Wholesalers face aggressive activity objectives. Today’s standard is 25 in-person contacts per week. When covering larger geographies this proves challenging. As a result of insufficient scheduling, some wholesalers stop at an advisor’s office after calling to say, “Hey, I’m just down the street…” or – even worse – totally unannounced. “Do you have a few […]
Read MoreWholesaling is competitive; VERY competitive. But what business is not competitive? Competition is a fact of life. Unfortunately, so is slamming the competition. “Slamming the Competition” questions the integrity and truthfulness of the competitor, and differs from comparing and contrasting products or services in both substance and tone. Being a Master Wholesaler™ means you never […]
Read MoreWe are a society of gift givers. “Never arrive empty handed,” applies to business as much as it applies to social settings. Recently I dropped off some dry cleaning, and asked the impossible: Could I get it in an hour? Usually – in fact, almost ALWAYS – the answer would be “NO!” One-hour dry cleaning […]
Read MoreThis is a series of ten major faux pas’ made by wholesalers, ideas on how to correct them, and suggestions for advisors on how to deal with wholesalers who make these mistakes. Wholesalers are driven, competitive, outcome focused and BUSY. They focus on the next call; the next appointment. They follow up on calls. Wholesalers […]
Read MoreThis is the second post in a series of ten discussing major faux pas’ made by wholesalers, ideas on how to correct them, and suggestions for advisors on how to deal with wholesalers who make these mistakes. Mistake #2: Telling, Not Selling Presenting is an essential skill for wholesalers. You demonstrate your product in such […]
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