featured - Wholesaler Masterminds®

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?”

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:

The granularity and productivity of the discussions we get into with our most seasoned and successful wholesalers are always eye opening.

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.

Some wholesalers are under the impression that great production is all that matters.

Maybe.