wholesalermasterminds.com/2019/12/good-question-glad-you-asked-6-how-does-a-wholesaler-best-implement-their-practice-management-strategies/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Good Question, Glad You Asked #5: After A Group Meeting, How Do You Differentiate Your Follow-up?](https://wholesalermasterminds.com/2019/11/good-question-glad-you-asked-5-after-a-group-meeting-how-do-you-differentiate-your-follow-up/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Good Question, Glad You Asked #4: How Do You Use Your MQ-Memorability Quotient® To Differentiate Yourself?](https://wholesalermasterminds.com/2019/11/good-question-glad-you-asked-4-how-do-you-use-your-mq-memorability-quotient-to-differentiate-yourself/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Good Question, Glad You Asked #2: How Do You Make This Job Less Stressful?](https://wholesalermasterminds.com/2019/11/good-question-glad-you-asked-2-how-do-you-make-this-job-less-stressful/) - Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm's training and development program. The questions they asked are, likely, on the minds of many current and/or future wholesalers. For that reason, we thought we'd share the questions, and - [Your Territory On Autopilot](https://wholesalermasterminds.com/2019/11/your-territory-on-autopilot/) - The external has a great team. An internal partner who adds value to the region. An administrative assistant that is equally proficient. So confident is the external that she often leaves her team members to function unaided and, often, unchecked. Which all worked well. Until it didn't. Only in examining why her territory's performance was - [Four Words Wholesalers Should Not Utter](https://wholesalermasterminds.com/2019/10/four-words-wholesalers-should-not-utter/) - Rationalization. As humans, we're experts in the art of it. As wholesalers, we might be black-belt ninjas. Sigmund Freud described rationalization as a defense mechanism, an unconscious attempt to avoid addressing the underlying reasons for a behavior. And we do it to protect our self-esteem. For example, the corner office advisor refuses to see us, - [How To Go From Zero To Hero](https://wholesalermasterminds.com/2019/10/how-to-go-from-zero-to-hero/) - $1,739,233. That was the first months' production in the new territory. Smack dab at the bottom of the firm's sales chart. $41,000,000. That was April 2019's production. #1 in the division. Top three in the firm. As I spoke to our coaching client wholesaler about her zero to hero performance she said, "For five years, - [A Wholesaler's Honeypot Paradox](https://wholesalermasterminds.com/2019/10/a-wholesalers-honeypot-paradox/) - The client was concerned that their market share in a particular city was not up to the number that the firm's metrics prescribed. Hence, the wholesaler thought he would not be able to declare success in that city. He did know that if he could get to the aforementioned market share he could pick up - [A Better Way To Stay Organized During (And After) The Advisor Appointment](https://wholesalermasterminds.com/2014/10/a-better-way-to-stay-organized-after-the-advisor-appointment/) - Sometimes old ideas become new again. Like this one for using Advisor Data Sheets. Too frequently wholesalers: 1. Don't take notes during meetings 2. Take horrible notes during meetings 3. Have no clue what to do with the paper they took the notes on after they put the notes into the CRM That's where the - [Conducting Wildly Successful Wholesaler Sponsored Wine Events - Michael Bryan](https://wholesalermasterminds.com/2011/07/conducting-wildly-successful-wholesaler-sponsored-wine-events-michael-bryan/) - Perhaps you know that I Carry The Bag covers the art, science and lifestyle of wholesaling. And wine covers all three, wouldn't you agree? So it stands to reason that working with your financial advisor to create a most memorable, client facing, wine event makes a ton of sense. The problem is too many wholesalers are not quite sure - [The 3 Dumbest Telephone Mistakes Wholesalers Make - Art Sobczak](https://wholesalermasterminds.com/2011/02/the-3-dumbest-telephone-mistakes-wholesalers-make-art-sobczak/) - In the Spring 2011 issue of I Carry The Bag...the official magazine of wholesaling Art Sobczak has written a great piece on Call Avoidance - by 'call avoidance' Art means that part of you that just finds anything else to do other than pick up the phone and make your calls to fill your calendar - [Nine Things Successful People Do Differently - Dr. Heidi Grant Halvorson](https://wholesalermasterminds.com/2011/06/nine-things-successful-people-do-differently-dr-heidi-grant-halvorson/) - If you have ever read the Harvard Business Review blog (and if you don't, you should) you may have seen a post from February 2011 entitled Nine Things Successful People Do Differently written by Dr. Heidi Grant Halvorson. This is the #1 ranked post in the history of the Harvard Business Review blog and after reading it - [5 Ways Wholesalers Endear Themselves to Advisors For Life](https://wholesalermasterminds.com/2011/03/5-ways-wholesalers-endear-themselves-to-advisors-for-life/) - Earlier this month I had the opportunity to present a wholesaler workshop along side Craig Rollins, CEO of LJ Cooper Wealth Advisors at REISA. In addition to his work as an advisor and senior leader, Craig has written a book on wholesaling that was inspired by his experience with wholesalers from the client side of - [How To Search Wholesaler Masterminds For Any Topic](https://wholesalermasterminds.com/2019/09/how-to-search-wholesaler-masterminds-for-any-topic/) - After 10 years, we've got over 600 posts on this site! Sometimes even we have trouble remembering what posts contain what topic. That's why we always use this search string to dial in just what we need to find: site: wholesalermasterminds.com search phrase here Here it is in action (click video lower right for full - [Successfully Navigating Change with Dr. Ron Rembisz](https://wholesalermasterminds.com/2019/09/successfully-navigating-change-with-dr-ron-rembisz/) - What's changed in your wholesaling world recently? Your territory? Channel? Comp? Boss? Senior Leader? Change is inevitable. And how you deal with change can have a significant impact on your career. Dr. Ron Rembisz has worked for the past 30 years as a full time consultant and executive coach to corporate management. His primary professional - [Lessons From Leaders #10: Interview with Sue Thompson, Executive Vice President and Head of SPDR Americas Distribution](https://wholesalermasterminds.com/2019/10/lessons-from-leaders-10-interview-with-sue-thompson-executive-vice-president-and-head-of-spdr-americas-distribution/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this special series - [Millionaire Wholesaler Best Practice: The Wholesaler Activity Checklist](https://wholesalermasterminds.com/2019/09/wholesaler-activity-checklist/) - He swore by his use of checklists. They helped him stay honest regarding the activities he knew he needed to accomplish in order to be a great wholesaler. And who were we to argue, considering he just might do a billion dollars in sales this year? Adapted from his reading of The Checklist Manifesto, we - [Wholesaler Relationship Trouble](https://wholesalermasterminds.com/2019/09/wholesaler-relationship-trouble/) - “I pride myself on great relationships.” It’s a hallmark of wholesaling. It’s a reason firms pay up in the recruitment process. And it’s a reason why your practice may be lagging. While solid relationships are critical to your cause, they may inadvertently have you fall victim to: • Neglecting your cutting edge product knowledge. Who - [A View From The Wholesaler's Passenger Seat - Dr. Bob Froehlich](https://wholesalermasterminds.com/2012/11/a-view-from-the-wholesalers-passenger-seat-dr-bob-froehlich/) - Who's been riding in your passenger seat lately? Your boss? [also read: 7 Ways Wholesalers Can Survive A Manager Ride Along Visit] Your internal? Perhaps a home office visitor? What happens when you ask a high profile, long tenured, senior leader to recount some of their experiences with wholesalers on the road? You get this - [What's Your Wholesaler Schmooze Quotient? - Susan RoAne](https://wholesalermasterminds.com/2011/09/wholesalers-whats-your-schmooze-quotient-susan-roane/) - Wholesalers are paid to be great sales professionals and professional schmoozers. Who better to walk into a room filled with clients or public customers and deftly start the process of captivating everyone they touch? Unless, somewhat secretly, you really aren't the best in that setting. Meet Susan RoAne. She literally wrote the book on How - [Sea of Sameness Wholesaling](https://wholesalermasterminds.com/2019/09/sea-of-sameness-wholesaling/) - It's a dog eat dog career. Your best client is the next wholesaler's best prospect. Your firm's most innovative product concept becomes your competitors new product launch, in the blink of an eye. The safety and security you feel, based on your long tenure, is like a crisp, clear pool of water that appears in - [Are You Enjoying The Wholesaling Ride?](https://wholesalermasterminds.com/2019/08/are-you-enjoying-the-wholesaling-ride/) - Old home week. That’s what it felt like as I traveled back to Orange County to speak at a national sales conference. Among the 200 attendees were: Former advisor clients turned wholesalers Former wholesaling competitors Former distribution employees Readers/listeners for whom our messages have helped advance their careers. With each renewed acquaintance, we frequently marveled at - [No Excuse For This Excuse](https://wholesalermasterminds.com/2019/08/no-excuse-for-this-excuse/) - The company's founder was one of Fortune's 30 Under 30. Their website was gorgeous. Their prices appeared more than fair. And I was in the the market for their service - a ready, willing and able buyer. A call to their 800 line resulted in a 'we'll call you back' message after two minutes on - [Your Canary in the Coal Mine?](https://wholesalermasterminds.com/2019/07/your-canary-in-the-coal-mine/) - In poker it's called a tell. The behavior that gives away the strength or weakness of your opponent's hand. In wholesaling, it's called your canary in the coal mine. Named after the birds that miners used to detect lethal gases, it's the behavior that serves as a leading indicator of trouble in a wholesaler's practice. - [6 Things You Might Be Doing To Piss Off Advisors](https://wholesalermasterminds.com/2012/12/6-things-you-might-be-doing-to-piss-off-advisors/) - We picked up a comment left on a story at Ignites.com that caught our eye. The Ignites article was titled: Wholesaler Mistakes That Irk Advisors Most (link requires subscription). The comment appears to have been posted by a Financial Advisor. He writes: "Issues that separate the Bad from the Good [wholesalers]: 1. Believes he or - [Summer Coaching Special](https://wholesalermasterminds.com/2019/06/summer-coaching-special/) - USE THIS LINK TO SCHEDULE A 20 MINUTE FREE CALL WITH COACH ROB SHORE TO SEE IF WHOLESALER MASTERMINDS COACHING IS RIGHT FOR YOU! Not ready to talk? Learn more about Wholesaler Masterminds Coaching here. See what others have to say about Wholesaler Masterminds Coaching. - [Wholesaler Success: What People See Versus What They Don't See](https://wholesalermasterminds.com/2019/06/wholesaler-success-what-people-see-versus-what-they-dont-see/) - Yes, wholesaling is one of the greatest gigs ever created. Travel to amazing locales. Dining in world class restaurants. Annual wages that might make you blush. But that not the whole story... Click image to see full size. Right click image to save your own copy. - [New Mapping Feature Means Better Rotations](https://wholesalermasterminds.com/2019/06/new-mapping-feature-means-better-rotations/) - While working with a coaching client on their rotations, we found a new feature in BatchGeo.com The 'Cluster View', which allows you to see your advisors grouped in a cluster, per location, segmented by category. Tremendously useful when getting "dirty in the data" to refine your rotations! And better preparing you to use our Wholesaler - [Want To Be An Indispensable Wholesaler?](https://wholesalermasterminds.com/2019/06/want-to-be-an-indispensable-wholesaler/) - This almost started as a rant. A detailed regurgitation of two simply terrible service fiascoes I endured this week, and the lessons found therein. But then another (and far more productive) messaging door opened. "In your opinion, what are the best book(s) wholesalers can read to elevate their game?", asked the email from a National Sales - [Wholesaling's Most Abrasive Noise](https://wholesalermasterminds.com/2019/06/wholesalings-most-abrasive-noise/) - Insidious self doubt. Ill advised second guessing. Factually incorrect assumptions. Three apt descriptions of the directions my thoughts will head in if left unchecked. Short story: A sales leader called to scope Wholesaler Masterminds for a keynote talk. Said leader (who has a long and favorable knowledge of our firm) and I have a great - [How Can Wholesalers Become a Category of One? - Joe Calloway](https://wholesalermasterminds.com/2012/12/how-can-wholesalers-become-a-category-of-one-joe-calloway/) - What are the best practices of the best companies? How do you set yourself apart from your competitors and turn your practice into a market leader? For these questions and more we have Joe Calloway with us. Joe is a performance coach and advisor who helps great companies get even better. He helps organizations focus - [Video: How To Create Your PVP-Peerless Value Proposition®](https://wholesalermasterminds.com/2019/05/video-how-to-create-your-pvp-peerless-value-proposition/) - A client recorded some in-house videos after a training we did at their offices. Here's an excerpt we thought you'd find helpful. https://vimeo.com/265418853 Need a one page reminder of these important PVP-Peerless Value Proposition® concepts? We've got you covered! Get Your PVP One Sheet If you need help creating your PVP-Peerless Value Proposition®, our course - [Are You Tuned In?](https://wholesalermasterminds.com/2019/05/are-you-tuned-in/) - As a reader of Wholesaler Masterminds® (thank you!), you know that we have a ton of content to help you grow your practice. And some of that content might be overlooked by some of our loyal readers. Specifically, we'd like to highlight our Wholesaler Masterminds Radio Show podcast, now north of 200 episodes. To make your - [Updated for Great Wholesalers -14 Ways to Always Be Closing](https://wholesalermasterminds.com/2010/05/great-wholesalers-8-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 - [8 Easy Ways Wholesalers Use Voicemail as a Powerful Sales Tool](https://wholesalermasterminds.com/2010/12/8-ways-wholesalers-can-best-use-voicemail-as-a-sales-tool/) - Every week I call wholesalers at a host of firms, in virtually all channels, and I continue to be astounded how few take advantage of voicemail as any kind of selling tool. In fact sometimes I'm not even certain that I have reached their business line - a function of the wholesaler failing to mention - [The Only Three Things A Wholesaler Has To Offer](https://wholesalermasterminds.com/2011/03/tmt-the-only-thing-a-wholesaler-has-to-offer/) - A divisional manager coaching client was telling me about an activity he was doing with COIs. I questioned him as to why he was the one engaging in the activity that a lesser trained, less expensive staff member could do with the exact same results. And the rationale holds true for wholesalers as well. A wholesalers job is - [21 Ways Wholesalers Can Shorten The Sales Cycle With Advisors](https://wholesalermasterminds.com/2011/04/21-ways-wholesalers-can-shorten-the-sales-cycle-with-advisors/) - We've all been there. One visit leads to five and still not one ticket. What's a well intentioned wholesaler to do? Here are 21 ways to shorten the sales cycle: 1. Know the advisor before you visit. Do homework using the advisors website, LinkedIn, 411.com, tweepz.com, kgbpeople.com, pipl.com, or zoominfo.com. You can even find out a - [3 Ways Wholesalers Can Have More Productive Advisor Meetings](https://wholesalermasterminds.com/2012/02/3-ways-wholesalers-can-have-more-productive-advisor-meetings/) - Come on admit it. We've all done it. You have every intention of staying on track during that meeting with an advisor and before you know it 30 minutes has gone by in the blink of an eye. And you were still happily chatting like it was a 2 for 1 happy hour. You've covered the weather, - [Can You Swim in the Deep End of the Wholesaling Pool?](https://wholesalermasterminds.com/2012/02/your-invited-wholesaler-pool-party/) - We speak A LOT about PVP – Peerless Value Proposition®. Our coaching calls, speaking engagements, tele-classes and radio shows have all addressed this topic. And there is something important you need to know. If you can’t swim, stay out of the PVP water. You see, in order to put your PVP into action you need - [The Internal Who Used To Work For Ronco](https://wholesalermasterminds.com/2012/07/the-internal-who-used-to-work-for-ronco/) - If you are a reader of the Sunday Night Email (and if you're not sign up in the sidebar) you know that we recently wrote: Only 22 pitchers have tossed perfect games in Major League Baseball history. What about your internal wholesaler's pitch? In the May email titled Defending The Honor Of Wholesaling I - [Advanced Wholesaler Technique: The 8 Benefits of Forward Scheduling](https://wholesalermasterminds.com/2013/10/advanced-wholesaler-technique-the-benefits-of-forward-scheduling/) - Some skills that wholesalers employ really separate the men from the boys, the posers from the superstars, the wheat from the……well you get the idea. One of those advanced skills is Forward Scheduling. Picture this sequence of events: You have a great meeting with a high potential rep, for our purposes we’ll call him The - [Welcome to the Wholesaler Beauty Pageant](https://wholesalermasterminds.com/2014/05/the-wholesaler-beauty-pageant/) - You've been invited to speak at a sales meeting. According to the sales manager there should be 30 advisors in attendance. In exchange for your "support" (read: $200) you will have a solid fifteen minutes to pitch whatever you want. Oh, and the manager tells you that you will be one of six (6) wholesalers - [5 Critical Strategies That Will Make COIs Love You](https://wholesalermasterminds.com/2014/03/5-things-to-do-to-make-cois-love-you/) - "COIs only want what's in my checkbook", said the wholesaler. Maybe that's because they don't see any other value in you. Centers of Influence come in all shapes and sizes. Regardless of your channel or your product great wholesalers know that these folks can make the difference between good years and Career Years. Here's a - [6 Ways Wholesalers Can Market Like Coca-Cola](https://wholesalermasterminds.com/2012/12/6-ways-wholesalers-can-market-like-coca-cola/) - What if you had the ability to become the Coca-Cola of your region? A force so large that other brands (wholesalers) get cold sweats just thinking about squaring off against you. A brand (you) so prevalent that virtually most advisors were drawn to your offering. Just how powerful is the Coca-Cola brand? Consider this (source - [Prevent Wholesaler Drowning By Avoiding The Sea of Sameness](https://wholesalermasterminds.com/2013/04/prevent-wholesaler-drowning-by-avoiding-the-sea-of-sameness/) - Your PVP - Peerless Value Proposition® is the most powerful tool you have in the fight to survive the vicious waters of the wholesaling Sea of Sameness. Everyday we work with coaching clients on the development of this critical dimension of the wholesaler's overall competency. And here's what we know: developing your PVP - Peerless Value Proposition is hard - [7 Ways To Get Past Your Production Plateau](https://wholesalermasterminds.com/2013/04/7-ways-to-get-past-your-production-plateau/) - [Ed. Note: part of our continuing series of "Short Take" posts that we hope provide food for thought and reflection. They are borne out of the discussions we have everyday with our clients.] Your goal for the year is set. You have in your business plan to scale up production in Q2, Q3 and Q4. - [2 Things That Separate The Average Wholesaler From The Master Wholesaler](https://wholesalermasterminds.com/2013/06/2-things-that-seperate-the-average-wholesaler-from-the-master-wholesaler/) - We received a terrific question from a coaching prospect last week. He asked, "Simply put, what do you think separates an average wholesaler from a master wholesaler?" So, what are the most important differentiators that separate the wholesalers that are bobbing in the great Sea of Sameness from the greats? Two things. Process and Branding. - [How To Move Advisors From Being Interested To Producing](https://wholesalermasterminds.com/2014/06/how-to-move-advisors-from-being-interested-to-actually-producing/) - Why is it that charities like to send us pre addressed labels for free? What does the waitress at your local restaurant know that you should too? Are you aware that the Hare Krishnas used to raise million of dollars using a concept that you should use more of as well? The email that we received from - [Wholesaling in the Shark Tank](https://wholesalermasterminds.com/2014/09/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. 1. - [4 Things Wholesalers Shouldn't Ass-ume](https://wholesalermasterminds.com/2014/09/4-things-wholesalers-shouldnt-assume/) - There seems to be a recurring theme in our coaching practice. Wholesalers that are assuming. Such as - 1) Assuming the advisor knows what your PVP- Peerless Value Proposition® is: Which further assumes you have one. Which too many wholesalers don't. Frequently, we uncover that even when wholesalers have taken the time to hone their PVP, they make - [How Wholesalers Build Confidence By Developing Their PVP - Peerless Value Proposition®](https://wholesalermasterminds.com/2011/10/how-wholesalers-build-confidence-by-developing-their-pvp-peerless-value-proposition/) - Maybe you are a seasoned veteran that has lost a bit of your moxie. Maybe you are a young wholesaler just starting out, somewhat tentatively, on the career journey. In either case, developing a strong PVP - Peerless Value Proposition® can be just the medicine that you require to harness the confidence that you need. Let me - [11 Topics You Need To Be Discussing With Your Internal Partner](https://wholesalermasterminds.com/2015/03/11-topics-you-need-to-be-discussing-with-your-internal-partner/) - Do you have weekly scheduled meetings with your internal partner? If not, why not? And the answer 'we speak every day' is not an excuse. Here's a list of 11 topics you should be working through: 1. Pipeline review: what sort of business is in the pipeline, from which advisors, at what stage of evolution, and how can we - [14 Critical Wholesaler Strengths - How Do You Measure Up?](https://wholesalermasterminds.com/2015/06/14-critical-wholesaler-strengths-how-do-you-measure-up/) - "How do I compare to other wholesalers?" "Do my actions and behaviors place me in the 'best in class' category?" "What are the mile markers I should use to gage my development and success?" These are all questions that we get at Wholesaler Masterminds® Coaching. Here then is your list of 14 Wholesaler Strengths that belong to best in class - [Brexit Be Damned - 9 Things Wholesalers Can't Control and 15 Things They Can](https://wholesalermasterminds.com/2016/06/brexit-be-damned-9-things-wholesalers-cant-control-and-15-things-they-can/) - It's easy to get sucked into the calamity du jour and lose focus. To that end we offer a bit of perspective. Things You Can't Control You can't control world and national events (e.g. Brexit, US elections). You can't control portfolio manager/fund performance. You can't control product pricing. You can't control regulatory related issues (DOL). You - [Wholesalers and High Concepts](https://wholesalermasterminds.com/2017/07/wholesalers-and-high-concepts/) - Quick. Describe the essence of what you do for advisors in a short sentence. Make it both brief and provocative. Will it pique the prospect's imagination and promise that good things are going to happen out of an otherwise ordinary wholesaler encounter? In the late 1960's two TV executives needed a way to get you and - [How Many Times Should I Attempt To Schedule An Advisor Before Giving Up?](https://wholesalermasterminds.com/2018/08/how-many-times-should-i-attempt-to-schedule-an-advisor-before-giving-up/) - They are blinking brightly on your radar. You are certain that you have solutions that they need. And your outreach is consistently met with crickets. So, how many times should you attempt to engage the advisor prospect before simply giving up? It's a question we've frequently received over the years, and the answer is not - [83 Ways to Make 2019 Your Career Year](https://wholesalermasterminds.com/2019/01/83-ways-to-make-2019-your-career-year/) - How was your 2018? Was it your Career Year? What are your Career Year prospects for the year ahead? Based on over 5000 hours of coaching and live presentations we have done with our wholesaler and management clients, here's a list of 83 ways to ensure that 2019 exceeds your expectations: Commit to writing a good - [Q: How Many Contacts Are Required Before Your Prospect Writes Your Business?](https://wholesalermasterminds.com/2019/01/q-how-many-contacts-are-required-before-your-prospect-writes-your-business/) - A: Likely a LOT more than you thought. In December, Ignites Research released a report called "The Responsive Sales Staff" . The findings were based on surveys conducted with a total of 522 elite US financial advisors from The Financial Times 400 Top Broker-Dealer Advisors and the Financial Times 300 Top Registered Investment Advisors cohorts. Among - [A Video Message From Rob Shore About Your PVP-Peerless Value Proposition®](https://wholesalermasterminds.com/2014/04/video-why-wholesalers-need-a-great-pvp-peerless-value-proposition/) - What separates you from the sea of wholesaling sameness? Product knowledge? It is important - and it's table stakes. Service? It is important - and it's table stakes as well. Your engaging personality? Sorry, it's a prerequisite of the j.o.b. Great wholesalers work damn hard to develop their PVP-Peerless Value Proposition® Get all the information from our teleconference: SUCCESSFULLY CREATING - [12 Ways Wholesalers Profitably Use Their PVP-Peerless Value Proposition®](https://wholesalermasterminds.com/2016/01/12-ways-wholesalers-profitably-use-their-pvp-peerless-value-proposition/) - It’s a gimmick. To some naysayers, our insistence that wholesalers have a well conceptualized and executed PVP-Peerless Value Proposition® amounts to nothing more than a brilliant marketing tactic on the part of Wholesaler Masterminds®. To which we say, “It’s ok”. It’s ok if you don’t want to separate yourself from the nauseating Sea of Sameness. It’s ok - [You Might Be The Best, But You Can Still Be Better with Mark Sanborn](https://wholesalermasterminds.com/2017/09/you-might-be-the-best-but-you-can-still-be-better-with-mark-sanborn/) - Maybe you're at the top of your wholesaling game and lined up for another Career Year. Or perhaps you're stuck, unable to break through the same sales position you have been in for years. In either case Mark Sanborn believes we all have work to do to realize our full potential. And in this episode - [The Secrets of Million Dollar Sellers with Steven Harvill](https://wholesalermasterminds.com/2017/10/the-secrets-of-million-dollar-sellers-with-steven-harvill/) - 100 top producers interviewed. 