Wholesaling 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 […]
Read MoreToday’s kids just aren’t motivated. We have spoiled and coddled them. They don’t have drive, and can’t deal with competition. Yeah, right. Yesterday Missy Franklin put an exclamation point on her first world swimming championships in Shanghai. She won five medals in all — two golds and a silver in relays as well as a […]
Read MoreWholesaler utilization continues to be a never-ending topic of discussion. Professional advisors seek new ways to partner with quality wholesalers and wholesaling companies, and the wholesalers also look for ways to differentiate themselves. There are a number of successful strategies for wholesaler utilization, including “5/60 Events (TM).” A wholesaler comes to you with an idea […]
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. #1 Poor Defining Statement Most wholesalers cannot tell you what they do. When asked, wholesalers tend to say one of two things: “I’m […]
Read MoreClient reviews are sometimes difficult to schedule. The client says something like, “Well, no need to get together. We are happy where we are.” We assume that means they are “satisfied” – and we are right. However, satisfied clients are not necessarily loyal clients. Maybe we need to examine our review process. Maybe, just maybe, […]
Read MoreAt this time, flood-waters continue to savage North Dakota. Some of the communities affected include Fargo, Minot, Mandan, Williston, and Bismarck. These communities, and others are being challenged as never before . Bismarck is the home of Investment Centers of America (ICA), and they have offices in all of these cities. Several ICA employees face […]
Read MoreAccording to the American Heritage Dictionary, both “customer” and “client” can be defined as “one that buys goods or services.” However, there are distinct differences. Customers need the transaction Clients need the relationship. Customers buy a product or service. Clients buy the people of the firm. Customers are dependent on the product for quality Clients […]
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