Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker
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:
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.
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?
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).