1,750 stories explored. A ton of insights uncovered. Stephen Harvill and his team have pioneered methods and techniques that has shaped global business and helped companies stretch to their true potential. A scientist by education and the past president of two companies, Steve uses his leadership experience and empirical data - [The Impact of Change on Distribution and Wholesaling with Steven Miyao](https://wholesalermasterminds.com/2017/12/the-impact-of-change-on-distribution-and-wholesaling-with-steven-miyao/) - Wholesalers hate change, after all we're only human. But change, and a bunch of it, continues to head our way. How will you adapt to the change that's coming? Steven Miyao founded kasina and served as CEO since its inception. He is now President of DST kasina. He is one of the industry’s premier thought - [What's Next? Your Life After Wholesaling with Calvin Wayman](https://wholesalermasterminds.com/2017/11/whats-next-your-life-after-wholesaling-with-calvin-wayman/) - Are you a wholesaling lifer? Or do you have other plans for your career (and your life) at some point in the future? If you're thinking about what lies ahead, this episode is a must listen. Calvin Wayman is an author, speaker, and social media entrepreneur. In Spring 2015, he quit his day-job to pursue - [How Can Wholesalers More Effectively Cope With Stress? with Life Coach Mary](https://wholesalermasterminds.com/2017/11/how-can-wholesalers-more-effectively-cope-with-stress-with-life-coach-mary/) - For all the upside, our jobs as wholesalers come with some downsides. Long hours. Arduous travel. And higher than average stress. Which is why another visit with Life Coach Mary is in order. Mary Allen, CPCC, MCC is known to many as America’s Inner Peace Coach, author of The Power of Inner Choice and host - [Converting Simple Connections to Meaningful Relationships on LinkedIn with Kim Peterson Stone](https://wholesalermasterminds.com/2018/01/converting-simple-connections-to-meaningful-relationships-on-linkedin-with-kim-peterson-stone/) - "Can you evaluate my LinkedIn profile?" It's a question we get from time to to time here at Wholesaler Masterminds®. And consistently there is one glaring area of improvement that we discover. Kim Peterson Stone delivers the most effective and profitable online relationship building - with offline, long-term gain techniques - based on real world - [Become a Crazy Good Speaker! with Deirdre Van Nest](https://wholesalermasterminds.com/2017/12/become-a-crazy-good-speaker-with-deirdre-van-nest/) - Most wholesalers think they have great speaking skill. Some do. And many could benefit from significant improvement. Deirdre Van Nest is the creator of the Crazy Good Talks™ Blueprint a system that teaches financial professionals how to become “Crazy Good Speakers™” so they can bring in business and build their brands using speaking. An entrepreneur - [Creating an Influential Advisor Encounter with Michael Hoffman](https://wholesalermasterminds.com/2018/01/creating-an-influential-advisor-encounter-with-michael-hoffman/) - It seems almost magical. When you experience a service or sales encounter that justs hits on all the right cylinders. And because of that you feel compelled to speak highly of and refer that company/professional. How can wholesalers create that magic on purpose? For over 20 years, Michael Hoffman has been helping companies build sales, - [Throw Away Your Annual Business Plan with Brian Moran](https://wholesalermasterminds.com/2018/01/throw-away-your-annual-business-plan-with-brian-moran/) - The annual business plan. Insightful, productive work for some. Management mandated waste of time for others. What if there was a better way? Brian Moran, President and Founder of The 12 Week Year™, has nearly thirty years of expertise as a corporate executive, speaker, entrepreneur, consultant, coach and is a New York Times best-selling author. - [How One Firm Successfully Engaged a Former LinkedIn Insider to Increase Sales with Dan Swift](https://wholesalermasterminds.com/2018/03/how-one-firm-successfully-engaged-a-former-linkedin-insider-to-increase-sales-with-dan-swift/) - Yes, we've covered LinkedIn here before - and never like this. What happens when you take a former LinkedIn insider/senior leader and put them to work helping a firm develop and implement a super successful strategy for serving advisors and building non-product value in the market? [Hint: It's a massively successful PVP-Peerless Value Proposition®] Listen - [Decisions, Money and Emotions: Gaining a Better Understanding of an Advisor's World with Dr. Moira Somers](https://wholesalermasterminds.com/2018/02/decisions-money-and-emotions-gaining-a-better-understanding-of-an-advisors-world-with-dr-moira-somers/) - 70% of an advisor's new clients are in the middle of a major life change. 70%! How does an advisor (and their wholesaling partners) best accommodate these clients, their emotions and their money? Dr. Moira Somers is a clinical neuropsychologist, professor and financial recovery expert. She is on faculty with the Sudden Money Institute, where - [Be Bold, Be Brief and Be Gone with Jimmy Pomerance](https://wholesalermasterminds.com/2018/03/be-bold-be-brief-and-be-gone-with-jimmy-pomerance/) - How clear is it, to both clients and prospects, what's going to happen after you leave? Did your meeting end with a plan... ...or a thud? Jimmy Pomerance brings over 20 years of experience teaching, training and coaching sales professionals across many industries, but especially the financial services industry. Jimmy served as the National Sales - [Success At What Cost? with Angela Gaffney](https://wholesalermasterminds.com/2018/05/success-at-what-cost-with-angela-gaffney/) - It happens every single day. Wholesalers sacrifice their health in the name of success. For what reason though? Maybe it’s because fatigue wins over personal self-care, work demands are pulling you in too many directions, or the to-do list is simply longer than the hours in the day. Whatever the reason may be, it’s time - [The Wisdom of Our Elders is Not Always Right with Nadine Keller](https://wholesalermasterminds.com/2018/05/the-wisdom-of-our-elders-is-not-always-right-with-nadine-keller/) - Talk about a small world. Our wholesaling universe is just that. But have you fallen victim to myths and traditions handed down to you from a previous wholesaling generation? Nadine Kellers’s entire career has been focused on helping financial services sales people be more effective. As the founder of Precision Sales Coaching and Training, she - [Word of Mouth Marketing (and Why The Same is Lame) with Jay Baer](https://wholesalermasterminds.com/2018/11/word-of-mouth-marketing-and-why-the-same-is-lame-with-jay-baer/) - We ask all the time: What's your MQ: Memorability Quotient®? If you're not sure, or you're looking to refine the one you have, then this discussion with Jay Baer is mandatory listening. Pick up Talk Triggers today. Jay Baer helps businesses clone their customers. He is a 7th generation entrepreneur, has written 6 best-selling books, and - [A Wholesaler's Personal Power: Understanding Nonverbal Communication with Bill Acheson](https://wholesalermasterminds.com/2016/07/a-wholesalers-personal-power-understanding-nonverbal-communication-with-bill-acheson/) - If you better understood the misconceptions regarding mirroring your prospect or client, how to identify successful advisors from posers, and the meaning of six different styles of handshakes, would that help you improve your sales performance? Bill Acheson is an expert in nonverbal communication. As a faculty member at the University of Pittsburgh for over 20 years and - [Proven Ways Wholesalers Increase Their Likeability Factor with Cam Marston](https://wholesalermasterminds.com/2016/08/proven-ways-wholesalers-increase-their-likeability-factor-with-cam-marston/) - How does a wholesaler best use their understanding of generational nuances and differences to more effectively succeed with a broader array of financial advisors? Cam Marston is the leading expert on the impact of generational change and its impact on the marketplace. He understands the attitudes and expectations of the upcoming generations and what they expect - [Fess Up Wholesalers, Better LinkedIn Useage Belongs In Your Practice's Toolbox with Laura Virili](https://wholesalermasterminds.com/2016/08/fess-up-wholesalers-better-linkedin-useage-belongs-in-your-practices-toolbox-with-laura-virili/) - We started talking about the importance of properly using LinkedIn in your practice over five years ago. Sadly, this amazing tool isn't even in many a wholesaler's toolbox. If you do use LinkedIn, there are still a host of unexplored ways to leverage its power. That's why this week's guest is "must listen" podcasting! Laura - [4 Key Elements to Delivering a Difficult Message with Steven Gaffney](https://wholesalermasterminds.com/2016/09/4-key-elements-to-delivering-a-difficult-message-with-steven-gaffney/) - Your long-tenured PM is leaving the firm. The rider that advisors have been selling the heck out of is going away. Your new business processing is delayed by 10 days. All bad news - and all messages that are no fun to deliver. Which is why Steven Gaffney is here to visit with us in - [Your COI Mindset: A Giving Hand Is Always Full with Bill Walton](https://wholesalermasterminds.com/2016/08/your-coi-mindset-a-giving-hand-is-always-full-with-bill-walton/) - COIs have the ability to exponentially increase your influence and your sales. And we've written about it here and here. In this episode we explore how to establish and nurture successful COI relationships with a guest who does not live in the distribution "fish bowl". Bill Walton brings over 20 years of experience as a sales coach, - [Five Ways to Become a More Conscious Capitalist with Kim Ann Curtin](https://wholesalermasterminds.com/2016/09/five-ways-to-become-a-more-conscious-capitalist-with-kim-ann-curtin/) - It seems that weekly our financial services sector is the topic of another unsavory story. In fact vilifying Wall Street, and those that work on it, has become sport. Our guest this week addresses this phenomenon and offers insights into how we transform our sector. Kim Ann Curtin is the author of Transforming Wall Street: - [The Secret to Being Heard Above the Herd of Wholesalers with Joe Colavito](https://wholesalermasterminds.com/2016/10/the-secret-to-being-heard-above-the-herd-of-wholesalers-with-joe-colavito/) - You get paid to influence. Influence advisors to present your firm's product versus the competitors. But how do you enhance your powers of influence? Better still, how do you create unlimited influence? Every principle and best practice Joe Colavito teaches was born from his experience working with top wholesalers and advisors at the point of - [Why Don't Wholesalers Ask For More Referrals? Our interview with Bill Cates](https://wholesalermasterminds.com/2016/10/why-are-wholesalers-afraid-of-asking-for-referrals-our-interview-with-bill-cates/) - We all talk a good game. We get in our heads that we should ask for referrals, study a bit about how to be more successful and then...we do nothing! Why is that? Bill Cates works with wholesalers (and advisors) to help them bring value to their advisor-clients through value-added programs – live presentations, collateral - [Wholesalers, Want to Flourish in the Future? It’s Time to Change Your Mindset with Randy Pennington](https://wholesalermasterminds.com/2016/10/wholesalers-want-to-flourish-in-the-future-its-time-to-change-your-mindset-with-randy-pennington/) - There is nothing permanent except change. ~Heraclitus DOL equals change. Money market reform equals change. Political elections equal change. Over the course of our careers we will encounter innumerable changes - to our companies, our products, our clients and personal lives. What's most important is how we cope with that change Randy Pennington is an award-winning - [3 Ways Wholesalers Make a Difference in the Lives of Their Clients, Coworkers, Family and Friends with Mark Scharenbroich](https://wholesalermasterminds.com/2016/11/3-ways-wholesalers-make-a-difference-in-the-lives-of-their-clients-coworkers-family-and-friends-with-mark-scharenbroich/) - We have chosen to work in (and be amply rewarded by) a highly competitive, often cutthroat, bottom line focused industry. Too often, in the tireless pursuit of the business objectives, we overlook simple (but by no means easy) ways to impact the lives of those around us. Mark Scharenbroich is an award winning author, speaker and Emmy - [The Myth of Wholesaler Work Life Balance with Chris Johnson](https://wholesalermasterminds.com/2016/10/the-myth-of-wholesaler-work-life-balance-with-chris-johnson/) - True story. Once upon a time, a wholesaler was so hell bent on 'unplugging' from all things work (email, voice mail etc.) during his family vacation that he created more stress for himself. In the search for the holy grail of 'work life balance' he experienced his worst holiday ever. Instead of chasing the unicorn, - [How Can Wholesalers, Advisors and Their Clients Be More Cyber Secure? Our interview with Jeff Lanza](https://wholesalermasterminds.com/2016/11/how-can-wholesalers-advisors-and-their-clients-be-more-cyber-secure-our-interview-with-jeff-lanza/) - If the Kremlin can hack a political party, what's to stop your accounts from being accessed by evil doers? How can you protect your online security? What steps can you take to avoid identity theft? Keynote speaker Jeff Lanza was an FBI Special Agent for over 20 years, investigating corruption, fraud, organized crime, cyber crime, - [Daily Habits of Highly Profitable Wholesalers with Laura Stack](https://wholesalermasterminds.com/2017/01/daily-habits-of-highly-profitable-wholesalers-with-laura-stack/) - One of the top three areas of improvement we consistently hear wholesalers need is productivity/time management. Which would help to explain why Laura Stack has been visiting with us at Wholesaler Masterminds® periodically for the last six years! Laura Stack, MBA, CSP, CPAE, is best known by her moniker “The Productivity Pro®.” Stack is an - [Great Wholesalers Dare To Be Bold with Kathleen Wood](https://wholesalermasterminds.com/2016/12/great-wholesalers-dare-to-be-bold-with-kathleen-wood/) - In a time of great industry change, B.O.L.D. wholesalers and their leaders will excel. Kathleen Wood serves as the CEO and Founder of Kathleen Wood Partners, a collection of leading edge businesses dedicated to making a positive impact on people, performance and profits. Kathleen Wood Partners is an innovative growth strategy firm, focused on growing - [A Barron's Top 100 Advisor Speaks About Wholesalers with Erin Botsford](https://wholesalermasterminds.com/2017/01/a-barrons-top-100-advisor-speaks-about-wholesalers-with-erin-botsford/) - They are the holy grail of most wholesaler's practices. The Barron's Top 100 advisor. Cumulatively, based on the 2016 list, they manage $859,610,000,000! Erin Botsford is a Barron’s Top 100 Independent Advisor & Top 100 Women’s Financial Advisors, Best-Selling Author, Founder and CEO of Botsford Financial Group, a boutique financial planning firm with offices in - [A COI Speaks: If You Don’t Differentiate, You Don’t Resonate with Bill Edmonds](https://wholesalermasterminds.com/2017/02/a-coi-speaks-if-you-dont-differentiate-you-dont-resonate-with-bill-edmonds/) - Always a rare opportunity. To be able to speak to current and former senior leaders of the firms that we serve. Specifically about great wholesalers...and those that have work to do to become great. For the past 30+ years, Bill Edmonds has worked in the Financial Services industry, both as an Advisor and a leader - [Become a Better Networker in Four Simple Steps with Joe Sweeney](https://wholesalermasterminds.com/2017/03/become-a-better-networker-in-four-simple-steps-with-joe-sweeney/) - How well do you network? Do you build reciprocal relationships that last years, perhaps a lifetime? If you have room to improve this vital skill, Joe Sweeney is here to help. Joe Sweeney is a former owner and now a strategic director at Corporate Financial Advisors, LLC, a middle-market investment banking firm which specializes in providing - [Six Strategies Wholesaler Use to Vastly Improve Their Connection Quotient with Colette Carlson](https://wholesalermasterminds.com/2017/04/six-strategies-wholesaler-use-to-vastly-improve-their-connection-quotient-with-colette-carlson/) - Is it just us or are you also experiencing the evolution? The migration from wholesalers who are simply churning out appointments for the sake of being seen to wholesalers that are approaching the right advisors in the most thoughtful manner possible. If you are being more targeted and prudent in your approach to advisors, our - [How to Successfully Partner with Corner Office Advisors with Richard Weylman](https://wholesalermasterminds.com/2017/05/how-to-successfully-partner-with-corner-office-advisors-with-richard-weylman/) - Big game hunting. In our world it's the 'corner office' advisor, the object of every wholesaler's affection. And if you are able to successfully bag a partnership with this most elusive producer you can change the trajectory of your practice. The question is: how do you do it? Richard Weylman is in the Professional Speakers - [The Next Crisis Is Always Lurking, Are You Prepared? with Melissa Agnes](https://wholesalermasterminds.com/2017/05/the-next-crisis-is-always-lurking-are-you-prepared-with-melissa-agnes/) - It's bound to happen at some point. Your superstar PM abruptly resigns. Your firm's rating takes a major downgrade. Or, heaven forbid, a scandal plasters your name across the front page of the industry trades. How will you handle it? Even more importantly, how can you position yourself today for what may come tomorrow? Melissa Agnes - [The Evolution of Wholesaling: The Rise of the Consultant Seller with Mark Magnacca](https://wholesalermasterminds.com/2017/06/the-evolution-of-wholesaling-the-rise-of-the-consultant-seller-with-mark-magnacca/) - The distribution community is no stranger to change. Yet the winds of change are blowing harder and faster than ever before. Wholesalers who resist the change will find their careers, and their livelihoods, irreversibly altered. Mark Magnacca, President and co-founder of Allego, has spent the last 15 years helping sales leaders shorten the sales cycle - [8 Core Sales Beliefs of Truly Great Wholesalers with Tony Hughes](https://wholesalermasterminds.com/2017/06/8-core-sales-beliefs-of-truly-great-wholesalers-with-tony-hughes/) - What are your core sales beliefs? How do your beliefs align with those in other industries or other countries? Tony Hughes has thirty years of sales leadership experience and holds personal and team sales records that have never been broken. He is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific - [Creative Advisor Relationship Acquisition and Development Strategies with Dave Maloney and Mark Spina](https://wholesalermasterminds.com/2017/06/creative-advisor-relationship-acquisition-and-development-with-dave-maloney-and-mark-spina/) - Depending on what you read or who you follow, the fate of the wholesaler is perilous. With team structures and investment platforms becoming the preferred operating model for so many advisors, how does today’s wholesaler successfully harvest, deepen and retain key advisor relationships? We've brought together two special guests to address just that. Mark Spina - [Lessons From Leaders #1: Interview with John Moninger at Eaton Vance, Mark Spina at Russell Investments and Brett Wright at Macquarie Group](https://wholesalermasterminds.com/2018/06/lessons-from-leaders-1-the-moninger-spina-wright-interview/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [A Sign From Above](https://wholesalermasterminds.com/2019/05/a-sign-from-above/) - 100 miles per hour. That's the speed at which most wholesalers run daily. And I was no different from you, screaming from office to office, advisor to advisor. Naturally, as we blast through the day, human biology reminds us that right now would be a good time to find a restroom. So it was that - [One Simple Way To Be The Most Memorable Wholesaler Or Leader](https://wholesalermasterminds.com/2019/05/one-simple-way-to-be-the-most-memorable-wholesaler-or-leader/) - Time for an upscale mini vacation. That was my thought as I scoured through the Forbes Travel Guide. I'd shoehorn in a beach-side visit at a five star property en route to a client engagement. Plus, the resort under consideration offered a third night for free promotion - who could resist? Overcome by the thought - [In Memory Of A Memorable Wholesaler](https://wholesalermasterminds.com/2019/05/in-memory-of-a-memorable-wholesaler/) - [As published 9/11/2016] 36 years of wholesaling. Longer than most of us can contemplate slugging out the day to day battle to raise your fair share of assets. He spent most of his career in the Alt, Hedge Fund and Managed Futures spaces. In July 2014 he was the subject of one of our Millionaire Wholesaler interviews. - [The Legend of 9D: An Act of Uncommon Kindness](https://wholesalermasterminds.com/2019/05/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 - [Why Not Just Pay Wholesalers a Salary?](https://wholesalermasterminds.com/2010/03/why-not-just-pay-wholesalers-a-salary/) - Over the past three days Ignites has been running the results of a wholesaler survey they did. Ignites survey on the top issues that external wholesalers face in their profession. Precisely 152 wholesalers, representing more than 50 fund families with $3 trillion-plus in open-end mutual fund assets, took part in the research. While there were - [Lessons From Leaders #3: How Wholesalers Thrive in the Future with Cerulli Associates](https://wholesalermasterminds.com/2018/07/lessons-from-leaders-3-how-wholesalers-thrive-in-the-future-with-cerulli-associates/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [Lessons From Leaders #4: Interview with Anne Steer, Congress Asset Management](https://wholesalermasterminds.com/2018/08/lessons-from-leaders-4-interview-with-anne-steer-congress-asset-management/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [Lessons From Leaders #5: Interview with Jeff Carlin, CFA at Nuveen](https://wholesalermasterminds.com/2018/09/lessons-from-leaders-5-interview-with-jeff-carlin-cfa-at-nuveen/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [Lessons From Leaders #6: Interview with Chad Mueller at CUNA Mutual Group](https://wholesalermasterminds.com/2018/09/lessons-from-leaders-6-interview-with-chad-mueller-at-cuna-mutual-group/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [Lessons From Leaders #7: Interview with Kevin McGarry, National Sales Manager, Nationwide Mutual Funds](https://wholesalermasterminds.com/2018/10/lessons-from-leaders-7-interview-with-kevin-mcgarry-national-sales-manager-nationwide-mutual-funds/) - How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry? What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn? Welcome to The New Wholesaler Masterminds Radio Show and this - [Lessons From Leaders #8: The Death of a Wholesaler - How to Avoid Irrelevance with HiddenLevers](https://wholesalermasterminds.com/2018/10/lessons-from-leaders-8-the-death-of-a-wholesaler-how-to-avoid-irrelevance-with-hiddenlevers/) - Will emerging technologies, passive investing and fee compression kill the wholesaler? What does the future of asset management sales look like? Welcome to The New Wholesaler Masterminds Radio Show and this special series of episodes we’re calling: Lessons From Leaders In this episode, sponsored by Money Management Institute's Center for Distribution Excellence, we interview: David Ristau and - [Lessons From Leaders #9: Successfully Moving Your Distribution Career Forward with Kathy Freeman](https://wholesalermasterminds.com/2019/04/lessons-from-leaders-9-successfully-moving-your-distribution-career-forward-with-kathy-freeman/) - Are you looking to move up the corporate ladder? Curious about the skills, traits, and attributes that executive recruiters seek out when sourcing candidates for coveted positions in our industry? In this episode we speak to one the country's most prominent executive recruiters, Kathy Freeman. Welcome to The New Wholesaler Masterminds Radio Show and this - [One Way Wholesalers Can Find More 'Me' Time](https://wholesalermasterminds.com/2013/08/one-way-wholesalers-can-find-more-me-time/) - One of the big problems with trying to find some "me" time as a wholesaler is the endless blending of information on your smartphone. Many wholesalers we know have just one smartphone that merges their home life and their business life. The problem is, when you are trying to tune out work ('trying' being the - [Thanks for your input!](https://wholesalermasterminds.com/2019/03/thanks-for-your-input/) - If we have a consensus to hold a webinar, we will be back in touch with specifics regarding date, content, format, cost, etc! - [Use Your iPhone To Stay More Focused In Advisor Meetings](https://wholesalermasterminds.com/2019/03/use-your-iphone-to-stay-more-focused-in-advisor-meetings/) - You're in an appointment. You forgot to silence your phone. And your briefcase or pocket starts ringing/vibrating! Sound at all familiar? Here are three Do Not Disturb (DND) features of your iPhone that every wholesaler needs to know. DND While I'm In This Appointment Set your phone to DND for the exact time block that - [What's Your Motivation?](https://wholesalermasterminds.com/2019/02/whats-your-motivation/) - Understanding the emotional drive of a character. It's central to an actor's performance. Famously, Alfred Hitchcock was asked by an actor, "What's my motivation?" To which he replied, "Your salary." And so it is with this roller coaster called wholesaling. Wherein an "actor's" drive is, more often than not, driven by an external factor - or - [Survey Results: What Motivates You To Be A High Performing Wholesaler?](https://wholesalermasterminds.com/2019/03/survey-results-what-motivates-you-to-be-a-high-performing-wholesaler/) - It started with our Sunday Night Email. And the concepts of extrinsic and intrinsic motivation. While writing What's Your Motivation?, we knew we needed a survey to learn more about what makes wholesalers, circa 2019, tick. In the email we explained the difference between the two as: "Extrinsic motivation occurs when we are motivated to - [5 Timeless Speaking Tips](https://wholesalermasterminds.com/2019/02/5-timeless-speaking-tips/) - The national sales conference. 