Wholesalers – Make More Time For You!

I’ve had the pleasure of working with external wholesalers a.k.a. regional vice-presidents for the past 11 years and the one thing I have learned is they are certainly a very busy, hard-working bunch! You can see the drive and motivation in each one of them. They strive to provide the best service possible to their clients all while keeping their employer happy but unfortunately too many of them end up running themselves ragged. The majority of them are excellent salespeople – they could sell a ketchup popsicle to a person wearing white gloves- but organization isn’t always their strong suit.

If you are a wholesaler – I’m assuming you are busy enough so continue to read on for some tips and tricks that will help make your life easier and quite possibly allow you to make some time for you. It’s amazing what carving out some time for planning and organization will do for you and your business!

  1. Organize your calendar! Create loops or rotations and plan out your calendar for at least three months in advance. If you get real ambitious plan it out for six or even twelve months. Your future self will thank you!
  2. Rank your clients and prospects. If you rank your contacts as you go it will save a lot of time down the road. Some rank them A, B, C or others might have a code word for each type of contact. For example rank all of your top clients A – these are people you want to see again and people you hope to continue to get business out of. Rank the promising ones a B. You may not get a lot of out them or nothing at all right at first but you know you can get them to sell your product in the future. Rank those that you do NOT want to waste any more time on a C. This also comes in handy when working with a scheduling assistant. Your assistant won’t waste her time and your money calling people who aren’t worth your time.
  3. Lists – each week generate lists that you can use in your appointment setting. Generate a list for Top Clients, Top Prospects, New Selling Agreements, Clients who haven’t dropped a ticket in 60 days, Clients you haven’t seen in 90 days, etc. These lists are a great way for you to dial away and get appointments – or if you work with a scheduling assistant have your assistant call on these lists.
  4. Create your hook. What makes your product so special? Why would an advisor want to meet with you? You need a hook. Do you have a hot new product, is your product closing and it’s too good of a product for your clients to pass up? Is your product making headlines or had an above average quarter? Advisors are being bombarded my wholesalers so what makes you stand out from the pack? Use your great personality and your product’s uniqueness to your advantage!
  5. Door openers. Over the years several wholesalers I’ve worked with have used door openers as a way to visit with an advisors or as an appreciation gift for their time. You can get creative with these – perhaps you don’t necessarily use them to get in the door but during your first visit you get to know the advisor and you use the door opener to get in the door a second time.
  6. Find out what you can do to make your advisor’s life easier? Perhaps you can help them find a solution to a problem that will also mean sales for you! Email me (info@eliteschedulingservices.com) for an idea that some wholesalers are using to stand out from the rest and help their advisors.
  7. Set goals! I am very big on goal setting. It’s a way to stay motivated and to continue to strive for more. Write down what you want and how you are going to get it. Keep your goals and plan for success in front of you every day. If you plan to succeed and follow the steps to get there you WILL succeed!
  8. Hire an assistant. If you are just way too busy selling to do anything else and your internal is either maxed out or non-existent then hire an assistant. A professional, experience assistant can help you schedule appointments, plan events, do your expenses, write your thank you notes and holiday cards, plan your travel, order flowers for your grandma, etc. See next week’s blog for hiring the perfect assistant!


Danae Branson is the founder of Elite Scheduling Services. She provides scheduling and virtual assistant services to wholesalers, financial advisors and other professionals in the financial industry. You can learn more about her company at http://www.eliteschedulingservices.com.

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