wholesalers

6 Steps to Becoming a Student of the Business

Some folks are great at taking today’s headlines and crafting a story to impress clients and prospects with their wealth of knowledge.

Some folks need some help.

Here is a six step process to follow to help you spin great stories and make you a better student of the business:

[click to continue…]

{ 1 comment }

tagged as communication, crafting stories, MQ, sales, sales lessons, student of the business, wholesalers

10 Gifts You Should Buy Yourself This Holiday Season

Spent hours yesterday assembling a great list of both free and not so free items that you should consider buying for yourself. After all, who better to invest in your business than you? It’s all found at this link on our sister site, Wholesaler Masterminds. Enjoy.

Read the full article →

Drafting on Influentials

Sales folks 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 sales people are just that way – except for the great ones. The great ones know how to draft on influentials.

Read the full article →

October Newsletter Now Live: Its About Time

Dan was a broker who 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 came through his city. Each time Dan promised to review the material, present a product, order a hypo – something, anything. The “competitive me” [...]

Read the full article →

Congratulations, Your Clients Now Own You

It’s 5:30 PM and I was driving the 405 south through Orange County. The phone rings and it is one of my clients. Not just any client 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 of [...]

Read the full article →

15 Sales Rules To Live (and Die) By

10 years ago, in January 1999, I wrote a memo to a new sales organization that I was starting. It was designed to set the baseline for how we would carry ourselves and face off against customers. It was written for a team of financial services wholesalers. These rules became the foundation for developing the [...]

Read the full article →

The Prehistoric Wholesaler

According to Wikipedia: Prehistorians typically use a Three Age System to divide up human prehistory, named for their respective predominant tool-making technologies: The Stone Age - a broad prehistoric time period during which humans widely used stone for toolmaking. The Bronze Age – the period in that society when the most advanced metalworking evolved. The [...]

Read the full article →

← Previous Entries