99% of wholesalers have attended/will attend theirs between December and February. It's a tradition carried on by countless firms over the last 117 years. Here's what audiences said made speakers great at the N.C.R. National Sales Conference* held in July 1902. Earnestness in Speech: Everything about them says, “I mean business. - [FundFire Survey Uncovers Wholesaler Weaknesses and Opportunities](https://wholesalermasterminds.com/2010/07/fundfire-survey-uncovers-wholesaler-weaknesses-and-opportunities/) - In mid July FundFire ran the results of a survey aimed at understanding "ways managers can improve their chances of being selected for advisors’ portfolios." According to the site: Overall, 141 advisors representing more than 10 firms participated in the 12-question survey. The respondents hailed from wirehouses, regional broker-dealers, independent broker-dealers, registered investment advisors and - [One Wholesaler's Innovative Approach to Getting Email Opened and Read](https://wholesalermasterminds.com/2019/02/one-wholesalers-innovative-approach-to-getting-email-opened-and-read/) - We're cynical about email. Like you, we get a ton of it (and send our own each week) and most do nothing to grab our attention. Which is why a recent email we received is worthy of comment. Sent to me by a former coaching client, Toney, the message endeavors to make advisors aware of - [That Time I Outsourced Authenticity](https://wholesalermasterminds.com/2019/02/that-time-i-outsourced-authenticity/) - It sure seemed like a great idea. After all, I thought writing thank you cards to advisors was a bit of a menial task. So, in year two of my wholesaling career, I decided to employ an assistant to write the cards. And who better than Stacy, a 15 year old whose brother was the - [Your Wholesaling Reality Check](https://wholesalermasterminds.com/2019/01/your-wholesaling-reality-check/) - Yes, the job is demanding. Yes, the job is stressful. Yes, it's a job that is unparalleled when effort is measured against income. Here is your wholesaling reality check. Click on the image to expand to full size. - [You're Not Lucky](https://wholesalermasterminds.com/2019/01/youre-not-lucky/) - She had a record sales month. She said, "I just got lucky." He got the elephant advisor to drop a huge ticket. He chalked it up to right place, right time. She made the annual wholesaler top producer trip. She said, "The stars just aligned I guess." Luck is what happens when an unemployed pipe - [Please Increase Your MQ-Memorability Quotient®. Thank You.](https://wholesalermasterminds.com/2019/01/please-increase-your-mq-memorability-quotient-thank-you/) - We always say that the bar to increasing your MQ-Memorability Quotient® is set fairly low. Low enough that simply being more responsive (urgency) or doing what you say you will do, when you say you will do it (word of honor) will separate you from the Sea of Sameness. And now comes this courtesy of - [12 Skills You'll Need To Hone For The Next Decade Of Wholesaling](https://wholesalermasterminds.com/2018/07/12-skills-youll-need-to-hone-for-the-next-decade-of-wholesaling/) - Speak to any wholesaler that started their career 15-20+ years ago and you'll hear a similar refrain: "My oh my how things have changed." The reality is, you ain't seen nothing yet. In our recent podcast How Wholesalers Thrive in the Future, we spoke with two consultants from Cerulli Associates, an international financial services consulting firm. - [14 Guaranteed Ways to Achieve Success With Your Internal Wholesaler](https://wholesalermasterminds.com/2010/03/14-guaranteed-ways-to-achieve-success-with-your-internal-wholesaler/) - Most wholesalers have an Internal Wholesaler (IW) that has become a vital piece of the business process and overall success of the region. Sadly, from what I have seen over the years, there are wholesalers that just don't understand how to leverage these valuable folks to maximize the success of the region. It is for - [More Than 200 Ideas To Improve Your Wholesaling Practice](https://wholesalermasterminds.com/2015/04/more-than-100-additional-ways-to-improve-your-practice/) - On two recent coaching calls I asked clients if they were listeners of the Wholesaler Masterminds® Podcast. One responded that they were unaware we had a show. One replied that they were not exactly sure how to access ours, or any, podcast. That was an eye opener for us! After all, over the last seven years - [The Curious Wholesaler](https://wholesalermasterminds.com/2018/10/the-curious-wholesaler/) - Smart folks. We work in a sector that is filled with super smart folks. Many have IQ's worthy of Mensa consideration. Yet not all of those brilliant minds have an EQ (Emotional Quotient) that is as developed as their IQ is. After reading a piece in the Harvard Business Review, I'm convinced that the greatest - [Three Step Wholesaler Cleanse](https://wholesalermasterminds.com/2018/10/three-step-wholesaler-cleanse/) - Caffeine withdrawals. Seems that an old friend was experiencing them after going through a nine day cleanse, which included four days of fasting. Not one to undertake any regimen that involves removing Starbucks from my life, I starting thinking about ways to cleanse my practice - and how you can cleanse yours. Specifically, what three - [Your Ocean of Rejection](https://wholesalermasterminds.com/2018/10/your-ocean-of-rejection/) - You already know about The Sea of Sameness. It's that body of water that will swallow you up, unless you learn how to distinguish yourself from your competition. Recently I learned of another sales body of water. The Ocean of Rejection. According to Daniel Pink, this phrase was coined by 77 year old Norman Hall - [It. Just. Is.](https://wholesalermasterminds.com/2018/10/it-just-is/) - 100+ years. That's the collective years of wholesaling wisdom represented at a very small reunion of super successful current and former wholesalers held recently. They were, at one point or another, my former employees, coworkers and clients - and most importantly, great friends. Over dinner we spoke about one element of wholesaling life that plagues - [Wholesaler Struck By Lightning](https://wholesalermasterminds.com/2018/09/wholesaler-struck-by-lightning/) - Have you been hit? By the Morningstar Gold/5-Star/Lipper Leader fund that kills the competition. By the VA that has the best positioned rider on the street. By the REIT that is closing in 30 days, and money is pouring in. Most wholesalers have been there at least once. And that's easy money. But more often, - [23 Great Quotes For Wholesalers](https://wholesalermasterminds.com/2012/04/23-great-quotes-for-wholesalers/) - Quotes are great. They get you to think. Have the ability to inspire. Give you a window into the thoughts of great minds. Here are 23 quotes that we think speak to wholesalers and their leaders: "The only place where success comes before work is in the dictionary.” ~Vidal Sassoon “Without hard work, nothing grows - [We Need To Make A Change](https://wholesalermasterminds.com/2018/09/we-need-to-make-a-change/) - Highs and lows. Our careers are full of them. Sometimes, whether we believe it's deserved or not, we hear a message from the boss that shakes us to our core. "Rob, unless you figure out a way to get sales up, we are going to need to make a change." Maybe you've never heard this - [The Wholesaling Marathon](https://wholesalermasterminds.com/2018/09/the-wholesaling-marathon/) - Valuable lessons. We've all learned them. Back at the beginning of my wholesaling career there was a manager (Anne) that asked if I could do a meeting on a Friday. My (dumbest possible) answer was, "Friday's are my office days, I don't do appointments". As I was new on her wholesaling scene, Anne decided to - [It's My Fault](https://wholesalermasterminds.com/2018/08/its-my-fault/) - Spotty sales. Lack of appointments. Advisors not returning my calls. Home office partners being unresponsive to my requests. My boss failing to see the great attributes that I bring to the firm. It could be because of product performance. It might be that the others whom I abdicate (yes, abdicate) my responsibilities to aren't doing - [Big Brother's Watching](https://wholesalermasterminds.com/2018/09/big-brothers-watching/) - 2009. That's the year the company began watching. The unprecedented oversight includes tracking such as: whether your seat belt was fastened the route you took to your destination how fast you were driving if you are driving erratically/breaking too hard the order in which you make your scheduled stops the frequency and distance of backing - [Do Your Advisors Feel FOMO?](https://wholesalermasterminds.com/2018/07/do-your-advisors-feel-fomo/) - Call them VCs or Angel investors. They're folks that listen to endless pitches from wide eyed, eternally hopeful entrepreneurs who think they have the next billion dollar valuation. In the pitch, Angels need to feel the conviction of the entrepreneur's ideas. They have to understand the new company's unfair advantage. And when the entrepreneur is - [The Thinker](https://wholesalermasterminds.com/2018/08/the-thinker/) - The President of the distributor had an announcement to make. "I've decided to reorganize and add another layer of management to our growing firm. In doing so, I'll have more time to think", he said. To which I distinctly remember thinking, "I'm busting my hump in the field every day, barely able to breathe, and - [A Very Good Question](https://wholesalermasterminds.com/2018/06/a-very-good-question/) - The question came at the end of a fantastic wholesaler training session in Charleston, SC. It was asked by the divisional manager on behalf of the attendees in the room. "What one quality is universal among the most successful wholesalers that you coach?" As I stood at the front of the room, I thought for - [Be a Wholesaling Hero](https://wholesalermasterminds.com/2018/06/be-a-wholesaling-hero/) - 100 years worth of amazing lessons. That's what it feels like after nearly 10 years in Entrepreneurial America. And the relateable message to your wholesaling practice is this: If you want to build someone's loyalty quickly and impressively come to their rescue. Be a hero when a hero is in need. The story: 23 days - [Are You The Real Thing?](https://wholesalermasterminds.com/2018/07/are-you-the-real-thing/) - Quiz time. Q: What's the most recognized word in the world? A: Okay Q: What's the second most recognized? A: Coca-Cola The Coke brand is so ubiquitous that you can go to almost any corner of the earth, say the magic word, and be clearly understood. Q: What soda brand was founded before Coke and - [Hold Me Closer Tony Danza](https://wholesalermasterminds.com/2018/07/hold-me-closer-tony-danza/) - Ever see a service or product and think, "Why didn't I think of that?" One example of this is the original Smiley Face. For 40+ years we have all heard the lament from family and friends that this should have been "their" idea. Another example, for folks like me who always screw up song lyrics, - [Pay Yourself First](https://wholesalermasterminds.com/2018/08/pay-yourself-first/) - An artist in concrete. Best in the county. These are but two of the accolades heaped on Darrell the Concrete Guy. So busy was Darrell's crew that we waited an extra three weeks, into what was to be a 30 day project, just to secure his services. Oh, and his work was good. Which can't - [Wholesaler Masterminds Radio Pod Pack #1: Industry Education and Trends](https://wholesalermasterminds.com/2018/06/wholesaler-masterminds-radio-pod-pack-1-industry-education-and-trends/) - At Wholesaler Masterminds® Radio we focus on bringing you guests that assist you with improving the art, science and lifestyle of your practice. Catch up on an episode that you missed or revisit one of your favorites. In this pod pack: Industry Education and Trends Be Sure To Subscribe: [ezcol_1third][/ezcol_1third] [ezcol_1third] [/ezcol_1third] [ezcol_1third_end][/ezcol_1third_end] The Impact of - [RESULTS: One Question Survey - Wholesaler Thank You Calls](https://wholesalermasterminds.com/2018/06/results-one-question-survey-wholesaler-thank-you-calls/) - After hearing a most curious comment from a coaching client about thank you calls, we needed a reality check. So, we turned to you and your wholesaling peers. And 224 responded in the past week: - [One Question Survey: Wholesaler Thank You Calls](https://wholesalermasterminds.com/2018/06/one-question-survey-wholesaler-thank-you-calls/) - From time to time we get asked about thank you calls. Plus, we had a most interesting discussion with a wholesaler regarding how they should (or should not) make thank you calls, and to whom. So, we ask you to answer this ONE QUESTION (we'll publish the results here in a couple of weeks): SEE - [12 Most Read Posts Of The Last 12 Months](https://wholesalermasterminds.com/2016/04/12-most-read-posts-of-the-last-12-months/) - We geek out occasionally on the stats of our Wholesaler Masterminds® website to learn more about what content you, our readers, enjoy. To that end, here are the 12 Most Read Posts of the Last 12 Months - did you miss any? 11 Key Reasons Internal Wholesalers Get Promoted To External Wholesalers 76 Great Questions - [The One Thing Killing Your Wholesaling Productivity](https://wholesalermasterminds.com/2018/06/the-one-thing-killing-your-wholesaling-productivity/) - It's a complicated job. Filled with everyday distractions . So why make it more so? Looking for content for your next sales meeting? Check out: Proven Strategies To Transform Your Wholesaling Practice - [Wholesaler Masterminds Radio Pod Pack #3: Wholesaler Self Improvement](https://wholesalermasterminds.com/2018/07/wholesaler-masterminds-radio-pod-pack-3-wholesaler-self-improvement/) - At Wholesaler Masterminds® Radio we focus on bringing you guests that assist you with improving the art, science and lifestyle of your practice. Catch up on an episode that you missed or revisit one of your favorites. In this pod pack: Wholesaler Self Improvement Be Sure To Subscribe: [ezcol_1third][/ezcol_1third] [ezcol_1third] [/ezcol_1third] [ezcol_1third_end][/ezcol_1third_end] To see more of - [Wholesaler Masterminds Radio Pod Pack #2: Winning and Solidifying the Advisor Relationship](https://wholesalermasterminds.com/2018/07/wholesaler-masterminds-radio-pod-pack-2-winning-and-solidifying-the-advisor-relationship/) - At Wholesaler Masterminds® Radio we focus on bringing you guests that assist you with improving the art, science and lifestyle of your practice. Catch up on an episode that you missed or revisit one of your favorites. In this pod pack: Winning and Solidifying the Advisor Relationship Be Sure To Subscribe: [ezcol_1third][/ezcol_1third] [ezcol_1third] [/ezcol_1third] [ezcol_1third_end][/ezcol_1third_end] To - [One Simple (But Not Easy) Way Wholesalers Increase Their MQ-Memorability Quotient®](https://wholesalermasterminds.com/2018/06/one-simple-but-not-easy-way-wholesalers-increase-their-mq-memorability-quotient/) - The bar is really set quite low. These days even basic business protocols can earn you huge points. How will you increase your MQ-Memorability Quotient®? - [One Mistake Wholesalers Should Never Make](https://wholesalermasterminds.com/2018/06/one-mistake-wholesalers-should-never-make/) - It was 5:30 PM and I was driving the 405 south through Orange County. The phone rings and it is one of my advisors. Not just any advisor, but my largest. He called to ask for money for a marketing campaign that would be "featuring" my fund family. The amount he requested was really out - [Thinking About Moving From Wholesaling Into Sales Management? Better Read This First](https://wholesalermasterminds.com/2018/05/thinking-about-moving-from-wholesaling-into-sales-management-better-read-this-first/) - Seems like a natural enough stepping stone. The successful wholesaler migrates from carrying a bag into management. So what could go wrong? Plenty. What's The Motivation? Too frequently wholesalers decide that management is the next stop on the career train simply because they want to stop the day to day grind of calling on advisor - [Are You Bullish or Bearish on Wholesaling?](https://wholesalermasterminds.com/2018/05/are-you-bullish-or-bearish-on-wholesaling/) - There's been much written about our demise. And, depending on your point of view, you may agree. Or not... We recently attended (and spoke at) the Investments & Wealth Institute Annual Conference Experience—ACE in Nashville. As a whole host of our colleagues were assembled, we interviewed many and asked the question: Are you bullish or - [The Future of Wholesaling Looks Bleak](https://wholesalermasterminds.com/2018/03/the-future-of-wholesaling-looks-bleak/) - The signs are right in front of us. And they have been for a very long time. So why is it that so many don't seem to understand what those signs say? Please Watch This Did You Get The Three (3) Big Takeaways? What Can You Do? Listen RIA Wholesaling Best Practices with Dennis Gallant - [The Next Small Thing - First Eight Minutes](https://wholesalermasterminds.com/2017/09/next-small-thing-first-eight-minutes/) - PLEASE NOTE: THE AUDIO QUALITY OF THIS CLIENT PRODUCED VIDEO IS ONLY FAIR...AT BEST. - [There’s Pain in Your “But”](https://wholesalermasterminds.com/2018/02/theres-pain-in-your-but/) - Don't excuses really tick you off? They get us fairly bothered. And the world today is filled with them. Some excuses are long, drawn-out affairs that take endless time to unfurl. Then there is the shortest excuse in the book, the word “but.” Yes, but I thought he was going to do it. It was - [The Responsible Wholesaler](https://wholesalermasterminds.com/2013/07/the-responsible-wholesaler/) - It wasn't the home office's fault. It wasn't something your internal did. Your boss is not to blame. The firm did not conspire to get you. Your friends can't be held culpable. Neither can your spouse/significant other. Sometimes we need to know it's simply our fault. We did it. And now we pay the price. - [Should I Stay or Should I Go? An Internal Wholesaler's Dilemma](https://wholesalermasterminds.com/2018/02/should-i-stay-or-should-i-go-an-internal-wholesalers-dilemma/) - We received a GREAT question today. While we certainly have thoughts on it, we turned to LinkedIn to get YOUR thoughts. The question is: "As an internal, who’s worked for a top firm for the past four years, looking to be an external, would you leave to become an external at a smaller firm, in - [CNBC Says The Sky Is Falling, Again - What Are 7 Things A Wholesaler Should Do?](https://wholesalermasterminds.com/2011/08/cnbc-says-the-sky-is-falling-again-whats-are-7-things-a-wholesaler-should-do/) - Note: While written in 2011, the advice still holds true today! Guilty as charged. Even though I am the first one to advise my clients and you to avoid the theater that is CNBC, today I had to watch the last 1/2 hour before the close. During that time CNBC decided to go 'commerical free' so they - [Done and done!](https://wholesalermasterminds.com/2018/01/done-and-done/) - You are good to go - THANK YOU! Now be sure to explore: 100 + Podcasts 400 + Blog Posts Wholesaler Masterminds® Schedulers Coaching Live Presentations - [MMI Distribution Leadership Forum Promo](https://wholesalermasterminds.com/2018/01/mmi-distribution-leadership-forum-promo/) - A Message From Rob Shore CEO + Founder Wholesaler Masterminds® Before you go, please do join 11,000 of your wholesaling peers who regularly read our our Sunday Night Email Not familiar with Wholesaler Masterminds®? Have a look at our 400+ posts or listen to our wholesaler podcast. - [How To Use Follow Up Task Worksheet](https://wholesalermasterminds.com/2012/09/how-to-use-follow-up-task-worksheet/) - This video walks you through the Follow-up Task Worksheet (hint: use the full screen mode for better viewing) - [See You Soon OneAmerica!](https://wholesalermasterminds.com/2017/12/see-you-soon-one-america/) - A brief message from Wholesaler Masterminds® Founder, Rob Shore: See you soon in Indianapolis OneAmerica! Before you go, please do join 11,000 of your wholesaling peers who regularly read our our Sunday Night Email - [Breaking The Golden Rule](https://wholesalermasterminds.com/2017/11/breaking-the-golden-rule/) - Maybe it's the season. The crazy busyness brought on by folks doubling down on activity in a last minute push to meet annual sales targets. Or, it could be a lack of time management skills. The inability to commit to one's own calendar. Then again, perhaps it's something more insidious. Could it be a blatant - [Defending the Honor of Wholesaling](https://wholesalermasterminds.com/2017/11/defending-the-honor-of-wholesaling/) - Do you remember Dudley Do-Right? A cartoon character from the 1960's, he was the dim-witted, cheerful and conscientious Canadian Mountie that fell hopelessly for his love interest Nell. In episode after episode Dudley was seen defending Nell from the evil Snidely Whiplash. What's this got to do with wholesaling you ask? Everything. Some years back - [First Call Wholesaling aka The Snapple Factor](https://wholesalermasterminds.com/2017/11/first-call-wholesaling-aka-the-snapple-factor/) - They call it the Snapple Factor. The credit union executive spoke about a service concept called PlusOne. And the flagship story that exemplifies it. It seems that a member called into a credit union call center for some advice. Was she calling about her CD choices? No. Did she need guidance about whether she could - [Do Advisors Prefer Emails or Phone Calls to Schedule Wholesaler Appointments?](https://wholesalermasterminds.com/2012/09/do-advisors-prefer-emails-or-phone-calls-to-schedule-wholesaler-appointments/) - The email versus phone call question was just one of the questions we asked recently in a financial advisor survey Wholesaler Masterminds did in cooperation with Financial Planning Magazine. And the results were stunning. 608 advisers weighed in on the question and the overwhelming choice was email: And, to add to the scheduling difficulty factor, - [If It Walks Like A Duck](https://wholesalermasterminds.com/2017/09/if-it-walks-like-a-duck/) - You know the glamour of travel. Especially when traveling by taxi in any metropolitan city. In fact I'd like to have a word with the guy that decided that a Toyota Prius can be converted into a cab. Since I stand 6' 2" it's more like a form of urban torture than transportation. Recently I - [54% of Wholesalers See Significant Impact on Future Income: 2017 State of Wholesaling Survey Results – Part 4](https://wholesalermasterminds.com/2017/09/54-of-wholesalers-see-significant-impact-on-future-income-2017-state-of-wholesaling-survey-results-part-4/) - Between July 21 and August 2 Wholesaler Masterminds® conducted a survey of our US and Canada based community. We requested survey responses through direct email outreach, LinkedIn, Twitter and Facebook. We received 847 total responses. In addition we received over 800 written comments. This is Part 4 of our effort to provide you with an - [70% of RIAs Are Not Influenced by Wholesalers and 46.7% React Negatively to Interactions](https://wholesalermasterminds.com/2017/09/70-of-rias-are-not-influenced-by-wholesalers-and-46-7-react-negatively-to-interactions/) - That was the startling headline we recently read. The statements were derived from a study done by AP Viewpoint: How Advisors Choose Actively Managed U.S. Equity Funds. We encourage you to get the full 80 page report (link provided below), as our focus here is solely on the findings and accompanying quotes that the RIA - [Death By Daily Sales](https://wholesalermasterminds.com/2017/08/death-by-daily-sales/) - Alarm sounds. Eyes open. Grab phone. Check daily sales. This ritual, that for many wholesalers begins every day, sets the tone for the rest of the day's attitude. Great daily sales add a glide to your stride and an air of invincibility. Bad daily sales have you second guessing everything and start you climbing the - [Wholesalers Believe Big Data and Technology Having Significant Impact on Business: 2017 State of Wholesaling Survey Results – Part 3](https://wholesalermasterminds.com/2017/08/wholesalers-believe-technology-having-significant-impact-on-business-2017-state-of-wholesaling-survey-results-part-3/) - Between July 21 and August 2 Wholesaler Masterminds® conducted a survey of our US and Canada based community. We requested survey responses through direct email outreach, LinkedIn, Twitter and Facebook. We received 847 total responses. In addition we received over 800 written comments. This is Part 3 of our effort to provide you with an - [2017 State of Wholesaling Survey Results: Survey Participant Census Data](https://wholesalermasterminds.com/2017/08/2017-state-of-wholesaling-survey-results-survey-participant-census-data/) - Between July 21 and August 2, 2017 Wholesaler Masterminds® conducted a survey of our community. We requested survey responses through direct email outreach, LinkedIn, Twitter and Facebook. We received 847 total responses. In addition we received over 800 written comments. Survey Participant Census Data Our survey respondents are a well seasoned group with regard to - [The Effect of the Aging US and Canadian Advisor Population: 2017 State of Wholesaling Survey Results – Part 2](https://wholesalermasterminds.com/2017/08/the-effect-of-the-aging-us-and-canadian-advisor-population-2017-state-of-wholesaling-survey-results-part-2/) - Between July 21 and August 2 Wholesaler Masterminds® conducted a survey of our US and Canada based community. We requested survey responses through direct email outreach, LinkedIn, Twitter and Facebook. We received 847 total responses. In addition we received over 800 written comments. This is Part 2 of our effort to provide you with an - [The Impact of DOL and CRM2 Significant For Most Wholesalers: 2017 State of Wholesaling Survey Results - Part 1](https://wholesalermasterminds.com/2017/08/the-impact-of-dol-and-crm2-significant-for-most-wholesalers-2017-state-of-wholesaling-survey-results-part-1/) - Between July 21 and August 2 Wholesaler Masterminds® conducted a survey of our US and Canada based community. We requested survey responses through direct email outreach, LinkedIn, Twitter and Facebook. We received 847 total responses. In addition we received over 800 written comments. This is Part 1 of our effort to provide you with an - [Our Upcoming Time Together in Chicago](https://wholesalermasterminds.com/2017/08/our-upcoming-time-together-in-chicago/) - See you soon Protective Distributors! Before you go, please do join 11,000 of your wholesaling peers who regularly read our our Sunday Night Email - [Our Upcoming Time Together in Toronto](https://wholesalermasterminds.com/2017/08/agf-sales-meeting-promo/) - See you soon in Toronto AGF! Before you go, please do join 11,000 of your wholesaling peers who regularly read our our Sunday Night Email - [7 Proven Suggestions to Make Your Advisor Voicemail Messages More Effective](https://wholesalermasterminds.com/2017/07/7-proven-suggestions-to-make-your-advisor-voicemail-messages-more-effective/) - Reaching an advisor for a live phone conversation today is daunting. In many (most?) cases you'll be leaving a voicemail message. The question is, how do you make the most of the message that you leave? 7 Suggestions to Make Your Voicemail Messages More Effective 1. Be genuine (adjective: truly what something is said to be; - [The Wholesaler's Big Blown Opportunity](https://wholesalermasterminds.com/2013/04/the-wholesalers-big-blown-opportunity/) - [Ed. Note: part of our continuing series of "Short Take" posts that we hope provide food for thought and reflection. They are borne out of the discussions we have everyday with our coaching clients.] If you have wholesaled long enough you know that there are years where the stars just align. Your product is perfectly positioned in - [The Happy Wholesaler](https://wholesalermasterminds.com/2013/05/the-happy-wholesaler/) - [Ed. Note: part of our continuing series of "Short Take" posts that we hope provide food for thought and reflection. They are borne out of the discussions we have everyday with our coaching clients.] Clients often lament their lack of work life balance. And as an industry this is a malady that effects many/most. Recently - [Are Your Advisor Appointments Diagnostic or Prescriptive?](https://wholesalermasterminds.com/2014/08/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. Yet even long tenured wholesalers can become afflicted, even if only periodically, with this insidious disease. And for the seasoned vet it takes a different shape. - [Five Ways Advisors Can Use Wholesalers to Get to Their Own Retirement](https://wholesalermasterminds.com/2011/10/five-ways-advisors-can-use-wholesalers-to-get-to-their-own-retirement/) - This article is from the Fall 2011 issue of The American College's Wealth Channel Magazine: It presents ideas for advisors on how to best partner with wholesalers. Enjoy the read. Five Ways Advisors Can Use Wholesalers to Get to Their Own Retirement - Wealth Channel Winter 2011 by Rob Shore on Scribd - [Wholesalers Should Give Their Clients The Platinum Treatment](https://wholesalermasterminds.com/2013/01/video-wealth-channel-magazine-give-your-clients-the-platinum-treatment/) - In the Winter 2013 issue of the American College's Wealth Channel Magazine we did a story titled "All That Glitters Is Platinum!" Because the bar for great service continues to rise. And, while some follow the Golden Rule, great wholesalers follow the Platinum Rule. Read and download the article here: All That Glitters Is Platinum! - [Sales Trap: Chasing One Hit Wonders](https://wholesalermasterminds.com/2017/07/sales-trap-chasing-one-hit-wonders/) - As I built my book of producers for OppenheimerFunds, I was tenacious and persistent. The more a prospect offered resistance, the harder I sold. Dan was an advisor that I called on frequently. He was a massive producer and wrote almost none of my product. For years I diligently called on Dan each time I - [It. Just. Is. - Your Futile Search for the Cure to Your To Do List](https://wholesalermasterminds.com/2017/07/it-just-is-your-futile-search-for-the-cure-to-your-to-do-list/) - 100+ years. That's the collective years of wholesaling wisdom represented at a recent, very small reunion of super successful current and former wholesalers. They were, at one point or another, former employees, coworkers and clients - and most importantly, great friends. Over dinner we spoke about one element of wholesaling life that plagues many: the - [Just a Wholesaler?](https://wholesalermasterminds.com/2017/07/just-a-wholesaler/) - Three hours that go by in the blink of an eye. That was the sensation I had when I sat down for a discussion with Alan. He is both a veteran of the financial services community and a member of the Speaker Hall of Fame. And he related a story that deeply troubled me. Seems - [Sell More To Make Less - The Downside Of Wholesaler Success](https://wholesalermasterminds.com/2014/01/sell-more-to-make-less-the-downside-of-wholesaler-success/) - Oh what a year it was. One of the amazing years in which the stars aligned for most firms/wholesalers in a way that hasn't been experienced in years. Most of our clients had record or near record years, both in tonnage (dollars in the door) and income. How about you? And, just as your goals - [Yes, Great Wholesalers No](https://wholesalermasterminds.com/2017/06/yes-great-wholesalers-no/) - Wholesalers hate the word. Yet, it's a word you should learn to love. It empowers you. It means that you are not settling for unworthy clients. Or chasing less than desirable prospects. It protects you from overcommitting - and violating your word of honor. The word allows you to define your ethical boundaries. And put - [23 Client Event Ideas For Wholesalers To Use With Advisors](https://wholesalermasterminds.com/2012/02/23-client-event-ideas-for-wholesalers-to-use-with-advisors/) - Pulling off a successful client event is no easy task. And we've been getting a lot of inquiries lately about suggestions for great client events. In this post we define 'client' as the public customer and/or the advisor. Also read: 25 Entertaining Ideas Wholesalers Use With Advisors As an example, we have wholesaler coaching clients using some - [See You Soon Allianz!](https://wholesalermasterminds.com/2017/06/see-you-soon-allianz/) - A Video Message From Rob Shore, CEO/Founder Wholesaler Masterminds® - [Nobody Cares How Much Wholesalers Know - Sam Richter](https://wholesalermasterminds.com/2013/12/nobody-cares-how-much-wholesalers-know-sam-richter/) - Nobody cares how much you know, until they know how much you care. ~Theodore Roosevelt Isn't that the truth - especially as it relates to the financial advisors that you serve? And yet far too many wholesalers are showing up and throwing up even as this is written. Don't take our word for it. In - [The Wholesaler's Fred Factor - Mark Sanborn](https://wholesalermasterminds.com/2013/09/the-wholesalers-fred-factor-mark-sanborn/) - Some folks would think that delivering mail for a living is about the most undifferentiated job on the planet. And most advisors can't tell one company's wholesaler from another in a police line-up. So, what can we learn from Mark Sanborn's interactions with Fred Shea, his local postal carrier, that will allow you to become - [Exactly What Do Financial Advisors Want From Wholesalers? - Bill Bachrach](https://wholesalermasterminds.com/2012/12/exactly-what-do-financial-advisors-want-from-wholesalers-bill-bachrach/) - The next best thing to getting into the brain of the financial advisor you wish to serve is to get next to the person who, arguably, is one of the most influential advisors to the advisor. And you likely already know Bill Bachrach. That's because Bill’s wide range of talents have made him one of - [What Makes a Great Day of Wholesaling?](https://wholesalermasterminds.com/2015/08/what-makes-a-great-day-of-wholesaling/) - Recently a Wholesaler Masterminds Coaching client asked us, “Based on your experience, and the experience of your clients, what makes for a great day of wholesaling?” Great question. Here’s a partial list of what makes for a great wholesaling day. If you have other suggestions, why not drop them in the comments section below? Great - [Should Wholesalers Stop Making Thank You Calls?](https://wholesalermasterminds.com/2015/11/should-wholesalers-stop-making-thank-you-calls/) - This is a question we received from a Wholesaler Masterminds Coaching client recently. To which we wondered: Why would an advisor suggest that your thank you calls are not welcome? Could it be that the thank you call that you're making is more injurious to your practice than helpful? Is there a better style of - [Taking Indications of Interest from Florida Wholesalers](https://wholesalermasterminds.com/2017/04/taking-indications-of-interest-from-florida-wholesalers/) - Hello Florida Wholesalers, On June 19, on my way to a speaking gig, I’ll be stopping in Miami to see my 86 year old Mom. While in town I thought I’d offer a ½ day wholesaler workshop. This is the same workshop that firms normally hire me for. The workshop is entitled: “Proven Strategies to - [Make a Fortune, Have a Life, or Both?](https://wholesalermasterminds.com/2012/09/make-a-fortune-have-a-life-or-both/) - We have great clients at Wholesaler Masterminds and they always get me thinking. Last week it was a discussion about the conflict wholesalers face regarding the quest for money, the desire to reach the top of the leader board and having a life. How do you decide what the priority is? If you make the - [Wholesalers Should Never Show Advisors Their 6th Toe](https://wholesalermasterminds.com/2011/05/wholesalers-should-never-show-advisors-their-6th-toe/) - "Your best client is also your competitor's best prospect!" That was the familiar refrain we used to hear from our sales manager. And, of course, she was right. So what can you do to make sure that your top producers remain YOUR top producers? There is a list of things, and we'll cover more in - [5 Things To Not Do At Your Next Conference](https://wholesalermasterminds.com/2010/11/5-things-to-not-do-at-your-next-conference/) - Last week at Schwab IMPACT I met a cadre of unbelievable wholesaling professionals. Yet there were more than a few folks that really have a thing or two to learn about great wholesaling at a conference. Here's list of 5 things to not do in your booth at your next conference: 1. Reading the paper - [Coaching Special: Through April 14th](https://wholesalermasterminds.com/2017/03/coaching-special-through-april-14th/) - At Wholesaler Masterminds® we have spent over 5000 hours working with wholesalers to improve their practices. Our most popular coaching sessions are One-on-One. Normally we require a five (5) session minimum purchase to get started. Now, and only until April 14th 2017, we are offering you a single session purchase option for $400 per session. - [Advisors Speak: The 9 Most Effective Ways Wholesalers Work With Us](https://wholesalermasterminds.com/2017/02/advisors-speak-the-9-most-effective-ways-wholesalers-work-with-us/) - Assembled at a Money Management Institute event in NYC (for which we provided the opening keynote presentation), a group of top flight wholesalers from assorted firms gathered to hone their skills and deepen their knowledge with insights from peers, industry leaders, and financial advisors whom we serve. The question, "How do Wholesalers Most Effectively Work - [Unavoidable Truth: You Need to Get Your Teeth Kicked In](https://wholesalermasterminds.com/2017/03/unavoidable-truth-you-need-to-get-your-teeth-kicked-in/) - During my years at OppenheimerFunds, I spent a ton of time training future bank platform reps how to sell mutual funds. Each month the Mutual Funds One class would begin with participant introductions, and I could tell from the wide eyes and hesitant voices that these New Account Representatives were not quite ready to embark - [One iPhone Hack That Will Save You a Ton of Time](https://wholesalermasterminds.com/2017/02/one-iphone-hack-that-will-save-you-a-ton-of-time/) - Every day you craft emails that are repetitive. And, if you are like many wholesalers, you retype each one. Stop the insanity! By using iPhone Text Replacement you'll be able to have simple words, or entire blocks of text, auto-populate in a message with a few keystrokes. For example: At Wholesaler Masterminds® when we get - [12 Must Read Posts For Internal Wholesalers](https://wholesalermasterminds.com/2015/03/12-must-read-posts-for-internal-wholesalers/) - Some internals are just starting their careers in distribution, and chomping at the bit to move out to the field. Others choose to work on the inside because it affords them the right mix of career and life balance. Either way, we know you'll find these posts of interest. And so will your external partner. - [A Wholesaler's Unfair Advantage](https://wholesalermasterminds.com/2017/02/a-wholesalers-unfair-advantage/) - Call them VCs or Angel investors. They're folks that listen to endless pitches from wide eyed, eternally hopeful entrepreneurs who think they have the next great idea. They want to understand the vision of the hopeful entrepreneurs. They need to feel the conviction of their ideas. And they have to know about their unfair advantage. - [The Bane of the Wholesaler's Existence: The Entitled Advisor](https://wholesalermasterminds.com/2013/02/the-bane-of-the-wholesalers-existence-the-entitled-advisor/) - We get all kinds of email from our readers. And the one we received recently, excerpted here, touched a familiar nerve: This week has been one of the most *insert expletive* week's I believe I have ever had. You've touched on it before, but I need some help understanding something. Why do advisors have such - [One Absolutely Foolproof Way Great Wholesalers Stay Out of The Sea of Sameness](https://wholesalermasterminds.com/2013/05/one-absolutely-foolproof-way-great-wholesalers-stay-out-of-the-sea-of-sameness/) - All day, everyday, I work with wholesalers who are laser focused on being the best at their craft. We/they meticulously and introspectively toil over the smallest details of the business looking for the edge that, frankly, is going to crush you in your region. And here is a business building nugget that I offer to - [Are You Hiding Behind Busy?](https://wholesalermasterminds.com/2017/01/hiding-behind-busy/) - You drove 300 miles this week. You saw 24 advisors. You made 43 outbound calls. You sent 38 outbound emails. You worked from 7:00 AM until 9:00 PM four out of five days this week. BUT Did you see the right advisors in that 300 mile journey - and were some of them seen out - [One Awesome Sales Idea](https://wholesalermasterminds.com/2017/01/one-awesome-sales-idea/) - You know Ben, right? Benjamin Franklin that is. In 1758 he published a book called The Way To Wealth, written as a preface to Poor Richard's Almanac. In only 30 pages he delivers all of the goodness you'd expect from a guy that gets his picture on a hundred dollar bill. In fact, this book - [The Wholesaler's Commitment To Service](https://wholesalermasterminds.com/2012/11/the-wholesalers-committment-to-service/) - In the most recent Wealth Channel magazine from The American College we were asked to provide a practice management article that would be applicable to advisors and wholesalers alike. Feel free to print it out and engage your advisors in a conversation about their service models, how they may improve their process and how you - [11 Ways Wholesalers Are Deluding Themselves](https://wholesalermasterminds.com/2012/07/11-ways-wholesalers-are-deluding-themselves/) - A post at Business Insider titled 21 Ways You Are Deluding Yourself gave us pause for thought. Excerpted from the book You Are Not So Smart in which the author gives: An entertaining illumination of the stupid beliefs that make us feel wise. You believe you are a rational, logical being who sees the world - [10 Reasons Why Wholesalers Love Their Internals...Or Not](https://wholesalermasterminds.com/2012/01/10-reasons-why-wholesalers-love-their-internals-or-not/) - The reality is I was both fortunate and lucky. Fortunate because out of the 5 internal wholesalers I had in my career, 3 of them were heaven sent. Lucky because it doesn't happen frequently enough that both internal and external click on all cylinders. So why do externals love their internals...or not? The Reasons They Were Loved • - [Wholesalers Need To Suck Before They Soar - Theo Androus](https://wholesalermasterminds.com/2012/05/wholesalers-need-to-suck-before-they-soar-theo-androus/) - If you are like a lot of wholesalers, or just plain human, you likely spend too much time in your own head. And that's why Theo Androus is with us for this episode of Wholesaler Masterminds Radio. Theo works closely with individuals and organizations to help them increase the profitability and effectiveness of their businesses. - [Can Wholesalers Effectively Use Loyalty Programs? - Shep Hyken](https://wholesalermasterminds.com/2013/01/can-wholesalers-effectively-use-loyalty-programs-shep-hyken/) - 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? We're talking about loyalty programs. And, if we are speaking about customer service and loyalty, we better - [The Dreaded Wholesaler](https://wholesalermasterminds.com/2012/01/the-dreaded-wholesaler/) - We are not sure where this video originated [though the clues tell us it's a bank advisor in Texas] - but it contains many kernels of truth. Unfortunately the advisor community views too many wholesalers (and most assuredly not just fund wholesalers) through this exaggerated, but telling, lens. If you look in the mirror and see any - [6 Step Process: How to Craft a Story and Spin It - Become a Great Student of the Business](https://wholesalermasterminds.com/2010/01/how-to-craft-a-story-and-spin-it/) - Shhh. Don't pass this around, but I never went to college. Nope, not one semester. And yet my clients assumed that I had, in part because I know how to weave a great story off of today's headlines. Some wholesalers can pick up the morning paper, read a headline or two, and run the entire - [UPDATED: An Even Faster and Still Free Way For Wholesalers To Map Advisor Locations](https://wholesalermasterminds.com/2012/04/free-and-fast-way-for-wholesalers-to-map-advisor-locations/) - Do you get dirty in the data? If you have used the Wholesaler Masterminds Rotation Builder then you know it's a terrific tool to assist you with the proper way to cover your territory so that you run it - and not the opposite. [Update: A reader graciously shared a tool that he thought worked - [61 Ways to Kill It in 2017](https://wholesalermasterminds.com/2016/12/61-ways-to-kill-it-in-2017/) - Reflect and recharge. Two reasons why we love this time of year. Looking back at your just about complete 2016, was it your Career Year? Based on over 5000 hours of coaching and live presentations we have done with our wholesaler and management clients, here's a list of 61 ways to ensure that 2017 exceeds - [Wholesaler Satisfaction Survey Results](https://wholesalermasterminds.com/2010/03/wholesaler-satisfaction-survey-results/) - During the month of February we ran a brief three question survey to take the pulse of wholesaler satisfaction. The results of the survey were surprising - sort of. In January, which seemed to be 'employee satisfaction survey' month in the human resources world, the following reports began to emerge: Ignites reported new research from The Conference Board - [2011 Wholesaler Satisfaction Survey](https://wholesalermasterminds.com/2011/01/2011-wholesaler-satisfaction-survey/) - It's time for the second annual Wholesaler Satisfaction Survey. For the 2011 edition we have expanded the number of questions (it's still short) and added topics that we know are on your mind. The results of the survey will be published in the coming months right here on the blog. The results of the 2010 - [Giving Until It Hurts? 3 Things to Expect From Your COIs](https://wholesalermasterminds.com/2016/11/giving-until-it-hurts-3-things-to-expect-from-your-cois/) - Ever wonder what you should seek in return for the investment you have made in COIs? You're not alone. This question came from a Wholesaler Masterminds Inner Circle Member (get Inner Circle information here): Question: Sales Managers are very good at asking wholesalers for support and asking us to do some meetings for trainees etc. - [Undeniable Attributes of the Greatest Wholesalers – Part One](https://wholesalermasterminds.com/2010/12/undeniable-attributes-of-the-greatest-wholesalers-–-part-one/) - You may have seen the post that WholesalerBriefcase.com wrote about the Wholesaler Lifetime Achievement Award presented at the recent Sequoia Connect ’10 conference. As I sat in the audience and listened to each award winner* speak from the dais I couldn’t help but make a list of the attributes that they outlined as being most - [Longer Hours Doesn't Equal Greater Success - Jason Womack](https://wholesalermasterminds.com/2015/02/longer-hours-doesnt-equal-greater-success-jason-womack/) - For Sale: a 25th hour in your day. Exactly how much would you bid for a 60 minute extension to your mad, busy day? If you're like most wholesalers, the answer is a lot. While we don't have the ability to manufacture new cycles of the earth's rotation, we can bring you great guests to speak - [DOL Fiduciary Rule Update #2: Unintended Consequences and the Decade of Advice and Value](https://wholesalermasterminds.com/2016/11/dol-fiduciary-rule-update-2-unintended-consequences-and-the-decade-of-advice-and-value/) - At Wholesaler Masterminds we are committed to bringing you additional information about DOL; how you and your advisors can cope with it and profit from it. In order to do that, we have another recognized industry expert, Stig Nybo, with us. Stig is a 25 year veteran within the retirement services industry. Stig has had - [DOL Fiduciary Rule Update #1: The Implications for Wholesalers and Their Leaders](https://wholesalermasterminds.com/2016/10/dol-fiduciary-rule-the-implications-for-wholesalers-and-their-leaders/) - Regardless of who you talk to, wholesalers and their leaders agree: the DOL Fiduciary Rule, that takes effect in April 2017, will continue to bring change to our industry. How sweeping will the change be? What will the impact be for wholesalers and their leaders? Will the impacts be materially different for insurance wholesalers vs. asset - [How to Search and Subscribe Through the iPhone Podcasts App and How to Write a Podcast Review on iTunes](https://wholesalermasterminds.com/2016/10/how-to-search-iphone-podcasts-app-and-how-to-write-a-podcast-review-on-itunes/) - We love podcasts and podcasting. And maybe you're listening to The New Wholesaler Masterminds Radio Show from here on our site (thank you) and you are wondering, "How exactly do I subscribe to the show on my iPhone? Or you are thinking, "These are darn good shows. How do I leave a review?" Easy to - [Congratulations! Here's Your Quarterly Success Plan](https://wholesalermasterminds.com/2016/10/heres-your-quarterly-success-plan/) - CLICK HERE TO DOWNLOAD YOUR WHOLESALER MASTERMINDS® QUARTERLY SUCCESS PLAN TEMPLATE - [The Wholesaler Who Stopped Learning](https://wholesalermasterminds.com/2016/09/the-wholesaler-who-stopped-learning/) - It happened over lunch with Mike. Seems his brother Jake sells commercial insurance. He has created a focused and tight niche directed at commercial divers. The guys and gals that weld, for example, gas lines in the middle of the ocean. Jake has made quite a name for himself in his niche. He has found - [Sushi, Sake, See Ya! - A Lesson For Sales Leaders](https://wholesalermasterminds.com/2016/09/sushi-sake-see-ya-a-lesson-for-sales-leaders/) - If I was dying and granted a last meal, a juicy steak would be tempting, but I’m certain that my choice for a last meal would be sushi. Ever since my introduction to sushi in 1978, we have had a deep and meaningful relationship. During the early 2000’s my favorite hangout was a local place - [Do You Give Good Phone?](https://wholesalermasterminds.com/2010/04/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. They lament that they'd like to be able to reach more advisors and they - [Wholesaler Ego: Be A Servant Not A Celebrity](https://wholesalermasterminds.com/2012/03/can-wholesaler-ego-and-humility-live-side-by-side/) - We work in a industry that is filled with egos. Big egos. Hell, one of my favorite quotes comes from a pin that was given to me by a co-worker when I was all of 20 years old in my first financial services job. The pin said, "Where ego I go too" For wholesalers ego - [Stop Recreating the Wheel:The Purpose of Repurposing](https://wholesalermasterminds.com/2011/05/the-purpose-of-repurposing-from-the-department-of-redundancy-department/) - Wholesalers, repeat this mantra after me: I will repurpose content, I will repurpose content, I will re..... Creating content that is new and original such as -sales ideas -email messages to advisors -sales meeting messages -one on one content -lunch meeting messages -walk through snippets -branch trainings -agency training takes a ton of work, especially if - [10 Quotes and One Gift](https://wholesalermasterminds.com/2016/08/10-quotes-and-one-gift/) - Super selective and discerning. That's our thought when we opt-in for any email subscription. One of our favorites is Fortune CEO Daily. Recently they shared quotes from Fortune 500 CEOs in answer to: "What's the best management advice you've ever received?" These ten resonate, especially in our wholesaling world. "You are no better than your - [37 Rules for Wholesalers (and counting)...](https://wholesalermasterminds.com/2011/11/a-lot-more-than-10-rules-for-wholesalers/) - This post used to be called A Lot More Than 10 Rules for Wholesalers. An odd title for a post, I know. You see, it started as a Sunday Night Email (it's received by over 4000 11,000 wholesaling folks - get on the Free Email Updates list) which read: The wisdom of our elders. A few - [There's Always A Crack In The Door For Wholesalers To Get Through](https://wholesalermasterminds.com/2011/12/theres-always-a-crack-in-the-door-for-wholesalers-to-get-through/) - Back in October I spoke at the CFDD Conference in Chicago. I was asked by Ross Marino at Rekon Intelligence to join him on a panel that addressed how wholesalers can get access to elite financial advisors - even when they are crazy busy. Following that engagement we interviewed Ross for Wholesaler Masterminds Radio in - [17 Tools Wholesalers Can Use To Get Geeky With Advisors](https://wholesalermasterminds.com/2011/04/17-tools-wholesalers-can-use-to-get-geeky-with-advisors/) - I remember the first time we deployed laptops to our salesforce (yes, it's a while ago) and began the training process. It quickly became evident that the team was divided into 3 camps. Wholesalers who embraced what was then the new technology and were eager to learn. Wholesalers that had a more difficult time with the learning process - [The Wholesaler's Jar of Life](https://wholesalermasterminds.com/2016/08/the-wholesalers-jar-of-life/) - As sent to us by an employee in 1999 and recently unearthed. The internet cites a host of different sources, whom we'd be delighted to credit, if the real original author was clear. One day, an expert in time management was speaking to a group of business students and, to drive home a point, used - [10 Surefire Ways Wholesalers Screw Up A Sales Meeting](https://wholesalermasterminds.com/2014/02/10-surefire-ways-to-screw-up-a-sales-meeting/) - 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 - [Inside a Wholesaler's Head](https://wholesalermasterminds.com/2013/04/inside-a-wholesalers-head/) - [Ed. Note: part of our continuing series of "Short Take" posts that we hope provide food for thought and reflection. They are borne out of the discussions we have everyday with our coaching clients.] Is there a constant, endless stream of business thoughts cascading through your head? Do you find it near impossible to turn off the barrage of - [How to Create Advisor Clients for Life with Mike Sciortino](https://wholesalermasterminds.com/2016/07/how-to-create-advisor-clients-for-life-with-mike-sciortino/) - Mike Sciortino is founder and CEO of Gratitude Marketing™, a firm dedicated to sharing the most time-tested, proven and cost effective marketing strategies to help you grow your business through nurturing meaningful long term relationships. Mike just released the best-seller, "Gratitude Marketing™: How you can create clients for life by using 33 simple secrets from successful financial - [Distraction Proof Wholesaling - Paul Kingsman](https://wholesalermasterminds.com/2013/07/the-distraction-proof-wholesaler-paul-kingsman/) - We wholesalers are easily distracted, wouldn't you agree? Speaking from personal experience, one shiny glimmer of an object is enough to take us off our intended path. That's why we have Paul Kingsman with us. Paul is a sought after expert on how to be distraction-proof. As a professional motivational speaker and executive coach, he - [Wholesalers Need To Grow a Pair - Larry Winget](https://wholesalermasterminds.com/2013/10/wholesalers-need-to-grow-a-pair-larry-winget/) - Based on the book titles alone you know that our guest for this episode of Wholesaler Masterminds Radio is coming at you straight and fast. Titles such as Shut Up, Stop Whining and Get a Life, It's Called Work For a Reason, People Are Idiots and I Can Prove It are just a few of - [Gaining Commitments and Closing - Anthony Iannarino](https://wholesalermasterminds.com/2014/11/gaining-commitments-and-closing-anthony-iannarino/) - You develop rapport with your advisor prospect. You ask insightful questions. You tell a fine product story. And then? For so many wholesalers the act of gaining commitments and closing the sale is in need of improvement - or worse, non-existent. Which is why Anthony Iannarino from The Sales Blog joins us for another visit - [Advisor's Viewpoint: How to Successfully Manage Wholesaler Relationships](https://wholesalermasterminds.com/2016/06/advisors-viewpoint-how-to-successfully-manage-wholesaler-relationships/) - This post from June 21, 2016 originally ran at Advisors Perspective and was written by Teresa Riccobuono. It is posted here at Wholesaler Masterminds® with permission. In my recent article on investment philosophy, I mentioned using your relationship with wholesalers to benefit your clients. Developing good relationships with wholesalers of funds in which your clients - [Wholesaler Believe It or Don't Stories](https://wholesalermasterminds.com/2016/06/wholesaler-believe-it-or-dont-stories/) - A few years ago we started a open forum for wholesalers to share stories that only fellow wholesalers could believe and/or relate to. Here are some of the latest entries. Please do contribute (anonymously) on the form that follows! ______________________________________________ Once, at 5 pm on a Friday after a full day of appointments, I was - [Trial Closing and Closing - NEW Podcast Shows - Wholesaler Masterminds® Radio](https://wholesalermasterminds.com/2016/06/new-podcast-shows-trial-closing-and-closing-wholesaler-masterminds-radio/) - Big news. We are launching a whole new series of podcast shows! Similar to the original Wholesaler Masterminds Radio, we'll be bringing you nationally recognized speakers, authors and thought leaders to discuss the art, science and lifestyle of wholesaling that will help you move your practice from good to great. These NEW shows are on - [Wholesalers Shouldn't Hide Their Financial Success - Kim Ann Curtin](https://wholesalermasterminds.com/2015/04/wholesalers-shouldnt-hide-their-financial-success-kim-curtin/) - The more you make the more disconnected you feel. The cocktail party conversation at the neighbor's house turns to money and you fall silent. Truth be told, sometimes you are embarrassed by your earnings. We work in an industry that affords us an exceptional level of income opportunity. And frequently, either through the media vilifying - [Your Can't Lose Wholesaler Success Formula](https://wholesalermasterminds.com/2015/01/your-cant-lose-wholesaler-success-formula/) - What's the secret to a long and prosperous wholesaling career? How do you develop a chart topping MQ - Memorability Quotient®? And isn't there a secret sauce that catapults you to greatness? We were asked a few years ago, "What two things separate the masterclass wholesaler from the wholesaler bobbing in the Sea of Sameness?" Our - [7 Essential Wholesaling Skills Your Manager Wants You to Have](https://wholesalermasterminds.com/2010/02/7-essential-wholesaling-skills-your-manager-wants-you-to-have/) - Fifteen years ago I asked an outside vendor to help me and my team put together an assessment that we might be able to use to pre-screen wholesalers at the point of the interview. What I wanted was something that was custom designed. While DISC and Myers Briggs are instructive, they are not specific to - [One Hidden Tweak To LinkedIn May Change Your World](https://wholesalermasterminds.com/2016/05/one-hidden-tweak-to-linkedin-may-change-your-world/) - Just not that useful. That's the opinion we've always had about the homepage stream of content updates we were getting at LinkedIn. Afterall, LinkedIn isn’t the most user-friendly social platform on the scene - and we are on it virtually every day. In fact, some of the best features are all but hidden, unless you know - [Wholesalers Save A Ton Of Time And Manage Emails More Efficiently Using Text Replacement](https://wholesalermasterminds.com/2016/04/wholesalers-save-a-ton-of-time-and-manage-emails-more-efficiently-using-text-replacement/) - If you read this post: Lightspeed Wholesaling – When Today’s Fast Is Tomorrow’s Slow, then you know it's super important to up your ability to operate with the highest sense of urgency possible. One amazing way to do that is to use Text Replacement on your iPhone or iPad. As an example: you contact Wholesaler Masterminds® - [Teleconference: Five Secrets To Attaining Wholesaling Success AND Having A Life Too](https://wholesalermasterminds.com/2010/06/five-secrets-to-attaining-extraordinary-wholesaling-success-and-having-a-life-too/) - Why Should You Listen to the Recording? If you: Are having trouble finding balance between your work and personal life Have had relationship issues brought on by your commitment to the wholesaling lifestyle Are missing family events Are tired of feeling overwhelmed Make time for everyone else (clients, prospects, kids, spouse, friends) and not enough - [The Other 8 Wholesaling Skills Your Manager Wants You to Have](https://wholesalermasterminds.com/2010/02/the-other-8-wholesaling-skills-your-manager-wants-you-to-have/) - Here's the follow up to the 7 Essential Wholesaling Skills Your Manager Wants You to Have post. In that post I said: The survey findings were distilled down into two distinct categories. Those skills we deemed to be most critical indicators of success and secondary (though not much less important) skills. While the following skills - [2013 UPDATE: (More Than) 24 Great Ideas Wholesalers Use to be More Productive – and Memorable](https://wholesalermasterminds.com/2010/06/updated-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 - [10 Gifts You Should Buy Yourself This Season](https://wholesalermasterminds.com/2009/12/10-gifts-you-should-buy-yourself-this-season/) - Great wholesalers have the right tools of the trade. With a limited number of shopping days winding down quickly you may not get these items under your tree or in your stocking. That's o.k. because these ten items that I use all the time for travel, efficiency and fun are so useful (and some have - [Tell Me Where It Hurts: 10 Questions For Business Planning With Financial Advisors](https://wholesalermasterminds.com/2009/09/tell-me-where-it-hurts/) - Business planning for the year ahead is in full swing for most wholesalers. Are you holding business planning meetings with your best clients? Plan now to plan for next year. The holiday season represents an excellent time to have meaningful sit-downs with the top brokers in your region. It's the time where you will explore - [Wholesalers: What Style of Communicator is Your Sales Manager?](https://wholesalermasterminds.com/2010/02/wholesalers-what-style-of-communicator-is-your-sales-manager/) - On a Wholesaler Masterminds call today the group and I were discussing the best ways to build a successful relationship with, and leverage the talents of, your immediate manager. One participant suggested that in order to communicate most effectively with the manager a wholesaler should understand, and implement, the manager's preferred style of communication. The - [Run Your Territory Like A Business, Not A Clubhouse](https://wholesalermasterminds.com/2011/10/run-your-business-like-a-business-not-a-clubhouse/) - Denver, lunch with Al. Boise, cocktails with Lou. Salt Lake City, dinner with Paul. Next rotation = lather, rinse, repeat. I have a wholesaler coaching client that is really tight with most of his reps. And you'd expect him to be since he has spent 5+ years in a small geographic territory. The problem is his appointments - [Bud Fox Style Elephant Hunting](https://wholesalermasterminds.com/2010/08/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 - [Advisors, Money and Emotions - Julie Murphy](https://wholesalermasterminds.com/2014/01/advisors-money-and-emotions/) - We spend time talking to our clients about advisors, their heads, and their hearts. So naturally when we learned about Julie Murphy Casserly we invited her to join us. Julie is an independent certified financial planner ® and the author of The Emotion Behind Money: Building Wealth From The Inside Out. A 17-year veteran of - [Good News! I Got Fired and I’m Leaving Wholesaling](https://wholesalermasterminds.com/2016/03/good-news-rob-i-got-fired-and-i’m-leaving-wholesaling/) - The startling news was dropped during a Private Coaching call with “Hal” (not his real name), who was a new(er) external wholesaler. Hal worked at a firm that has had multiple senior-level management shake-ups, along with dubious local management support. As we got past the niceties and into the purpose of the coaching session, Hal - [How Not to Burn Wholesaling Bridges [What Every Wholesaler Should Know About Recruitment Calls]](https://wholesalermasterminds.com/2016/03/how-not-to-burn-wholesaling-bridges-what-every-wholesaler-should-know-about-recruitment-calls/) - You’re screaming down [insert freeway, highway or byway name here] and your caller id flashes an unfamiliar number. After your next appointment, you listen to voicemail. On the other end of the line is a National Sales Manager or Divisional Sales Manager from a competing firm (or a recruiter representing that same firm). In their - [What Wholesaler Skills Are Most Important To Advisors?](https://wholesalermasterminds.com/2016/02/what-wholesaler-skills-are-most-important-to-advisors/) - In late 2015 Ignites Distribution Research released Beyond the Cliche of ‘Consultative’ Wholesaling which polled the advisor community regarding the consultative capabilities of our wholesaling community. Among the questions, they specifically asked advisors about the most important skills needed for wholesalers to succeed in forming relationships with their practices. All of the figures represent the - [10 More iPhone and iPad Apps For Wholesalers](https://wholesalermasterminds.com/2014/04/10-more-iphone-and-ipad-apps-for-wholesalers/) - Since we wrote our first post (and added subsequent updates) there have a been some great new app developments - and some not so new ones that we have found ourselves using more often. Be sure to check these out. MileIQ - This app was recommended to us by a wholesaler, and we think it's - [How Wholesalers Assist Advisors With Branding - Kimberly Bordonaro](https://wholesalermasterminds.com/2013/03/how-wholesalers-assist-advisors-with-branding-kimberly-bordonaro/) - One great PVP - Peerless Value Proposition® that our clients develop is assisting financial advisors with their marketing and the branding of their practice. It's a powerful opportunity to assist the advisor because most manage money well but market poorly - at best. That's why we hunted down Kimberly Bordonaro. Kimberly is a branding consultant who transforms - [Internal Wholesalers Who Want to Become External Wholesalers: You Have to Get Your Timecard Stamped](https://wholesalermasterminds.com/2016/02/internal-wholesalers-who-want-to-become-external-wholesalers-you-have-to-get-your-timecard-stamped/) - This question, or one quite like it, has been asked for as long as internal wholesalers have aspired to become externals. And it's one we received from an existing internal on an annuity desk: I have high aspirations to get out into the field. The industry is always looking for experienced wholesalers now. What is - [In Markets Like These What You DON'T Say May Matter Most](https://wholesalermasterminds.com/2016/02/in-markets-like-these-what-you-dont-say-may-matter-most/) - This market is making advisors edgy. So, you're armed with the latest commentary from your firm. You have defensible positions/responses for many/most of their concerns. Yet the truth is what you say often matters less than what you don't say - especially when the markets get rocky. Advisors need an ear - and you need to - [The Emotionally Incompetent Wholesaler](https://wholesalermasterminds.com/2016/02/the-emotionally-incompetent-wholesaler/) - Would you rather have a long-tenured sales machine, void of empathy, or a new(er) wholesaler who connects well on an emotional level with advisors, but is just starting their journey? This paraphrased question came from a coaching client recently, as they were having issues with their internal partner. You see, while the long-tenured internal was - [No One Understands A Wholesaler](https://wholesalermasterminds.com/2012/02/no-one-understands-a-wholesaler/) - 25 years in Distribution and my friends and family cannot describe what I do! A picture is worth a thousand words: - [7 Ways To Get A New Internal Wholesaler Off To A Fast Start](https://wholesalermasterminds.com/2010/11/7-ways-to-get-a-new-internal-wholesaler-off-to-a-fast-start/) - Perhaps you have heard the saying: "Behind every successful man is a woman." Or, as Groucho Marx said: "Behind every successful man is a woman, behind her is his wife." [rimshot] In our business the expression must be simply: "Behind every great external wholesaler's success is a phenomenal internal partner." And all great wholesalers have had to - [How To Hire A Wholesaler Coach](https://wholesalermasterminds.com/2011/01/how-to-hire-a-wholesaler-coach/) - There are tens of thousand of coaches practicing today. Each comes with a unique set of qualifications and professional skills that are ready to be applied to their craft. With so many coaches to choose from, how do you select the coach that works for you as a professional wholesaler? Begin by selection the general - [Do You Get Dirty In Your Territory's Data?](https://wholesalermasterminds.com/2015/11/do-you-get-dirty-in-your-territorys-data/) - When you consider how to run your territory, do you get 'dirty in the data'? What we mean by that is, do you take the opportunity to parse all of the different data points that are available to effectively set up your rotations and zones? So many wholesalers we talk to are still running by - [Your Territory Is Being Cut, Now What?](https://wholesalermasterminds.com/2015/11/your-territory-is-being-cut-now-what/) - It's inevitable. At some point in your wholesaling career, you will be faced with a territory cut/realignment. From a management perspective, it occurs because you have grown your territory (congratulations) to the point where it can now sustain another wholesaler. Or, you are asked to have a greater focus on a metropolitan area and another - [12 Ways Wholesalers Succeed at FPA Meetings](https://wholesalermasterminds.com/2013/01/12-ways-for-a-wholesaler-to-succeed-at-fpa-meetings/) - You've been approached by a local Financial Planning Association (FPA) chapter to sponsor one or more meetings. If you're like me, part of the thought process is: How many sponsors are there? How will I get to participate? Will I get a list of participants to market to? How do I know that the money - [21 Ways Your Wholesaling Resolve Will Be Tested](https://wholesalermasterminds.com/2015/10/21-ways-your-wholesaling-resolve-will-be-tested/) - Oh it's not all peaches and cream. For all of the amazing reasons we choose to live this wholesaling life [28 Reasons Why Wholesaling is the Greatest Job on Earth] there are more than a few that will test your resolve. Your ability to power though these annoyances, which range from minor to "now you're - [28 Reasons Why Wholesaling is the Greatest Job on Earth](https://wholesalermasterminds.com/2015/10/28-reasons-why-wholesaling-is-the-greatest-job-on-earth/) - Maybe you are still smitten by this life we call wholesaling. Or maybe your commitment to it is waffling. Either way, we recommend that you bookmark the following list - as you may want to review it from time to time. If you want to add to the list (and please do) feel free to - [What Are The Five Drivers of Wholesaler Dissatisfaction?](https://wholesalermasterminds.com/2010/06/what-are-the-five-drivers-of-wholesaler-dissatisfaction/) - Unique to the profession, wholesalers frequently spend hours upon hours alone. They are driving long distances from Point A to Point B, enduring unending air travel delays, or are holed up in the local Hilton. And, not at all unique to the profession, during that alone time they have time to think. Sometimes as they - [For Wholesalers with Three Years or Less of External Wholesaling Experience](https://wholesalermasterminds.com/2015/09/for-wholesalers-with-three-years-or-less-of-external-wholesaling-experience-2/) - Remember the start of your wholesaling journey? If you're like so many wholesalers, soon after the euphoria of finally landing the position wore off, you were faced with the reality of actually learning how to do the job. In fact, I'll bet you could write a book about what you didn't know - heck I - [The Dangerous Downside of Digital: Are Wholesalers Misusing Technology?](https://wholesalermasterminds.com/2015/09/the-dangerous-downside-of-digital-are-wholesalers-misusing-technology/) - The technical term is sales enablement tool. And in the dark ages of wholesaling a cutting edge sales enablement tool was the mobile phone - the kind that had a base unit mounted in the trunk and a hand held receiver mounted on the floorboard of the passenger compartment. With the advent of mobile, a - [21 Success Tips: How To Profit From Your Relationship With Your Scheduler](https://wholesalermasterminds.com/2015/08/21-success-tips-how-to-profit-from-your-relationship-with-your-scheduler/) - The great news is that you have decided to add another vital part of the wholesaler success equation to your practice. You've hired a professional scheduler to assist you with your appointment setting. The bad news is that you don't get to "set it and forget it". The great wholesaler knows that they need to - [The Four C's of the Legendary Wholesaler](https://wholesalermasterminds.com/2012/08/the-four-cs-of-the-legendary-wholesaler/) - My wholesaling experience goes back to the dark ages. Yes, it was BC - Before Cell. From time to time I speak to a wholesaler who now works in some part my old region(s) and they tell me that they have reps who remember me and the work that I did. That means two things. - [3 Things Wholesalers Do To Impress Home Office Visitors](https://wholesalermasterminds.com/2012/07/3-things-wholesalers-do-to-impress-home-office-visitors/) - Recently a coaching client informed me that he had his boss coming for a ride-along. My first question was, "How many appointments do you have?" His answer was not pretty. What about you? You get the call that your boss, or any home office person, will be coming into your region - now what? This - [10 Most Wanted Advisors List](https://wholesalermasterminds.com/2015/06/10-most-wanted-advisors-list/) - The FBI has one. So does your local police department. Now Interpol has six FIFA executives on theirs. Do you have a most wanted list? Here's the idea Most wholesalers find that referrals are hard to ask for, and most wholesalers ask for referrals the wrong way. Rather than the benign, far too open ended - [How Can Wholesalers Sell To Crazy Busy Advisors? - Jill Konrath](https://wholesalermasterminds.com/2011/04/how-can-wholesalers-sell-to-crazy-busy-advisors-jill-konrath/) - You're busy. I'm busy. The advisors that we covet are busy. How can wholesalers who wish to connect with these crazy busy advisors, who hold the key to our sales goals and annual incomes, be more effective? Our guest on this episode of Wholesaler Masterminds Radio, Jill Konrath, is a true sales thought leader. Consider - [Yes, Top Producers Can Get Fired Too](https://wholesalermasterminds.com/2013/09/yes-top-producers-can-get-fired-too/) - Some wholesalers are under the impression that great production is all that matters. Maybe. But we know a whole host of firms and leaders than feel that top producers are defined by being the complete wholesaler. The wholesaler that has sound home office relationships. The wholesaler that contributes to the well being of the team. - [A Wholesaler's Off Season - Walter Bond](https://wholesalermasterminds.com/2014/09/a-wholesalers-off-season-walter-bond/) - Bigger Stronger Faster That's what pro athletes work to become in their off season. And former NBA star Walter Bond knows a thing or two about the off season. About Walter: Like many young men growing up in Chicago, Walter Bond dreamed of becoming an NBA athlete. Facing injuries and other challenges with unusual determination, - [A Wholesaler's Fascination Advantage - Sally Hogshead](https://wholesalermasterminds.com/2014/09/a-wholesalers-fascination-advantage-sally-hogshead/) - What makes you valuable to the advisors that you serve? If you better understood what made you valuable - how the world sees you - wouldn't you be able to make a more brilliant impression on both prospects and clients? Sally Hogshead wrote the book on fascination - literally. She has measured hundreds of thousands - [Top 10 Posts of 2010](https://wholesalermasterminds.com/2010/12/top-10-posts-of-2010/) - Oh my, what a year it's been. Thanks to you we are the most trafficked site on the internet for financial services wholesalers. From our Google Analytics we have identified the Top 10 Posts of 2010, ranked by number of pageviews. Enjoy any posts that you have missed or refresh yourself on ideas that were useful. - [What Do You Want On Your Wholesaling Headstone?](https://wholesalermasterminds.com/2010/03/what-do-you-want-on-your-wholesaling-headstone/) - Maybe it's in anticipation of a very significant birthday that I turn to a thought tied to mortality. Maybe it just a great question for each of us to ask ourselves. What do you want on your headstone? Specifically, as a wholesaler how do you want to be remembered after you leave the territory? Whether - [The 5 Greatest Risks To A Wholesaler's Practice](https://wholesalermasterminds.com/2015/04/the-5-greatest-risks-to-a-wholesalers-practice/) - For most wholesalers we speak to, business today ranges from pretty darn good to "I never imagined making this much money" great. And therein lies the problem. For it's during these fat and happy times that we fail to see the risks to our business. Or maybe we simply ignore them. Risk One: Concentration of - [And The Wholesaler Said, "Enough About Me, Let's Talk About Me"](https://wholesalermasterminds.com/2012/05/and-the-wholesaler-said-enough-about-me-lets-talk-about-me/) - At a recent 2 hour workshop session for a group of wholesalers, one of the activities we did was strengthening the quality of the questions that they asked both existing advisors (to deepen the relationship) and prospects (to find the point of pain). As the group was sharing which of the 76 Great Questions they would - [12 Traits Of Your Preferred Advisor Profile](https://wholesalermasterminds.com/2012/09/12-traits-to-consider-when-developing-your-preferred-advisor-profile/) - Have you thought about who your ideal client is? When you're trying to wade through an enormous number of potential advisors that you want to add to your list of best prospects, because there's 2,000, 3,000, 4,000 possible advisors to call on your territory, how do you skinny that universe down to size? We suggest - [Advisor Drop-ins: Smart Tactic or Dumb Move?](https://wholesalermasterminds.com/2014/01/advisor-drop-ins-smart-tactic-or-dumb-move/) - As a wholesaler, you know your most precious commodity is time. How you manage that time during the day will determine how many dollars you raise, where you stand in the sales rankings at the end of any given month, and ultimately how well you succeed in your territory. Caring for that commodity while trying to - [14 Incredibly Useful Technology Posts For Productivity and Efficiency](https://wholesalermasterminds.com/2015/03/14-incredibly-useful-technology-posts-for-productivity-and-efficiency/) - Do you need to be a better 'student of the business'? Feeling less than stellar about your ability to leverage technology in your wholesaling practice? You've come to the right post. Here is our A list of technology related posts designed just for you - the great, and aspiring to be great, wholesaler. [ezcol_1half]How to - [Bank Wholesalers Can Improve Their Branch Referral Training Effectiveness](https://wholesalermasterminds.com/2011/06/bank-wholesalers-can-improve-their-branch-referral-training-effectiveness/) - Does this sound remotely familiar to you? You know that you need to bring more value to the relationship that you have with bank/credit union advisors so you offer your services to perform a branch referral training. The advisor arranges with the branch manager to have all employees present for an 8:15 AM meeting - - [6 Checkpoint Topics For Wholesalers To Discuss With Advisors](https://wholesalermasterminds.com/2011/06/6-checkpoint-topics-for-wholesalers-to-discuss-with-advisors/) - We've long been advocates of having beginning of the year formal, sit down, business planning meetings with our top 25 (30, 50) advisors to outline expectations for us and to get business commitments from them. But what happens to the conscious, pragmatic follow up process to make sure that everyone is on track with their stated intentions? - [Can I See Your ID?](https://wholesalermasterminds.com/2011/06/can-i-see-your-id/) - After a delay and cancellation riddled, 20+ plus hour, journey to get from ORD to SNA after attending the Morningstar Conference (more on that next week) I am giving you fair warning: this post is headed a bit off of the normal Wholesaler Masterminds Blog content reservation. As a red blooded American with access to a Red - [3 Reasons Why Wholesalers Stray From The Basics - Don Connelly](https://wholesalermasterminds.com/2011/06/3-reasons-why-wholesalers-stray-from-the-basics-don-connelly/) - My friend Ron accuses me, rightly so, of having "shiny object syndrome" (listen to the interview for more). Seems like I am prone to trying to 'improve' a process or a function that is basic, working well and making money. Sound at all familiar? If you know Don Connelly, now at www.donconnelly247.com, then you know he has some insights about - [Schmeeks, Formally Known As Wholesalers](https://wholesalermasterminds.com/2011/06/schmeeks-formally-known-as-wholesalers/) - At the recent Morningstar Conference in Chicago I ran into a number of attendees that simply refused to be called "wholesalers". In fact some were downright insistent that the moniker did not belong to them - especially since their RIA clients apparently did not care for the word, according to some. As I looked through the various business - [3 Keys To Motivating Advisors To Buy - JB Bush](https://wholesalermasterminds.com/2011/07/3-keys-to-motivating-advisors-to-buy-jb-bush/) - Wholesaler are always asking us how to shorten the sales cycle and get advisors to 'buy' their products. With more than 20 years of success in senior management and executive sales positions with established companies as well as start-ups, JB has successfully navigated the complexities of nearly every type of sales challenge. By leveraging his expertise - [16 Essential Wholesaler Travel Website Resources](https://wholesalermasterminds.com/2011/07/16-essential-wholesaler-travel-website-resources/) - When I worked in corporate America, and since I had a big job, I had access to the "executive corporate travel department". And the truth is I always preferred to do the planning myself. Here are brand new, as well as tried and true, sites that will help make your wholesaler travel - even if it's booking a - [8 Wholesaler Reads To Help You Craft Your S&P Downgrade and Market Correction Story](https://wholesalermasterminds.com/2011/08/8-wholesaler-reads-to-help-you-craft-your-sp-downgrade-and-market-correction-story/) - Hopefully you have had a chance to read the post from last week entitled CNBC Says The Sky Is Falling, Again – What Are 7 Things A Wholesaler Should Do? And that was written BEFORE the S&P downgrade. If you are like many wholesalers, today you are looking for talking points that will assist you in - [It's O.K. To Use Your Cell Phone In The Restroom - Jeff Havens](https://wholesalermasterminds.com/2011/08/its-o-k-to-use-your-cell-phone-in-the-restroom-jeff-havens/) - After the week that was August 8-12, 2011 you're likely in need of some comic relief. And we would be doing you a disservice if that humor didn't contain business messages for you to consider. Enter Jeff Havens. Jeff's a Phi Beta Kappa graduate of Vanderbilt University, and began his career as a high school - [9 Most Popular Posts For April 2011](https://wholesalermasterminds.com/2011/05/9-most-popular-posts-for-april-2011/) - You may have missed a post or two so why not dig in? Here are the most popular posts from April - over 5,300 page views...wow! 21 Ways Wholesalers Can Shorten The Sales Cycle With Advisors 17 Tools Wholesalers Can Use To Get Geeky With Advisors 5 Ways Wholesalers Endear Themselves to Advisors For Life - [Four Meetings, Save a Life, Dinner With Rep - Just Another Day](https://wholesalermasterminds.com/2011/04/four-meetings-save-a-life-dinner-with-rep-just-another-day/) - Recently on LinkedIn and this website we put out the call for outrageous stories from wholesalers. You know, those barely believable incidents that involve reps, other wholesalers or managers. While we ask you to chronicle those tales (anonymously if you wish), we were struck by this reply at the Investment Wholesalers of America group: We needed to know the whole story. - [7 Most Popular Posts in March 2011](https://wholesalermasterminds.com/2011/04/7-most-popular-posts-in-march-2011/) - Here are the 7 most popular posts your peers were reading in the month of March: Newsflash: Advisors Are Not Opening Your Emails The Results Part 2 - Wholesaler Survey 2011 Wholesaler Survey 2011 - The Results: Part One Wholesalers Shouldn't Neglect The Movable Middle 3 Tips For Wholesalers to Craft Compelling Stories 53 Great - [The Results Part 2 - Wholesaler Survey 2011](https://wholesalermasterminds.com/2011/03/the-results-part-2-wholesaler-survey-2011/) - In 2009 Wholesaler Masterminds began to survey the wholesaling community. Given the significant unrest in the industry in late 2009 we kept our questions brief and our focus tight. The results of that survey were centered around job satisfaction. While the 2011 edition offers insights into the same questions, we expanded both the number of questions - [3 Tips For Wholesalers to Craft Compelling Stories](https://wholesalermasterminds.com/2011/03/3-tips-for-wholesalers-to-craft-compelling-stories/) - Sometimes wholesalers are not quite as good on the stage as they think they are. And some, when they are being truthful with themselves, admit that they need improvement. In fact, all speakers, need to continually work on both their content and their delivery. And part of a great delivery is the ability to craft compelling stories. - [8 Most Popular Posts: February 2011](https://wholesalermasterminds.com/2011/03/8-most-popular-posts-february-2011/) - In case you missed it, here are the most popular posts that your peers were reading during February 2011 at Wholesaler Masterminds: The 3 Dumbest Telephone Mistakes Wholesalers Make - Art Sobczak | 840 views in February 53 Great Questions Wholesalers Should Ask Advisors | 446 views in February 8 Ways Wholesalers Can Best Use Voicemail As - [Wholesaler Survey 2011 - The Results: Part One](https://wholesalermasterminds.com/2011/02/wholesaler-survey-2011-the-results-part-one/) - Last year Wholesaler Masterminds began to survey the wholesaling community. Given the significant unrest in the industry in late 2009 we kept our questions brief and our focus tight. The results of that survey were centered around job satisfaction. While the 2011 edition offers insights into the same questions, we expanded both the number of - [Part Two - Undeniable Attributes of the Greatest Wholesalers](https://wholesalermasterminds.com/2011/02/part-two-undeniable-attributes-of-the-greatest-wholesalers/) - In part one of the series we highlighted five of the attributes of the greatest wholesalers as inspired by the winners of the Lifetime Achievement Award at Sequoia Connect ’10. We continue with the second part of this four part series. • The greatest wholesalers are highly motivated. They are the folks that get out - [Inside the Mind of the Financial Advisor with Bill Smith](https://wholesalermasterminds.com/2011/01/inside-the-mind-of-the-financial-advisor-with-bill-smith/) - Wholesalers, what if you had a window into the minds of your financial advisors and better understood how to make meaningful inroads with them? Bill Smith, the author of The Happy Advisor and a successful 30 year advisor offers just that in this interview. Today's #1 best selling book about the art, science and lifestyle - [Wholesaler Lessons From A Meltdown](https://wholesalermasterminds.com/2011/01/wholesaler-lessons-from-a-meltdown/) - When I speak to live audiences I ask them, as a part of discussing The Five New Realities, what they learned from the Great Recession. With the market having recovered all of the lost ground of the market meltdown, 88% of investment managers forecasting positive equity returns in 2011, and distribution teams opening up long sealed checkbooks, - [How Can Wholesalers Avoid Feeling Like A Victim In A Turbulent Economy? - Kyle Maynard](https://wholesalermasterminds.com/2011/08/how-can-wholesalers-avoid-feeling-like-a-victim-in-a-turbulent-economy/) - How much do economic events affect your state of mind? When your product isn't living up to it's hype and your clients are getting antsy what do you do to stay positive? Do you allow yourself to fall prey to a victim mentality? Given the current state of market turmoil now's a good great time to introduce - [Wholesalers: Put Down The Cheeseburger And Slowly Back Away From The Plate - Michelle May, M.D.](https://wholesalermasterminds.com/2011/09/wholesalers-put-down-the-cheeseburger-and-slowly-back-away-from-the-plate-michelle-may-m-d/) - Ever heard of the freshman 15? While you may be associating this weight gain phenomenon with the first year of college, the truth is that a wholesaler's first year in the field is subject to the same perils. And some wholesalers never recover. In fact when I do goal setting with my clients they inevitably mention some degree of weight loss - [5 Ways Financial Advisors Partner With Wholesalers](https://wholesalermasterminds.com/2011/11/5-ways-financial-advisors-partner-with-wholesalers/) - Recently the folks at Rekon Intelligence asked me to host, and be the master of ceremonies for, one of their 401(k) Rekon events. My job was to introduce the seven wholesaler speakers, make sure the show ran on time and generally make sure that the financial advisor guests were treated in the right fashion. I - [Great Wholesalers Don't Disrespect Others](https://wholesalermasterminds.com/2010/09/great-wholesalers-dont-disrespect-others/) - CAUTION: RANT AHEAD Last week I was at the Birmingham Marriott for a speaking engagement. As is my usual routine I shipped the audience handouts to the hotel with the customary "hold for arrival" indicator on the shipping label. The morning of my presentation I called the front desk at 9 AM and asked if - [A Wholesaler's Second Chance](https://wholesalermasterminds.com/2010/09/a-wholesalers-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 - [Two Great Conference Display Booth Ideas](https://wholesalermasterminds.com/2010/10/two-great-conference-display-booth-ideas/) - Man it's hard to stand out at a conference. How do you attempt to separate yourself and be memorable in a sea of 300 different exhibitors? In the case of the Schwab IMPACT conference I saw some great efforts. And two were most memorable. One firm hired a magician. He was outfitted to look just like a - [25 Entertaining Ideas Wholesalers Use With Advisors](https://wholesalermasterminds.com/2010/11/25-entertaining-ideas-wholesalers-use-with-advisors/) - Recent Wholesaler Masterminds calls have focused on entertaining. In the process we assembled quite a list of ideas to engage your clients and prospects. During our calls we fleshed out each idea and discussed best practices around many of the listed items. Undoubtedly some of these are already in your arsenal. Hopefully there are some new ideas - [Wholesaler Time Management - Interview with Laura Stack](https://wholesalermasterminds.com/2011/01/wholesaler-time-management-interview-with-laura-stack/) - The number one issue I hear in Wholesaler Masterminds coaching is the challenge wholesalers have with their time and how to manage it. In the Spring issue of I Carry The Bag Laura Stack, author of Super Competent, will offer some time management hints that all wholesalers can use. Listen our interview with her on Wholesaler Masterminds Radio: - [Get More Cheeks In Rep Meeting Seats](https://wholesalermasterminds.com/2010/06/get-more-cheeks-in-rep-meeting-seats/) - Investment News holds a teleconference about a topic and offers CE credit for those in attendance. Financial Planning Magazine offers a quick 10 question quiz at the end of the monthly issue and offers CFP, CIMA, CIMC and CPWA continuing education credit for successful completion. You hold a meeting covering an economic update along with - [Confessions of a Wholesaling Workaholic](https://wholesalermasterminds.com/2010/07/confessions-of-a-wholesaling-workaholic/) - Guilty as charged – and that's all I have to say. Work consumes who I am. It defines my existence. And I am not proud of this fact. And I'm damn sure not alone, especially in our business. You get paid a ton of money relative to other professions and you work endlessly. How many - [How Valuable Is Candid Feedback?](https://wholesalermasterminds.com/2010/07/how-valuable-is-candid-feedback/) - All faults may be forgiven of him who has perfect candor. Walt Whitman Have you ever been asked to give your feedback to a coworker, employee, or significant other? If your like most people the art of feedback feels more like a chore. As humans we want to be nice. We don’t want to hurt - [Use Feedly To Be A Better Student Of The Business](https://wholesalermasterminds.com/2013/11/how-wholesalers-use-feedly-to-be-a-better-student-of-the-business/) - Great wholesalers are expert at consuming the mass volumes of information that are required in our jobs. They have the ability to stay current on news and information, ranging from The Wall Street Journal to niche blogs, that give them the ammunition that they need to inform and impress the advisors that they serve. One - [Conducting Super Successful Advisor Appointments](https://wholesalermasterminds.com/2012/07/conducting-super-successful-advisor-appointments/) - You finally score that appointment with that advisor that you covet and, amid the anxiety of wanting it to go well, you realize that your format and structure for advisor meetings, well, sucks. Rest assured, you are not alone. In fact, the all too painful "show up and throw up" wholesaler is alive and well. - [Great Wholesalers Hate Losing More Than They Love Winning - Don Yaeger](https://wholesalermasterminds.com/2013/02/great-wholesalers-hate-losing-more-than-they-love-winning-don-yaeger/) - Sports and life lessons? Sports and business lessons? Yes and yes. And who better to deliver these insights than Don Yaeger? Don's background: Award-winning leadership speaker, seven-time New York Times best-selling author, long-time Associate Editor for Sports Illustrated and business leader. Don has fashioned a career that spans more than two decades. As an author, - [Unbreakable Laws of Wholesaling - Jeffrey Gitomer](https://wholesalermasterminds.com/2013/11/unbreakable-laws-of-wholesaling-jeffrey-gitomer/) - In case you are not familiar with his succession of NY Time's Best Sellers - including the best selling sales book of all time The Little Red Book of Selling - Jeffrey Gitomer is a one of a kind force in the sales world. From Gitomer.com: Gitomer Defined (git-o-mer) n. 1. a creative, on-the-edge, writer - [One Reason Advisors May Not Be Buying What You're Selling](https://wholesalermasterminds.com/2014/09/are-you-considering-how-your-advisors-learn-best/) - 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 - [Mentos, Diet Cokes and Creative Wholesaling - Steve Spangler](https://wholesalermasterminds.com/2014/10/mentos-diet-cokes-and-creative-wholesaling-steve-spangler/) - Do you create curiosity? Do advisors look forward, with much anticipation, to your next visit? How well is your brand defined? Steve Spangler may be best known for teaching millions of people how to turn an ordinary bottle of soda into an erupting geyser of fun. His now famous Mentos Geyser Experiment became an Internet - [Great Wholesalers Do Not Collect Business Cards](https://wholesalermasterminds.com/2015/01/how-to-get-rid-of-the-thousands-of-business-cards-you-collect/) - Admit it. Somewhere in your home office is 'the box'. The one that contains all of the business cards you have collected over the past ____ years. And, if you're like us, _____ equals many. You don't want to simply toss the bazillion cards - because you have been promising yourself you'll get more organized. - [Stay Better Organized by Using Checklists in Evernote](https://wholesalermasterminds.com/2015/01/stay-better-organized-by-using-checklists-in-evernote/) - What are two things that separate the great wholesaler from the wholesaler bobbing in the Sea of Sameness? Process and Branding. Part of your process is being better organized. Which is why we love Evernote. In the last Evernote post, we showed you how to use it to get the stacks of business cards off - [MMI Sales and Marketing Leadership Summit Presentation Replay](https://wholesalermasterminds.com/2015/03/2192015-mmi-summit-presentation-replay-the-millionaire-wholesaler-rob-shore/) - On February 19, 2015, at the MMI 2015 Sales & Marketing Leadership Summit in Fort Lauderdale, Rob Shore of Wholesaler Masterminds® presented The Millionaire Wholesaler Survey: Keys to Success – From the Most Successful. More than simply a readout of the survey findings, the presentation blends the output of the survey data with the 4500+ - [Should Wholesalers Procrastinate on Purpose? - Rory Vaden](https://wholesalermasterminds.com/2015/01/should-wholesalers-procrastinate-on-purpose-rory-vaden/) - What if all of the 'time management' tools that we use are simply the wrong approach? Would the notion of 'prioritizing time' prove to be nothing more than a shell game in the pursuit of creating more time? If you listen to our return guest, Rory Vaden, the answer to both of these is a - [Why Wholesalers Should Never Fly Solo - Waldo Waldman](https://wholesalermasterminds.com/2015/01/why-wholesalers-should-never-fly-solo-waldo-waldman/) - If we've heard it once we've heard it a thousand times. The wholesaler that exclaims, "I'm a lone wolf." And in making that pronouncement they fool themselves into believing that wholesaling is strictly a solo endeavor. That's why we asked Lt. Col. (Ret.) Rob 'Waldo' Waldman to join us. Waldo is the author of Never Fly - [Is The Art of Wholesaling Dying? - Lee Kowarski](https://wholesalermasterminds.com/2015/02/is-the-art-of-wholesaling-dying-lee-kowarski/) - Great question that was posed to us recently. "Is the art of wholesaling dying as firms embrace big data?" For the answer we turn to a leader in distribution marketing and sales analytics, Lee Kowarski with kasina, a DST company. About Lee: Lee Kowarski serves as a partner with kasina. In this capacity, Lee is - [14 Ninja Ways Great Wholesalers Use Google](https://wholesalermasterminds.com/2013/09/14-ninja-ways-great-wholesalers-use-google/) - Yes, Google is the world's number one search site. But it's also so much more. Learning more about the power of Google will allow you to get answers, improve your process, be more productive and save time. Here are 14 Google tips and tricks that will allow you to use Google like a wholesaling ninja! - [UPDATED: Now 84 iPhone and iPad Apps Wholesalers Can Use!](https://wholesalermasterminds.com/2012/08/37-iphone-and-ipad-apps-wholesalers-can-use/) - There was a thread recently started at LinkedIn in the Wholesaler Masterminds Group about iPad apps. Naturally we needed to chime in. Here are the apps that we are using most frequently - both on our iPad and/or iPhone. Some apps may not be optimized for both platforms. All comments extracted from the app's iTunes listing. **Our - [42 Ways To Kill It In 2015](https://wholesalermasterminds.com/2013/12/35-ways-to-kill-it-in-2014/) - Based on the 900+ hours of coaching and live presentation work we have done with our wholesaler and management clients this past year, here's a partial list of 42 ways to ensure that 2015 exceeds your expectations: Commit to writing a good business plan - and reviewing it quarterly Formulate rotations that are well informed by - [16 Wholesaler Business Planning Resources ](https://wholesalermasterminds.com/2012/10/16-wholesaler-business-planning-resources/) - Over the years we have written a bunch of posts that speak to both year end activities and planning for the year ahead. We thought it would make sense to have much of that work in one place for your convenience. If you read and implement even a fraction of what's available here you'll up - [More How To Work A Room® - Susan RoAne](https://wholesalermasterminds.com/2013/11/more-how-to-work-a-room-susan-roane/) - How often do you eagerly anticipate that next advisor event where it's you and 30-50 of them? Truth be told we know some of you thrive in this setting and others, well, have room for improvement. Back in 2011 we had Susan RoAne, The Mingling Maven®, with us to discuss ways in which to be - [Tell Us Your Story of Tales From the Road](https://wholesalermasterminds.com/2014/10/tell-us-your-story-of-tales-from-the-road/) - For the last 25 years that we've been in distribution we've seen and heard some absolutely outrageous things happen in the field. For instance: Legend has it that a wholesaler on an advisor top producer trip in Hawaii was compelled (after way too many Mai Tais) to demonstrate his prowess at lighting his, er, flatulence - [A Night At The No-Name Motel](https://wholesalermasterminds.com/2014/10/a-night-at-the-no-name-motel/) - It was the early 1980's at a No-Name Motel somewhere between Modesto and Fresno in the days before roll-on bags. Hartman garment bag on right shoulder and tan Atlas brief case in left hand. Key in right hand waiting to open the door when suddenly a voice from behind says, "Drop your bags and give - [Ants In The Wholesaler's Pants](https://wholesalermasterminds.com/2014/10/ants-in-the-wholesalers-pants/) - A few years back, I picked-up a rental car at the airport in Birmingham, AL. It was well after dark, so nothing about the car seemed amiss. The next morning, I was expected to drive across town to present a continuing education session for a group of CPAs who were the guests of a financial - [Rob Shore 10-3-2014](https://wholesalermasterminds.com/2014/10/rob-shore-10-3-2014/) - Note: the first 1:15 is the introduction, which is a bit hard to hear. From that point on the audio of Rob is clear and crisp! - [8 Ways Wholesalers Succeed With COIs](https://wholesalermasterminds.com/2012/06/8-ways-wholesalers-succeed-with-cois/) - While preparing a story for I Carry The Bag..the official magazine of wholesaling we interviewed COIs in all channels. The scope of our learning was broad. Here are a few tidbits (8 of more than 30) that we took away from a Merrill Lynch Complex Manager: 1. Be respectful of time “I almost never talk to wholesalers who - [Become Better at Drafting on Influentials](https://wholesalermasterminds.com/2014/08/become-better-at-drafting-on-influentials/) - Wholesalers are thought of (and often think of themselves) as lone wolves. They have a reputation for “leave me alone and just let me produce” types of attitudes. And most wholesalers are just that way – except for the great ones. The great ones know how to draft on influentials. Wikipedia defines Drafting as ‘a technique where - [Create Bigger Producers Through Bigger Relationships - Jim Cathcart](https://wholesalermasterminds.com/2014/07/create-bigger-producers-through-bigger-relationships-jim-cathcart/) - What if your T&E was not the path to building better relationships with the advisors that you serve? How can you better decide when to cut bait, or keep fishing? Are you simply trying to up-sell or can you have more impact being able to up-serve? Jim Cathcart has answers to these questions, and a whole - [The Results: Wholesaler Praise](https://wholesalermasterminds.com/2014/06/the-results-wholesaler-praise/) - We are glad to report that wholesalers are feeling fairly good about the praise they receive from their leaders. And there is still room to improve. Also read: In Praise of Praise: How Distribution Leaders Are Chasing Away Talent - [10 Daily Keys To Wholesaler Success](https://wholesalermasterminds.com/2014/07/10-daily-keys-to-wholesaler-success/) - Process and branding - the two things that we here at Wholesaler Masterminds know make a ton of difference between the master class wholesaler and the wholesaler who is bobbing along in the Great Sea of Sameness. But what about the things that you everyday that, over time, will lead to greatness? Here's our thoughts, - [In Praise of Praise: How Distribution Leaders Are Chasing Away Talent](https://wholesalermasterminds.com/2014/05/in-praise-of-praise-how-distribution-leaders-are-chasing-away-talent/) - His reputation speaks volumes. She leads a channel of one of the most respected mutual fund distribution organizations in the land. His innovations and ideas have been cross pollinated throughout other channels - and have added considerable billions to the top line of the firm. She is a results driven leader who has delivered double - [Put This One Great Tech Gadget In Your Bag Today](https://wholesalermasterminds.com/2014/06/put-this-one-great-tech-gadget-in-your-bag-today/) - You're at the back end of a long day. You have been away from a charge for your smartphone or tablet for way too long. You know that you won't get any juice for another couple of hours - unless you hijack an outlet at the advisor office, coffee shop, airport terminal, etc. Stop the - [Free Replay: Five Secrets To Attaining Wholesaling Success AND Having A Life Too](https://wholesalermasterminds.com/2014/05/free-replay-five-secrets-to-attaining-wholesaling-success-and-having-a-life-too-2/) - As promised here's the replay. One request please, with no obligation: if you are benefiting from our work at Wholesaler Masterminds kindly tell a coworker, friend, colleague or superior to check us out...today! Thanks! [podcast]https://wholesalermasterminds.com/audio/fivesecretsaudiocoachmaryrobshore07272010.mp3[/podcast] - [How Wholesalers Can Attract a Boatload of Ideal Clients - Annette Bau](https://wholesalermasterminds.com/2014/06/how-to-attract-a-boatload-of-ideal-advisors-annette-bau/) - What if advisors came to you, versus you "hunting" for them? How can you begin to attract the kind of advisors that you seek for your practice? Annette Bau is a great expert to answer those questions. She is a wealth and success expert who has helped tens of thousands of individuals create the business and - [Design Your Wholesaling Masterpiece - Jon Gordon](https://wholesalermasterminds.com/2014/05/design-your-wholesaling-masterpiece-jon-gordon/) - Two years ago we were introduced to The Energy Bus and Jon Gordon from a Wholesaler Masterminds coaching client. After reading that book, we knew we wanted to share his insights with our community here at Wholesaler Masterminds. And now he's back! His latest book, just released, is The Carpenter It's another in a long series - [Essential Networking for Wholesalers - Andrea Nierenberg](https://wholesalermasterminds.com/2014/05/essential-networking-for-wholesalers-andrea-nierenberg/) - Great wholesalers understand the power of building, growing and nurturing a network. And our guest is an expert on all three. Called a "networking success story" by The Wall Street Journal, Andrea Nierenberg is founder and president of The Nierenberg Consulting Group, a sales and marketing consulting firm which focuses on teaching the communication skills - [Great Wholesalers Do It Well And Make It Fun - Ron Culberson](https://wholesalermasterminds.com/2012/07/great-wholesalers-do-it-well-and-make-it-fun/) - We work in a serious business. And we don't have to be so serious. That's one of the important messages we got from Ron Culberson As a speaker, humorist, columnist, and author of Do it Well. Make it Fun, Is Your Glass Laugh Full?, and My Kneecap Seems Too Loose, Ron Culberson’s mission is to - [Wholesaler Do More Business When They Lead From The Heart - Mark Crowley](https://wholesalermasterminds.com/2012/07/wholesaler-do-more-business-when-they-lead-from-the-heart-mark-crowley/) - Is bringing the heart into the conversation too soft a concept for the hard nosed financial services community? Is the heart more than a pump to deliver blood to the rest of the body? Mark Crowley has some fascinating learnings to share about what role the heart plays in the interpersonal relationships that we form. - [What Do Advisors Need From Wholesalers? - Frank Maselli](https://wholesalermasterminds.com/2012/06/what-do-advisors-need-from-wholesalers-frank-maselli/) - The relationships we have with advisors are indeed tricky. Some would say it's a bit of a chess match. Thankfully we have Frank Maselli, who spends a ton of time working with the advisors that we serve, to lend a few insights. Frank's one of the most inspiring and insightful leaders in the financial services - [The Results: Wholesaler Office Days](https://wholesalermasterminds.com/2014/04/the-results-wholesaler-office-days/) - We are emphatic in our belief that wholesalers need to take an office day in order stay organized - and on top of their game. And we respectfully disagree with sales managers who outright prohibit wholesalers from taking them. One issue may be the lack of organization that some wholesalers experience when their cheeks hit - [Millionaire Wholesaler Secret: 10 Tasks You Should Outsource Today](https://wholesalermasterminds.com/2014/04/millionaire-wholesaler-secret-10-tasks-you-should-outsource-today/) - There are 24 hours in your day. And 24 hours in the day of the wholesaler that makes a million dollars per year. There are a host of reasons why they make a million - and one is replicable by you today. Leveraging your time for maximum value. Tim Ferriss spoke about this most famously in - [The Collapse of Wholesaler Distinction - Scott McKain](https://wholesalermasterminds.com/2012/03/the-collapse-of-wholesaler-distinction-scott-mckain/) - We speak, write and coach about it endlessly. Wholesalers navigating the treacherous waters of the great Sea of Wholesaler Sameness. And Scott McKain knows a thing or two about this topic. Scott presents cutting-edge ideas with razor-sharp clarity for audiences around the world. Feb 2013 update: His latest book, “Create Distinction: What to Do When - [Wholesalers Need to Get Dirty in the Data - Steve DeLano](https://wholesalermasterminds.com/2012/03/wholesalers-need-to-get-dirty-in-the-data-steve-delano/) - Too many years ago to count I was at a wholesaler meeting where our firm had enlisted the services of a then start up company to provide us with a look at how advisors viewed the firm and us as wholesalers. It was at this meeting that I met Steve DeLano and Market Metrics. Now - [Advisor ADHD: Are Wholesalers Being Heard? - Maribeth Kuzmeski](https://wholesalermasterminds.com/2012/03/advisor-adhd-are-wholesalers-being-heard-maribeth-kuzmeski/) - The speed at which information is coming at financial advisors today is unprecedented. In a moments time they are bombarded with endless messages. And somewhere in that clutter you need to stand out with your message. With that in mind we asked Maribeth Kuzmeski to join us. Maribeth and her firm, Red Zone Marketing consult - [Wholesaler Entertaining Dilemma: Wine And Food Pairing](https://wholesalermasterminds.com/2012/02/wholesaler-entertaining-dilemma-wine-and-food-pairing/) - Some things just obviously go together. Cream and coffee. Summer and the beach. Kids and puppies. Wouldn't it be great if wine and food were that simple? It's a good thing that we've got Michael Bryan on the scene. Michael is the Founder & Executive Director of the Atlanta Wine School (AWS). The eight year-old AWS is the only - [Wholesaler Talent Is Overrated - Geoff Colvin ](https://wholesalermasterminds.com/2012/01/wholesaler-talent-is-overrated-geoff-colvin/) - How do great actors collect Academy Awards? How do legendary comics fill 25,000 seat arenas? How do great wholesalers become great? Geoff Colvin has a few things to share about this topic and the concept of Deliberate Practice. Geoff is an award-winning thinker, author, broadcaster, and speaker on today's most significant trends in business. As a longtime - [How Do Wholesalers Build Loyalty With Advisors? - Shep Hyken](https://wholesalermasterminds.com/2012/01/how-do-wholesaler-build-loyalty-with-advisors-shep-hyken/) - On a LinkedIn Group I saw the following comment and knew that, as a community of wholesalers, we have a long way to go to change the perceptions of most advisors: Oh my! Good thing we have Shep Hyken as our guest for this episode of Wholesaler Masterminds Radio. Shep is the Chief Amazement Officer of Shepard - [How To Become A Preferred Wholesaler - Matt Oechsli](https://wholesalermasterminds.com/2012/01/how-to-become-a-preferred-wholesaler-matt-oechsli/) - Wholesalers are a dime a dozen. Preferred wholesalers are damn hard to find. Do you know Matt Oechsli? He is one of the leading authorities regarding marketing, selling, servicing and developing loyalty with affluent clients. Matt is one of the most sought after speakers in the financial services industry, delivering over 200 speeches per year. Plus, - [The Work Wholesalers Do Is Significant - Joe Jordan](https://wholesalermasterminds.com/2014/03/the-work-wholesalers-do-is-significant-joe-jordan/) - Have you stopped to think for a moment about the lives you touch with the products that you represent? Or, like so many, are you just running too fast to even notice? Somewhere along the path we need to take a moment and see the good that we do. And that's why Joe Jordan is - [The Results: Wholesaler Tenacity](https://wholesalermasterminds.com/2014/03/the-results-wholesaler-tenacity/) - How tenacious are you? We get asked quite a bit about the number of times to call on an advisor prospect. Specifically, how many times will you see an advisor, in pursuit of the first ticket, before you give up and move on? So, we asked you: See all the results of our 2014 Wholesaler - [The Results: Compensation Expectations](https://wholesalermasterminds.com/2014/02/the-results-compensation-expectations/) - According to our Wholesaler Masterminds® Wholesaler Opinion Poll, there is no significant consensus regarding compensation expectations for the year ahead. See all the results of our 2014 Wholesaler Opinion Poll as they are released. Also read: Sell More to Make Less: Downside Of Wholesaler Success Share your opinion – vote in an open one question poll here. - [14 Characteristics Of The Memorable Wholesaler (Part Two)](https://wholesalermasterminds.com/2014/03/14-characteristics-of-the-memorable-wholesaler-part-two/) - Here is the final installment of our two part post [read the first installment]: Another suit, in another office, carrying another brief case. Look in the mirror, be completely honest and tell only yourself if that describes you. Or, instead of bobbling along in the Great Sea of Sameness, are you filled with the qualities - [How Wholesalers Turn Setbacks Into Greenbacks - Willie Jolley](https://wholesalermasterminds.com/2013/04/how-wholesalers-turn-setbacks-into-greenbacks-willie-jolley/) - He was called "The Secret Weapon Ford Motor Company Used in Their Incredible "Comeback!" by Success Magazine. And now he is here with you at Wholesaler Masterminds Radio! Willie Jolley has achieved remarkable heights in the speaking industry, having come from humble beginnings of being a fired singer, who was replaced by a karaoke machine! - [More Effective LinkedIn Use for Wholesalers and Advisors - Amy McIlwain](https://wholesalermasterminds.com/2014/03/more-effective-linkedin-use-for-wholesalers-and-advisors-amy-mcilwain/) - We hope you know that we are huge fans of LinkedIn. In fact, we own or manage the three largest groups for wholesalers on LinkedIn, including Wholesaler Masterminds (which you really should join ASAP) Our client are all coached in ways to better display their talents in LinkedIn. Given all of that, finding a subject - [One Great Sales Idea](https://wholesalermasterminds.com/2012/11/one-great-sales-idea/) - Look at your bookshelf right now. I'll bet you can tell, in the event the book was a gift, exactly who gave it to you, when you received it and for what reason. Books are like that - they stick in our memory. The list below is distilled from the amazing line-up of superstar guests - [12 Numbers For Wholesalers To Obsess About Besides Production](https://wholesalermasterminds.com/2012/05/12-numbers-for-wholesalers-to-obsess-about-besides-production/) - Are wholesalers focused on the wrong numbers? Yes, dollars in the door - gross tonnage - is still the measurement of success for virtually most wholesalers. But what if production is the wrong number to focus on every single day? Unlike sales professions that control the end buyer, we only get to attempt to influence - [Can Wholesalers Turn Adversarial Advisors Into Allies? - Bob Burg](https://wholesalermasterminds.com/2014/02/can-wholesalers-turn-adversarial-advisors-into-allies-bob-burg/) - "Faced with the task of persuading advisors to do what we want (sell our product), most of us expect, and often encounter, resistance. We see the advisor as an adversary and might resort to coercion or manipulation in order to get our way. But while this approach might at times bring us short-term results, it leaves people with a bad feeling - [Just Be Better](https://wholesalermasterminds.com/2014/01/just-be-better/) - Work out more. Lose weight. Spend more time home when I'm home. Every January friends, family and colleagues want to know about our New Year's resolutions. As a culture we seem to obsess about the many ways in which we might transform our lives from where they were on December 31st to where they should - [5 Powerful Reasons Wholesalers Form Partnerships](https://wholesalermasterminds.com/2014/02/5-powerful-reasons-wholesalers-form-partnerships/) - Let's face it, wholesaling can be a pretty solitary lifestyle. It's safe to say that, as a community, we spend more time alone in our regions (between appointments, after hours on the road, etc.) than many/most careers. Yet too many wholesalers overlook the meaningful ways in which partnerships - specifically with other wholesalers - can - [The Results: What's Your Sales Outlook?](https://wholesalermasterminds.com/2014/02/the-results-whats-your-sales-outlook/) - Coming off of, what was for most, a tremendous 2013 is it a surprise that wholesalers are feeling awfully optimistic about meeting their 2014 sales targets? Or, has sales management done a better job of reining in the blow out sales of 2013 by creating a more sane sales plan for the year ahead? Share - [10 Irrefutable Truths About Wholesaler Likeability](https://wholesalermasterminds.com/2014/01/10-irrefutable-truths-about-wholesaler-likeability/) - Go out to Google right now and search for “People do business with people that they like” and then stand back. You’ll find 1.25 million results, and there is a broad range of opinions on both sides of the argument. Here’s what we know to be true: we can’t name one wholesaler who is at - [10 Most Popular Posts You May Have Missed](https://wholesalermasterminds.com/2014/01/10-most-popular-posts-you-may-have-missed/) - You're busy. You can't possibly read every post here at Wholesaler Masterminds®. But you can take time out to read the Most Popular Posts of the past year - because there is a high likelihood your biggest competitor already has! #10. Your LinkedIn Profile Might Suck If #9. 84 iPhone and iPad Apps Wholesalers Can - [14 Characteristics Of The Memorable Wholesaler (Part One)](https://wholesalermasterminds.com/2013/12/14-characteristics-of-the-memorable-wholesaler-part-one/) - Another suit, in another office, carrying another brief case. Look in the mirror and tell only yourself if that describes you. Or, instead of bobbling along in the Great Sea of Sameness, are you filled with the qualities that have advisors, COIs, and your own colleagues in your Firm imprinted with all the goodness that - [The Wholesaler Who's Waiting](https://wholesalermasterminds.com/2013/12/the-wholesaler-whos-waiting/) - Some wholesalers spend their entire careers waiting. Waiting for the better job to move to. Waiting for the "next" career after this one. Waiting for vacation, holiday or a personal day to take time off. Waiting to amass more money. Waiting for a more solid home life. Waiting, and assuring themselves it will come, for - [Great Wholesalers Make Change Work - Randy Pennington](https://wholesalermasterminds.com/2013/10/great-wholesalers-make-change-work-randy-pennington/) - Randy Pennington says, "Extinction is the result when you are born without the ability to understand the concepts of danger, urgency, complacency and change." Wise words for wholesalers indeed. After all, change is as present in our business as briefcases and dark suits. In his new book, Make Change Work, Randy address how to "stay - [Here's Your 2014 Business Planning Bundle!](https://wholesalermasterminds.com/2013/10/heres-your-2014-business-planning-bundle/) - Your 2014 Business Planning Bundle contains: 2014 Wholesaler Masterminds® Business Plan Template 2014 Rotation Builder Spreadsheet Wholesaler Masterminds® Expense Tracker CLICK HERE TO START THE DOWNLOAD OF YOUR BUSINESS PLANNING BUNDLE ZIP FILE - OR - RIGHT CLICK HERE TO SAVE YOUR BUSINESS PLANNING BUNDLE ZIP FILE - [The Offensive Wholesaler - 5 Tactics To Keep Appointments on Track](https://wholesalermasterminds.com/2013/10/the-offensive-wholesaler-5-tactics-to-keep-appointments-on-track/) - You've got your appointment agenda in hand. You have time blocked your meeting to insure the best possible use of the advisors time. And then the one question comes your way that puts you on the defensive and blows the whole meeting. Questions such as: "Explain the recent under-performance of your fund relative to it's - [ No More Wholesaler Excuses - Sam Silverstein](https://wholesalermasterminds.com/2013/09/no-more-wholesaler-excuses-sam-silverstein/) - We wrote The Responsible Wholesaler after a conversation with a wholesaler who had been let go by his firm. Sadly, he wished to shift the blame for his departure to others. The excuses he offered for why he was unable to meet the firm's goals were just that - excuses. Sam Silverstein knows about personal accountability and - [Five Ways To Detect If Advisors Are Lying](https://wholesalermasterminds.com/2013/02/five-ways-to-detect-if-advisors-are-lying/) - You run into it all the time. The advisor that promises the moon. And delivers nothing. Nada. Zip. Zero. So how can you tell if the advisor is lying? Here are a few 'tells' that allow you to discern those that are sincere from those that are only barking at the moon. Click on image to view a larger size. info - [A Wholesaler's Heart](https://wholesalermasterminds.com/2013/08/a-wholesalers-heart/) - We work in a sometimes heartless business. Viciously competitive. Bottom line focused. We are trained to know our products and, if trained right, to be great students of the business. But what about the heart? In conversations with our coaching clients the topic of the heart is a recurring theme. One wholesaler with +25 years - [Amazing Wholesaler Success Described in 4 Words](https://wholesalermasterminds.com/2013/08/amazing-wholesaler-success-described-in-4-words/) - Wholesaler in Texas rockets from doing $3.7 million a month to doing $18 million per month - in only 10 months' time. Wholesaler in the Northeast, with multiple products in their bag, achieves their VA goal in only two months - after being behind goal for the first six months of the year. Wholesaler in - [Creating Powerful Wholesaler First Impressions - Bill Acheson](https://wholesalermasterminds.com/2013/08/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. Thankfully Bill Acheson has decades of experience in creating positive first impressions. Bill is an expert - [The Tactical Wholesaler - A Better Sales Meeting Experience](https://wholesalermasterminds.com/2013/07/the-tactical-wholesaler-a-better-sales-meeting-experience/) - If you are like most wholesalers, you arrive at your next sales meeting anxious to see the 5-7 colleagues that are part of your inner circle, and you'll leave any other interactions with any other wholesalers to chance. What about if you tactically planned in advance who you wanted to meet based on set criteria - [11 Key Reasons Internal Wholesalers Get Promoted To External Wholesalers](https://wholesalermasterminds.com/2013/06/11-key-reasons-internal-wholesalers-get-promoted-to-external-wholesalers/) - You are itching to become an external wholesaler. You’ve been on the phone for _________ (insert your time frame here) and have seen _______ many of your colleagues promoted out as well. So, it stand to reason that you are next…right? Well, in a word, no. Time served is not a good reason to promote - [7 Steps Great Wholesalers Take When Markets Correct](https://wholesalermasterminds.com/2013/06/7-steps-great-wholesalers-take-when-markets-correct/) - Whoa - it's been quite a bull ride. And while nobody knows for sure where this market will shake out, one thing we know is this: You need to get into gear and assist advisors with information and assistance that helps them weather this return to volatility/correction - however extended it may or may not - [6 Ways To Keep Your Clients Yours](https://wholesalermasterminds.com/2013/05/6-ways-to-keep-your-clients-yours/) - I want your best client. After all, if they are good enough for you and your firm, they will be a perfect fit for me and mine. Hell, you've pre-qualified the advisor for me - and thanks for that. Even knowing that your best client is my best prospect, why is it you continue to - [The Master Negotiator aka Wholesaler - Greg Williams](https://wholesalermasterminds.com/2013/05/the-master-negotiator-aka-wholesaler-greg-williams/) - There isn't a day that goes by that great wholesalers aren't negotiating something. A financial request from an advisor. A time commitment in their calendar. A successful and agreeable outcome with a family member. So, what are you doing to tune up this part of your practice? Enter, Greg Williams. Greg is a member of - [Wholesalers: Stay Away From Shiny Objects](https://wholesalermasterminds.com/2013/05/wholesalers-stay-away-from-shiny-objects/) - [Ed. Note: part of our continuing series of "Short Take" posts that we hope provide food for thought and reflection. They are borne out of the discussions we have everyday with our coaching clients.] Wholesalers are the quintessential Type A group. Which, as reminder, means: Type A has got a severe sense of time urgency. They are - [The Give and Take of Your Next Sales Meeting](https://wholesalermasterminds.com/2013/05/the-give-and-take-of-your-next-sales-meeting/) - Chances are your next divisional or national meeting is just around the corner. And most wholesalers simply pack the bag, get on the plane and go. The thing is, too many of us walk away from sales meetings feeling overwhelmed. As if we just tried to drink up all the ideas - both formally presented - [A Wholesaler Walks Into A Bar...... - Dale Irvin](https://wholesalermasterminds.com/2013/05/a-wholesaler-walks-into-a-bar-dale-irvin/) - We work in a serious business. But that doesn't mean we have to take ourselves too seriously. Which leads us to Dale Irvin. We met Dale years ago when he emceed a national sales meeting we had. And we've been fans ever since. Dale Irvin is the world's only Professional Summarizer. A bit about Dale - [The Comfortable Wholesaler](https://wholesalermasterminds.com/2013/04/the-comfortable-wholesaler/) - [Ed. Note: The first in a continuing series of 'Short Take" posts that we hope provide food for thought and reflection. They are borne out of the discussions we have everyday with our clients.] Old couches: Worn and tattered on the arms. Exceedingly comfortable. Sleep inducing. Overly comfortable wholesalers: Worn and tattered in the briefcase. - [The Wholesaler's Curse of Conformity - Dan Richards](https://wholesalermasterminds.com/2013/03/the-wholesalers-curse-of-conformity-dan-richards/) - You know we are fanatics for helping you stay out of the rough waters of the wholesaler sea of sameness, right? In fact, we have had multiple Wholesaler Masterminds Radio guests add their unique viewpoints to this essential part of the wholesaling equation. And today we've asked Dan Richards to do just that. For over - [One Cure For The Stressed Out Wholesaler](https://wholesalermasterminds.com/2013/03/one-cure-for-the-stressed-out-wholesaler/) - Does this sound like you? There are not enough hours in the day. You're burned out from administrivia. You are neglecting your family and friends. Your office days are a blur of : Expense reports CRM updates Event planning Appointment setting Thanks you calls Email (campaigns, responses, catch up, etc.) Ordering trinkets and trash for - [9 What Ifs: The Great Wholesaler's Approach To National Sales Meetings](https://wholesalermasterminds.com/2012/12/9-what-ifs-the-great-wholesalers-approach-to-national-sales-meetings/) - Between the years of carrying the bag and the years in management we, like you, have been to many a national sales meeting. And with the height of the national sales meeting season approaching, it has us asking, "what if?" What if you sat in the front row of a session instead of the last? - [Improving Wholesaler Presentation Skills - Alan Parisse](https://wholesalermasterminds.com/2012/11/improving-wholesaler-presentation-skills-alan-parisse/) - Frequently we get asked about wholesalers and their ability to be more effective in front of audiences of advisors and/or public customers. Hence today's expert guest, Alan Parisse Rising from garbage collector to Wall Street executive, Alan combines insight and wit to deliver powerful and useful messages to audiences around the world. The first speaker - [A Wholesaler's Best Practices Gap](https://wholesalermasterminds.com/2012/11/a-wholesalers-best-practices-gap/) - Yesterday I was speaking to a coaching client that I've had the privilege of working with for the last 12 months. We were debriefing his progress during our time together and I commented that he really has done a fine job aligning his best intentions with his best practices. And that's the thing with the - [The Wholesaler's Three in '13](https://wholesalermasterminds.com/2012/11/the-wholesalers-thre-in-13/) - Along the path of your business planning you'll be asked for (or should be asked for) your goals for the year ahead. These lists of goals too frequently find their way into your plan but aren't reviewed as much as they should be. Recently we started asking this simple (not really simple) question of our - [9 What Ifs: A Wholesaler's Approach To Working Conferences](https://wholesalermasterminds.com/2012/10/9-what-ifs-a-wholesalers-approach-to-working-conferences/) - We frequently speak to wholesalers about their effectiveness at advisor conferences. And we have written about it too. Here. And here. Recently, it has us asking what if? What if you worked your booth like a political candidate working a room full of moms and babies? What if at your next conference you attended more speaking sessions/attendee events than - [Should Wholesalers Be Clever Or Kind? - Mike Robbins](https://wholesalermasterminds.com/2012/10/should-wholesalers-be-clever-or-kind-mike-robbins/) - Kindness can win new fans for wholesalers. Mike Robbins reflects on that and much more in the episode of Wholesaler Masterminds Radio. Mike is the author of two bestselling books, Focus on the Good Stuff and Be Yourself, Everyone Else is Already Taken, which have been translated into twelve different languages. As an expert in - [Mutiny On The Wholesaler Bounty: Why Firms Need To Reevaluate What They Inspect and Expect](https://wholesalermasterminds.com/2012/10/mutiny-on-the-wholesaler-bounty-why-firms-need-to-revaluate-what-they-inspect-and-expect/) - 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. More and more we speak to wholesalers, both external and internal alike, who are frustrated by the draconian - [How Can Wholesalers Profit From Advisor Uncertainty? - Daniel Burrus ](https://wholesalermasterminds.com/2012/10/how-can-wholesalers-profit-from-advisor-uncertainty-daniel-burrus/) - Who will be the next president? What will fiscal policy be in 2013? How will the economy respond to the latest stimulus? All of this uncertainty is just the latest chapter - because there is always some measure of uncertainty in our business. The question is: How do you profit from it? That's why Daniel - [Wholesaler Work Ethic and Entitlement - Eric Chester](https://wholesalermasterminds.com/2012/09/wholesaler-work-ethic-and-entitlement-eric-chester/) - Great wholesalers have the ability to be introspective about their business and their approach to it. In this episode we bring you the foremost authority on work ethic in America. Welcome Eric Chester to Wholesaler Masterminds Radio. Eric is the Founder and Chair of the Center for Work Ethic Development, the nation's only institution focusing on work - [4 Pillars of Profitable Wholesaler Networking - Allison Graham](https://wholesalermasterminds.com/2012/08/4-pillars-of-profitable-wholesaler-networking-allison-graham/) - Great wholesalers are often great networkers. In the event that doesn't describe you, worry not - we've found a networking expert to assist you. Allison Graham is the force behind Elevate Seminars + Strategic Development Inc, a unique business strategy company that teaches professionals how to develop valuable business relationships from casual business card contacts. - [Breaking News: 12 Signs of Wholesaling Life Found on Mars!](https://wholesalermasterminds.com/2012/08/breaking-news-12-signs-of-wholesaling-life-found-on-mars/) - NASA's rover Curiosity successfully carried out a complicated landing on Mars and most astonishingly they found signs of life in the form of our wholesaling ancestors on the Red Planet. Among the archives found: Standard issue Samsonite hard shell briefcase A Kodak Carousel slide projector and 2 slide trays A 10 ct collar bar Fashionable - [Some Wholesalers Are Like Stale Real Estate Listings](https://wholesalermasterminds.com/2012/06/some-wholesalers-are-like-stale-home-listings/) - Are you gunning for a promotion? Perhaps you are an internal who desperately wants to get to the outside. Maybe you're an external who wants to get into management. How about a divisional that has their sights set on senior management. You've put your name in the hat for the job you want and have - [8 Ways Great Wholesalers Prepare For Vacation](https://wholesalermasterminds.com/2012/05/8-ways-great-wholesalers-prepare-for-vacation/) - Beaches. Sightseeing. Adult beverages at breakfast. If you are reading this the very day it goes live, know this: I am not in the office. That's right - it's time for my annual week off. Yet in order to make sure that I was actually able to decompress a little, I needed to prepare for - [15 Lessons Learned From My Coaching Clients](https://wholesalermasterminds.com/2012/05/15-lessons-learned-from-my-coaching-clients/) - Whether they are senior leaders looking to sort through the maze of corporate back alleys, up and coming wholesaling superstars that want input and direction, out-placed executives in transition, or top decile wholesaling heavy hitters, my coaching clients provide me with lessons every time we speak. Such as: People want coldly honest input. Even if - [Stats For Wholesalers Who Send Emails](https://wholesalermasterminds.com/2012/04/stats-for-wholesalers-who-send-emails/) - In our coaching and live appearances we speak about the power of email marketing for wholesalers - when it's done correctly. Here, from TechJournal is an infographic that includes more sobering statistics. Statistics that mean you need to work harder to break through the clutter of the financial advisor's inbox. Also read: 5 Ways Wholesalers - [Why Do Wholesalers (And Their Leaders) Stay In Jobs They Dislike?](https://wholesalermasterminds.com/2012/04/why-do-wholesalers-and-their-leaders-stay-in-jobs-they-dislike/) - Big question. And recently one that has come up more than once with my coaching clients. As a former disgruntled employee - turned satisfied entrepreneur - I have a strong point of reference. Clearly the economy of our wholesaling community since 2008 has been all the motivation many would need to stay in place, endure the unhappiness, and keep the dollars - [Wholesaling Chicken or Wholesaling Egg? - The Epilogue](https://wholesalermasterminds.com/2012/03/wholesaling-chicken-or-wholesaling-egg-the-epilogue/) - In our Sunday Night Email (sign up over in the sidebar to join 10,000 of your peers that receive this communication ------> ) we wrote the following and asked for your input. And input we got! Here's the Sunday Night Email followed, by the reader comments: We received a question via email that gave us pause - [The Allure of The Filler Appointment](https://wholesalermasterminds.com/2012/04/the-allure-of-the-filler-appointment/) - The demands on a wholesaler are great. Both from the advisors they serve and the managers that employ them. One of those demands is activity. Most firms have requirements that say a wholesaler should see 12 (low end) to 20 advisors during the course of the week. In pursuit of those numbers – especially on - [Are You A Prehistoric Wholesaler?](https://wholesalermasterminds.com/2012/03/the-prehistoric-wholesaler/) - A senior leader of distribution that we were interviewing for the next issue of I Carry The Bag magazine was discussing his outlook regarding the landscape for wholesaling 3-5 years in the future. And, the implications for wholesalers that are rooted in days gone by. We dusted off this piece which was originally written in - [24 Great Ideas Wholesalers Use to be More Productive…and Memorable](https://wholesalermasterminds.com/2009/10/24-great-ideas-wholesalers-use-to-be-more-productive-and-memorable/) - Update June 1st 2010: It's been 90 days almost 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 - [Wholesaler Dilemmas - Your Questions Answered](https://wholesalermasterminds.com/2012/01/wholesaler-dilemmas-your-questions-answered/) - We've received some great questions via email, as well as in our live events lately, so we thought we'd address some of them here for all to see. At a recent meeting, while working with a team of seasoned wholesalers, I received the question: "When I build my rotations, how strict should I be in - [10 Better Questions Hiring Managers Can Ask Of Wholesaling Candidates](https://wholesalermasterminds.com/2012/01/10-better-questions-hiring-managers-can-ask-of-wholesaling-candidates/) - Many years ago when I started in management and needed to conduct my first wholesaler interview, I was at a loss for meaningful questions that would help me get more solid insights into the candidates that I was about to see. After some homework I made a list of 10 questions and I made a habit of - [Wholesalers Are Feeling Optimistic As The New Year Unfolds ](https://wholesalermasterminds.com/2012/01/wholesalers-are-feeling-optimistic-as-the-new-year-unfolds/) - We ran a quick survey in two different wholesaler groups on LinkedIn to find out how wholesalers are feeling about their sales goal in the year ahead. The good news, as the consolidated chart below suggests, is that as the New Year begins folks are feeling generally optimistic about their opportunities for the year ahead. If you want to weigh - [Things That Wholesalers In Job Transition Should Know](https://wholesalermasterminds.com/2012/01/things-that-wholesalers-in-job-transition-should-know/) - If you are a wholesaler in transition then you might know that the road to working with an executive recruiter and understanding how to properly use social media in your search can be slippery indeed. Fortunately we have this recording for you. Listen is as Mike Brown from MRI Cedar Rapids and Rob Shore of shorespeak, L.L.C. discuss: How - [Five Secrets Call Replay](https://wholesalermasterminds.com/2010/07/five-secrets-call-replay/) - Thanks for your purchase of the Five Secrets to Attaining Extraordinary Wholesaling Success...AND Having a Life Too [podcast]https://wholesalermasterminds.com/audio/fivesecretsaudiocoachmaryrobshore07272010.mp3[/podcast] - [Wholesaler Mastermind Call Replay](https://wholesalermasterminds.com/2009/12/wholesaler-mastermind-call-replay/) - Enjoy this replay and when you’re done you’ll know whythe reception to Wholesaler Masterminds has been outstanding! Joining the existing group you'll also get access to the Wholesaler Mastermind Archives. That’s over 8 hours of recorded calls that will change your business. Be sure to read the Testimonials and then APPLY TODAY! [podcast]https://wholesalermasterminds.com/audio/wmm2_kfreeman_121809.mp3[/podcast] - [10 Great Ideas in 20 Minutes Call Replay](https://wholesalermasterminds.com/2009/11/10-great-ideas-in-20-minutes-call-replay/) - Enjoy this replay and when you're done you'll know why the reception to Wholesaler Masterminds has been outstanding! There are only five (5) spots left in the existing Wholesaler Masterminds group. By joining the existing group you get access to the Wholesaler Mastermind Archives. That's over 7 hours of recorded calls that will change your business. - [Registration Success!](https://wholesalermasterminds.com/2009/11/you-are-registered/) - Congratulations! You are registered for the Wholesaler Masterminds conference call: "10 Great Ideas in 20 Short Minutes" Date: Wednesday November 25th Time: 1 PM Eastern Time / 10 AM Pacific Time Dial in number: 712-775-7000 Access code: 1048106# The call will start promptly according to time.gov Before you go, connect via LinkedIn, Twitter, or Facebook - [21 Ideas via Masterminds Call](https://wholesalermasterminds.com/2009/09/21-ideas-via-mastermind-call/) - Send an email prior to broker appointment asking for what THEY want to discuss Ask for referrals Deliver feedback to referrer on the progress of those referrals Develop a Fallen Angels List Business planning with commitments. Tell them how much you need from them in dollars Press from joint client appointments Ask "what cases are ## Pages - [Home](https://wholesalermasterminds.com/) - The art, science, and lifestyle of wholesaling. Our coaching, blog, videos, podcasts, and productivity tools help good wholesalers become GREAT wholesalers. - [Select One of Over 400 Posts from the Blog Archive](https://wholesalermasterminds.com/blog/blog-post-archives/) - Select From Over 400 Posts (More Than 15 Years of Content!) or Search All of Wholesaler Masterminds - [](https://wholesalermasterminds.com/wholesaler-masterminds-business-builders/) - Welcome to the Business Builder Store! We’re compiling a shopping destination designed just for you: the Wholesaler that wants to find ways to improve your craft – and needs to do it on your own time. Check back occasionally as we’ll be adding (and updating) more products for you to use to grow your business. - [Contact Wholesaler Masterminds®](https://wholesalermasterminds.com/contact-wholesaler-masterminds/) - Have a question? Contact us through LinkedIn - [About Wholesaler Masterminds® and Coach Rob Shore](https://wholesalermasterminds.com/about/) - Consider the following questions about your wholesaling practice: Are you reaching your full potential as a wholesaler? Do you have an identifiable brand in your region - one that stands next to the brand of your firm? Do you adhere to specific processes that make your practice more organized and more productive? Is the income - [Wholesaler Masterminds®
Business Plan Template](https://wholesalermasterminds.com/wholesaler-masterminds-business-builder-business-planning-template/) - CLICK HERE FOR IMMEDIATE ACCESS - [](https://wholesalermasterminds.com/resources/job-board/) - THIS SERVICE HAS BEEN DISCONTINUED - [Wholesaler Follow-up Process](https://wholesalermasterminds.com/wholesaler-follow-up-process/) - No long sales pitch. No extended discussion of features and benefits. Simply this: Wholesalers Need to Improve Their Follow-up Skills (and they say so themselves) We asked: What areas of improvement will benefit you most over the NEXT THREE YEARS? This Is Our Wholesaler Masterminds Follow-up Task Worksheet CLICK TO DOWNLOAD THE FOLLOW-UP TASK WORKSHEET - [Wholesaler Masterminds® Follow-up Task Worksheet](https://wholesalermasterminds.com/wholesaler-masterminds-follow-up-task-worksheet/) - No long sales pitch. No extended discussion of features and benefits. Simply this: Wholesalers Need to Improve Their Follow-up Skills (and they say so themselves) We asked: What areas of improvement will benefit you most over the NEXT THREE YEARS? This Is Our Wholesaler Masterminds Follow-up Task Worksheet CLICK TO DOWNLOAD THE FOLLOW-UP TASK WORKSHEET - [Privacy Policy](https://wholesalermasterminds.com/privacy-policy/) - Updated 5/25/2018 This Privacy Policy is designed to explain how Wholesaler Masterminds®, BeMemorable.com and shorespeak, L.L.C. collect, use, share, and protect the personal information you provide to us when you access our website, purchase our goods or services, or engage with us on social media, as well as your own rights to the information we - [Wholesaler Masterminds® Business Plan Template](https://wholesalermasterminds.com/wholesaler-business-plan-template/) - Here's your complimentary Wholesaler Mastermind Business Plan Template (save to your computer by right clicking and choosing 'save link as' or 'save target as') This is the same business plan that I have used to raise billions of dollars and achieve top two market share at every account I served. If you have any problems - [](https://wholesalermasterminds.com/exclusive-private-coaching/) - Wholesaler Private Coaching from Wholesaler Masterminds®. Since 2008 we've helped turn thousands of good wholesalers into great wholesalers. - [Site Map](https://wholesalermasterminds.com/site-map/) - [Welcome shorespeak.com Visitor!](https://wholesalermasterminds.com/welcome-shorespeak-com-visitor/) - You've reach our main outpost here at Wholesaler Masterminds® where you’ll find: 500+ posts 250+ podcasts Video tutorials Books Online courses Plus information about our: Speaking Coaching Podcasts Have a look around, and if you need us our Contact Info is here. - [Wholesaler Masterminds® Best 39 'Thought of The Day' Insights](https://wholesalermasterminds.com/wholesaler-masterminds-best-39-thoughts-of-the-day/) - SINCE 2009, WHOLESALER MASTERMINDS® HAS BEEN WORKING WITH WHOLESALERS AND THEIR LEADERS TO PERFECT THE ART, SCIENCE AND LIFESTYLE OF WHOLESALING. HERE ARE 39 THOUGHTS THAT WE HOPE WILL HELP YOU MAKE PROGRESS TOWARDS BECOMING A GREAT WHOLESALER. Want a ZIP file of all 39 of the Thoughts of the Day images? For immediate download - [Wholesaler Masterminds Client Testimonials](https://wholesalermasterminds.com/testimonials-2/) - "The coaching you gave me early on (ideas, strategies, processes) helped me raise over 2.5 billion during my time at my former firm. This really allowed me the freedom and resources to be able to make career decisions that were in the best interest of me and my family." -Brad G., Midwest Mutual Funds Wholesaler - [Create Better Organized and More Efficient Rotations with Wholesaler Masterminds Rotation Builder](https://wholesalermasterminds.com/create-better-organized-and-more-efficient-rotations-with-wholesaler-masterminds-rotation-builder/) - You know that well constructed rotations (zones) are a key ingredient to becoming a great wholesaler- and having your next Career Year. We know that crafting rotations that work, and then documenting them in your calendar, is a time consuming process. And time is one thing that you do not have enough of. You Need - [22 Wholesaler Practice Management Articles](https://wholesalermasterminds.com/22-wholesaler-practice-management-articles/) - Oh, we have written a bunch about wholesaler practice management. Check out any of these posts to tune up your territory and spit shine your practice. Here just a sample: 76 Great Questions Wholesalers Should Ask Advisors3 Ways Wholesalers Can Have More Productive Advisor Meetings 23 Client Event Ideas For Wholesalers To Use With Advisors 5 Ways - [Brotherhood of the Bag Books Written by Rob Shore](https://wholesalermasterminds.com/brotherhood-of-the-bag-books-written-by-rob-shore/) - 10,000+ Hours of Wholesaler Coaching 500+ Wholesaler Masterminds Posts 200+ Wholesaler Masterminds Radio Shows 10+ Years of Sunday Night Emails NOW TWO BOOKS TO CHOOSE FROM - [Learn More About Wholesaler Masterminds Coaching Programs](https://wholesalermasterminds.com/wm-landing/) - Make This Year Your Career Year – And Let Us Help Think of a great athlete. or One of the great captains of industry. or A master entrepreneur. What do each of them have in common? They all have employed the services of professional coaches. And you should too. Why Wholesaler Masterminds Coaching? In a - [Thank You For Your Purchase!](https://wholesalermasterminds.com/thank-you-for-your-purchase/) - We appreciate the purchase you have made from the Wholesaler Masterminds Business Builders Store. [wp_eStore_transaction_result:end] If you need support for any of our products please contact us right away - we'll respond promptly! flickr credit - [Wholesaler Masterminds Radio: Private Label Podcasts](https://wholesalermasterminds.com/wholesaler-masterminds-radio-private-label-edition/) - Based on the hugely popular success of Wholesaler Masterminds Radio, we introduce you to Private Label Podcasts from Wholesaler Masterminds Here's a sample of a show we did for Laurus Distributors: https://wholesalermasterminds.com/wmm_radio_private_label/wmm_radio_private_label.mp3 Your Sales Organization's Objective The primary goal you have in mind for exploring this innovative approach is to further build upon the sales - [Wholesaler Masterminds Radio Show Podcast Archive](https://wholesalermasterminds.com/wholesaler-masterminds-radio-2010-show-archives/) - Listen to the experts that we have gathered share their thoughts on this channel that's custom designed just for wholesalers and their leaders. Subscribe to Wholesaler Masterminds Radio at Apple Podcasts, or wherever you listen to your favorite podcasts. 2010 Shows 2015 | 2014 | 2013 | 2012 | 2011 | 2010 2015 | 2014 | 2013 | 2012 | 2011 | 2010 - [Wholesaler Masterminds Radio Show Podcast Archive](https://wholesalermasterminds.com/wholesaler-masterminds-radio-2011-show-archives/) - Listen to the experts that we have gathered share their thoughts on this channel that's custom designed just for wholesalers and their leaders. Subscribe to Wholesaler Masterminds Radio at Apple Podcasts, or wherever you listen to your favorite podcasts. 2011 Shows 2015 | 2014 | 2013 | 2012 | 2011 | 2010 2015 | 2014 | 2013 | 2012 | 2011 | 2010 - [Wholesaler Masterminds Radio Show Podcast Archive](https://wholesalermasterminds.com/wholesaler-masterminds-radio-2012-show-archives/) - Listen to the experts that we have gathered share their thoughts on this channel that's custom designed just for wholesalers and their leaders. Subscribe to Wholesaler Masterminds Radio at Apple Podcasts, or wherever you listen to your favorite podcasts. 2012 Shows 2015 | 2014 | 2013 | 2012 | 2011 | 2010 2015 | 2014 | 2013 | 2012 | 2011 | 2010 - [Wholesaler Masterminds Radio Show Podcast Archive](https://wholesalermasterminds.com/wholesaler-masterminds-radio-2013-show-archives/) - Listen to the experts that we have gathered share their thoughts on this channel that's custom designed just for wholesalers and their leaders. Subscribe to Wholesaler Masterminds Radio at Apple Podcasts, or wherever you listen to your favorite podcasts. 2013 Shows 2015 | 2014 | 2013 | 2012 | 2011 | 2010 2015 | 2014 | 2013 | 2012 | 2011 | 2010 - [Wholesaler Masterminds Radio Show Podcast Archive](https://wholesalermasterminds.com/wholesaler-masterminds-radio-2014-show-archives/) - Listen to the experts that we have gathered share their thoughts on this channel that's custom designed just for wholesalers and their leaders. Subscribe to Wholesaler Masterminds Radio at Apple Podcasts, or wherever you listen to your favorite podcasts. 2014 Shows 2015 | 2014 | 2013 | 2012 | 2011 | 2010 2015 | 2014 | 2013 | 2012 | 2011 | 2010 - [Wholesaler Masterminds Radio Show Podcast Archive](https://wholesalermasterminds.com/wholesaler-masterminds-radio-2015-show-archives/) - Listen to the experts that we have gathered share their thoughts on this channel that's custom designed just for wholesalers and their leaders. Subscribe to Wholesaler Masterminds Radio at Apple Podcasts, or wherever you listen to your favorite podcasts. 2015 Shows 2015 | 2014 | 2013 | 2012 | 2011 | 2010 2015 | - [Proven Strategies To Transform Your Wholesaling Practice from Rob Shore at Wholesaler Masterminds®](https://wholesalermasterminds.com/about/coaching-at-your-next-meeting/) - If you are a sales manager planning a Divisional or National meeting, and want to bring the expertise and coaching of Wholesaler Masterminds® directly to your team live, check out our "Proven Strategies To Transform Your Wholesaling Practice” presentation. Here's what you need to know: We work directly with you, the leader of the wholesaling team, before the - [INTRODUCING OUR NEWEST SERVICE!](https://wholesalermasterminds.com/wholesaler-masterminds-speakers-bureau/) - WHO WE ARE Wholesaler Masterminds® Speakers Bureau strives to be the premier destination for financial services distribution professionals to meet all of your value-add speaker needs. This includes: National sales meeting speakers Divisional sales meeting speakers Broker/dealer conference sponsored speakers Road-show speakers Product roll-out speakers Home office due diligence meeting speakers Local territory speakers for multiple events - [Terms, Conditions and Privacy Policy](https://wholesalermasterminds.com/faq/terms-and-conditions/) - Read our May 2018 updated Privacy Policy here. Wholesaler Masterminds aka shorespeak, L.L.C., welcomes the opportunity to provide information, services and products on this website. Use of the Wholesaler Masterminds aka shorespeak, L.L.C. website signifies your agreement with its Terms and Conditions. Disclaimer The Service, Information, Products and Materials provided by Wholesaler Masterminds aka shorespeak, L.L.C. - [Allego and Wholesaler Masterminds form a new partnership for financial services distributors](https://wholesalermasterminds.com/allego-and-wholesaler-masterminds-form-a-new-partnership-for-financial-services-distributors/) - Announcing a NEW Partnership: Allego and Wholesaler Masterminds "This logical synergy between Allego and Wholesaler Masterminds will result in tremendous value." ~Rob Shore, Wholesaler Masterminds "Most innovative sales leaders in financial services understand that the right content, delivered at the right time, with proper reinforcement, makes all the difference in the ROI of their training - [Wholesaler Poll: What's On Your Mind?](https://wholesalermasterminds.com/wholesaler-opinion-survey-2014/) - The most frequently asked questions that we get have to do with what others wholesalers and their leaders are thinking, doing and feeling. And, through our 800+ hours of coaching and live events per year we have a darn good idea, we thought we'd take a more scientific approach in 2014. Welcome to the 2014 - [Wholesaler Masterminds Business Builders - 15 Sales Rules To Live (and Die) By](https://wholesalermasterminds.com/wholesaler-masterminds-business-builders-15-sales-rules-to-live-and-die-by/) - In January 1999, I wrote a memo to a new wholesaling organization that I was starting. It was designed to set the baseline for how we would carry ourselves and face off against customers. These rules became the foundation for developing the team's MQ-Memorability Quotient®. And, they apply to all sales folks. Almost 20 years - [Wholesaler Time Management & Productivity Webinar](https://wholesalermasterminds.com/top-ten-tips-for-wholesaler-organization-and-time-management/) - Laura Stack Speaks to Wholesalers About the Webinar You have 37 unread emails. Your voicemail box is 3 messages away from being full. You’ll be lucky if you can get through three of the fifteen items on your to-do list. You're behind on your call reporting and, just to add insult to injury, you are - [Wholesaler Masterminds Wine Society Special Holiday Offer](https://wholesalermasterminds.com/wholesaler-masterminds-wine-society-special-holiday-offer/) - The season is upon us. If you're like me, there is giving to be done for clients, family and friends. And, after a hard fought year, perhaps a few gifts for yourself! This offer is a bit different from prior ones, as courtesy of Kerri at K. Laz Wine Collection, she has made her entire - [Wholesaler S.M.A.R.T. Goal Setting](https://wholesalermasterminds.com/wholesaler-smart-goal-setting/) - Now that you have your Wholesaler Business Plan Template from Wholesaler Masterminds®, you need to make certain that all of the goals you set are S.M.A.R.T.. S.M.A.R.T. goals are: Specific Measurable Attainable Realistic Time-Bound Here's how to formulate a S.M.A.R.T. Goal: __________ • S = SPECIFIC Specific - A specific goal has a much greater - [Wholesaler Resources](https://wholesalermasterminds.com/resources/) - We're bringing you tools, deals and discounts that will allow you to increase your productivity, stay healthy and look your best. Click on any of these choices to go directly to the opportunities! - [Wholesaler Masterminds Inner Circle - Successful Order](https://wholesalermasterminds.com/thank_you/) - Thank you! Your order has been successfully received. PayPal will send your receipt directly to your inbox. Need help? Email us at wholesalermasterminds at gmail.com - [Learn How to Create and Market Your PVP- Peerless Value Proposition®](https://wholesalermasterminds.com/wholesaler-teleconference-creating-and-marketing-your-pvp-peerless-value-proposition/) - Financial Consultants, Advisors, Agents, RIAs - call them what you will - they all demand the same thing: A DAMN GOOD REASON TO MEET WITH YOU! Sadly, too many wholesalers are stuck in the Sea of Sameness. The problem is that for a typical wholesaler their appointments look just like this: What about you? Are - [Wholesaler Masterminds Peer Group Coaching](https://wholesalermasterminds.com/about/wholesaler-masterminds-info/) - Also available: Speaking at Your Sales Meeting • Private Coaching • Rookie Coaching • Sales Manager Coaching Dear Successful Wholesaler, If you’ve ever considered the services of a professional wholesaling coach to advance in your career quickly, today I have very good news for you. You may qualify to participate in an exclusive Wholesaler Masterminds group, - [Apply for Membership](https://wholesalermasterminds.com/apply-for-membership/) - [gravityform id="11" title="false" description="false"] - [Wholesaler Masterminds Coaching](https://wholesalermasterminds.com/wholesaler-masterminds-coaching/) - New ideas. Fresh perspectives. Self improvement. At the core of the Wholesaler Masterminds business model is coaching. Specifically, professional coaching for professional wholesalers, divisional managers, national sales managers, and leaders of distribution. Our coaching engagements include: Wholesaler Masterminds At Your Next Sales Meeting Priority Partner Preferred Coaching - LIMITED AVAILABILITY - Contact Coach Rob for details One on One - [](https://wholesalermasterminds.com/wholesaler-email-clinic-teleseminar-at-wholesaler-masterminds/) - In an Ignites.com survey of wholesalers, 43% stated that their biggest challenge was getting meetings with targeted advisors. Everyday we speak with wholesalers that are frustrated that their outreach to advisors is being ignored. Phone calls aren't working. Voice messages aren't working. Their attempts at email are hit and miss - mostly miss. And no wonder, - [Wholesaler Masterminds Business Builders - Learn To Use RSS](https://wholesalermasterminds.com/wholesaler-masterminds-business-builders-learn-google-reader/) - You don’t need compliance approval to LISTEN! NOTE: As of July 1, 2013 Google has discontinued their Google Reader service. In its place we recommend Feedly. Google Reader is a tool for gathering, reading, and sharing all the interesting blogs and websites you read on the web. Rather than clicking from site to site to - [Wholesaler Health & Fitness](https://wholesalermasterminds.com/wholesaler-health-fitness/) - Here at Wholesaler Masterminds we have curated hand selected affiliates to offer you discounts on things that will assist you in becoming a great wholesaler. And, in case you are wondering, when you order from a link here, we get paid a referral fee. Never lost the "freshman 15" from your first year of wholesaling? Did you - [Short Take Posts](https://wholesalermasterminds.com/short-take-posts/) - Every day we coach wholesalers and their leaders. Every conversation we have leads to certain insights. Some are not meant to be shared - that's the private nature of coaching. Some are worthy of our Wholesaler Masterminds® Short Take Posts. Posts that are snack size. Designed for quick and easy reading. And to make you think. - [NEW Wholesaler Masterminds Ad](https://wholesalermasterminds.com/new-wholesaler-masterminds-ad/) - [March Madness Contest at Wholesaler Masterminds Schedulers](https://wholesalermasterminds.com/march-madness-contest-at-wholesaler-masterminds-schedulers/) - ENTER FOR YOUR CHANCE TO WIN A FULL YEAR OF SCHEDULING SERVICES FROM WHOLESALER MASTERMINDS SCHEDULERS Here's how: 1. Use the form below to correctly identify the winners of the 2015 MidWest, South, West and East Regional brackets AND the winner of the 2015 Final Four tournament - NO LATER THAN MIDNIGHT MARCH 20th 2015! 2. - [Gifts For Advisors & COIs](https://wholesalermasterminds.com/gifts-for-advisors-cois/) - Here at Wholesaler Masterminds we have curated hand selected affiliates to offer you discounts on things that will assist you in becoming a great wholesaler. And, in case you are wondering, when you order from a link here, we get paid a referral fee. [wpcol_1half id="" class="" style=""]Bazooka Bubble Gum, Sweetarts, Astro Pops and Wax Lips - [Frequently Asked Questions](https://wholesalermasterminds.com/faq/) - Here are some of our most frequently asked questions. Once you have read them be sure to click on the button at the bottom to Read The Fine Print. Q) Do I need to be concerned about the group members and confidentiality? A) Every effort will be made to diversify the Masterminds by geography and - [NEW! Wholesaler Masterminds Video Coaching Clinic](https://wholesalermasterminds.com/about/wholesalers-have-no-time-for-conventional-coaching/) - First there was One on One Coaching Next came Wholesaler Masterminds Group Coaching Now, in addition, we present the Wholesaler Masterminds Video Coaching Clinic Fact #1: You have a strong desire to improve your skills. Dilemma: You are not sure where to invest your time or hard earned dollar to become a truly great wholesaler. - [10 Popular Wholesaler Masterminds Radio Shows](https://wholesalermasterminds.com/10-most-popular-wholesaler-masterminds-radio-shows/) - With nearly 100 'in the can', you can count on Wholesaler Masterminds Radio to provide you access to experts across a wide range of topics that will cause you to think, offer you great ideas and maybe even entertain you. Each episode is 12-18 minutes in length - perfect for a quick blast of info - [Checkout ](https://wholesalermasterminds.com/checkout/) - [Wholesaler Masterminds Schedulers™ - Beta Interest Form](https://wholesalermasterminds.com/wholesaler-masterminds-schedulers-beta-interest-form/) - Loading... - [Contact](https://wholesalermasterminds.com/contact/) - [Rotation Builder](https://wholesalermasterminds.com/rotation-builder/) - 2014 UPDATE NOW AVAILABLE Good wholesalers know their rotations and stick to them. Great wholesalers can tell you 6 months out what zone they will be in, and on what day of the week. To help you get the best outcome from your work designing your territory coverage Wholesaler Masterminds is pleased to offer you our Rotation - [Wholesaler Masterminds Expense Tracker](https://wholesalermasterminds.com/wholesaler-masterminds-expense-tracker/) - To Receive Your Wholesaler Masterminds Expense Tracker Simply Click On The Link To Download Click Here to Download the Expense Tracker (or right click to 'save as') - [Thank You](https://wholesalermasterminds.com/thank-you-for-your-va-purchase/) - Thank you for your purchase. You will be re-directed to our home page shortly. Or, click here to return to Wholesaler Masterminds Virtual Assistants. - [Download Rotation Builder](https://wholesalermasterminds.com/download-rotation-builder/) - Here you go! To download your copy of Rotation Builder simply click the link below or right click on the link and save to the destination of your choice - like your Desktop for instance. 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Date and Time: Monday February 25th at 11 AM ET/10 CT/9 MT/8 PT Use the following dial in number for the call: 712-775-7000 • access code: 1048106 We'll be using join.me for the slide portion of the broadcast. If - [Teleseminar Registration Success!](https://wholesalermasterminds.com/teleseminar-registration-success-jakeif-kansienakidfrkkaidneifsrkaidnsjyhrdlaibvaba/) - Congratulations! You are now registered for the Wholesaler Email Clinic Teleseminar Date and Time: Friday August 3rd at 1 PM ET/12 CT/11 MT/10 PT Be sure to check your email for the dial-in instructions for the call (and check your spam folder if you didn't get our email!) Note: This call will start PROMPTLY at the times - [World's Best Branch Training Audio Download Information](https://wholesalermasterminds.com/worlds-best-branch-training-audio-download/) - Thanks for your purchase! NOTE: There is no introduction on the audio, it gets straight down to business so get ready to take notes as soon as you hit 'play'. Here are a few things you need to know: 1. This training was done with a Branch Referral Card handout that lists the things that branch employees - [Tools to Help You Grow Your Practice](https://wholesalermasterminds.com/free-stuff/) - UPDATED! 2012 Wholesaler Masterminds Business Planning Template is NOW AVAILABLE! This is the same template that I have used to raise billion of dollars and has been downloaded from this site OVER 2100 TIMES! Click GET IT! and immediately after confirming your email - [Payment Received](https://wholesalermasterminds.com/payment-received/) - Thank You! Your payment has been received and I look forward to working with you. If you are not already a regular reader, head over to the blog. This is where weekly posts of interest are found. ## Landing Pages - [A NEW Book Written Exclusively For Wholesalers](https://wholesalermasterminds.com/landing/brotherhood-of-the-bag-a-wholesalers-handbook/) - NOW ON SALE! Want to get a peek inside? CLICK to see The Table of Contents Pick up a copy of Brotherhood of the Bag, A Wholesaler's Handbook today!" width="181" height="81" /> NEED THE KINDLE VERSION? HEAD OUT TO AMAZON.COM RETURN TO WHOLESALER MASTERMINDS WEBSITE - [Create Better Organized and
More Efficient Rotations](https://wholesalermasterminds.com/landing/wholesaler-masterminds-new-rotation-builder-for-more-efficient-and-organized-wholesaling/) - You know that well constructed rotations (zones) are a key ingredient to becoming a great wholesaler- and having your next Career Year. We know that crafting rotations that work, and then documenting them in your calendar, is a time consuming process. And time is one thing that you do not have enough of. You need - [Wholesaler Masterminds® Coaching Programs](https://wholesalermasterminds.com/landing/wholesaler-masterminds-coaching-programs/) - [Brotherhood of the Bag Books](https://wholesalermasterminds.com/landing/brotherhood-of-the-bag-books/) - Brotherhood of the Bag Two Books Written Exclusively for Financial Services Wholesalers 5000 Hours of Wholesaler Coaching Over 400 Wholesaler Masterminds Posts Five Years of Sunday Night Emails NOW TWO BOOKS TO CHOOSE FROM - [Take The Hassle Out Of Building Your Rotations!](https://wholesalermasterminds.com/landing/wholesaler-masterminds-new-rotation-builder/) - You know that well constructed rotations (zones) are a key ingredient to becoming a great wholesaler- and having your next Career Year. We know that crafting rotations that work, and then documenting them in your calendar, is a time consuming process. And time is one thing that you do not have enough of. You need - [What If Your Emails To Advisors Actually Helped You Increase Your Production?](https://wholesalermasterminds.com/landing/exclusive-wholesaler-masterminds-email-clinic-live-teleseminar/) - In a recent Ignites.com survey of wholesalers, 43% stated that their biggest challenge was getting meetings with targeted advisors. Also, in a Wholesaler Masterminds/Financial Planning Magazine survey of financial advisors, 69% indicated a preference for email message versus personal phone call. 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