The NEW Wholesaler Masterminds Radio Show: Recent Episodes
Rob Shore
Listen to the experts that we have gathered share their thoughts on this podcast that’s custom designed just for financial services wholesalers and their leaders. We'll bring you authors, speakers and thought leaders that help you improve the art, science and lifestyle of your practice. For more, visit us at http://wholesalermasterminds.com
Internal Use Only is a newer entrant in the podcasting community, focusing on content for wholesalers. We share with our listeners this episode in which host Dan Sullivan interviews Rob Shore from Wholesaler Masterminds® Note, there is strong language used starting at the 49:10 mark.
Based, in part, on 57 Things I’d Tell My 31 Year Old Wholesaler Self
The book referenced in the show is The Millionaire Next Door
Check out other Internal Use Only episodes here.
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: One Way We're Going To Be Tested In The Months Ahead
All of our Covid-19 related content can be found on our website!
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: When Untouchables Become Touchable: Nothing But Good News Episode
All of our Covid-19 related content can be found on our website!
Like you, we're on the lookout for information that helps us better understand what the future of our profession holds in light of COVID-19.
Today I attended a presentation from MMI, Money Management Institute.
They're running a series called The New Paradigm for Distribution Success. It's an MMI Virtual Event Series for Distribution Professionals.
Read this show’s transcription and see the charts at our website.
[Part One of What Does The Path To “Normal” Wholesaling Look Like After Covid-19? can be found here]
[Part Two of What Does The Path To “Normal” Wholesaling Look Like After Covid-19? can be found here]
All of our Resources To Help You Weather The Coronavirus Storm can be found on our website!
Listen to Part One.
On 4/7/20 we asked our Sunday Night Email readers, "What are you thinking?"
Specifically we wanted to know:
- What will a return to 'normal' look like in our wholesaling world?
- While some firms have guaranteed 2020 employment, will there be layoffs yet to come?
- How and when will firms/advisors welcome us back into their offices - or will they?
- Will you be willing to travel, "shake hands and kiss babies" to promote products and build your practice?
- Has the 'zoom culture' that we've been thrust into set the stage for a paradigm shift in how we do what we do?
We received an amazing number of responses. Most of which were really thought provoking.
In this episode we share the rest of our findings.
All of our Resources To Help You Weather The Coronavirus Storm can be found on our website!
On 4/7/20 we asked our Sunday Night Email readers, "What are you thinking?"
Specifically we wanted to know:
- What will a return to 'normal' look like in our wholesaling world?
- While some firms have guaranteed 2020 employment, will there be layoffs yet to come?
- How and when will firms/advisors welcome us back into their offices - or will they?
- Will you be willing to travel, "shake hands and kiss babies" to promote products and build your practice?
- Has the 'zoom culture' that we've been thrust into set the stage for a paradigm shift in how we do what we do?
We received an amazing number of responses. Most of which were really thought provoking.
In this episode we begin to share the findings.
All of our Resources To Help You Weather The Coronavirus Storm can be found on our website!
This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind the art, science and lifestyle of wholesaling.
For links to all 33 Technology Ideas Wholesalers Can Use to Improve Their Practice visit our website here.
About Austin Young: Austin is currently serving as CEO of Better Homes and Garden Young & Company Real Estate in Greenville/Spartanburg, SC. He took on this role earlier this year partnering alongside his brother, TJ Young, to innovate the real estate industry by taking and applying the same technological and operational skills to Real Estate that has brought him success within the wholesaling industry.
Prior to this role, he was a Business Development Director for John Hancock RPS, where he covered three sales teams across NC and VA. He was one of the youngest wholesalers to make it out to the field, known in his territory as the “Advisor Technologist” and led the 2019 year in sales production for his role.
As a special for our listeners, mention Wholesaler Masterminds to receive one free month of access with an annual commitment. Contact YCharts at hello@ycharts.com, (866) 965-7552 or head to ycharts.com to start your free trial!
To view PART TWO of our video discussion: https://bit.ly/mrcr-layoffp2
As the Covid-19 pandemic and the ranks of the unemployed, and soon to be laid off, continue to grow we asked Mike Brown from Management Recruiters of Cedar Rapids to help us understand how to get a head start in preparing for being laid off.
We discuss:
- Resume preparation
- Contacting recruiters
- Using LinkedIn
- Mental attitude
and much, much more.
To view our video discussion: https://bit.ly/mrcr-layoff
As the Covid-19 pandemic and the ranks of the unemployed, and soon to be laid off, continue to grow we asked Mike Brown from Management Recruiters of Cedar Rapids to help us understand how to get a head start in preparing for being laid off.
We discuss:
- Resume preparation
- Contacting recruiters
- Using LinkedIn
- Mental attitude
and much, much more.
This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind the art, science and lifestyle of wholesaling.
About Barry Mandinach: Barry is executive vice president and head of distribution at Virtus Investment Partners, Inc., and a member of the senior management team. Mr. Mandinach leads the distribution, positioning, messaging, and marketing of Virtus investment products across all distribution platforms. He also manages relationships with the firm’s retail distribution partners, including national wirehouses, regional and independent broker-dealers, and registered investment advisors.
As a special for our listeners, mention Wholesaler Masterminds to receive one free month of access with an annual commitment. Contact YCharts at hello@ycharts.com, (866) 965-7552 or head to ycharts.com to start your free trial!
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Protecting Your Business During Covid-19: Wide Moat Wholesaling
All of our Covid-19 related content can be found on our website!
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Information Overload and the Importance of What You Say and How You Say It - Covid-19 Edition
All of our Covid-19 related content can be found on our website!
This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts.
About Tim Kresl: Tim is a Principal of the Distribution Insight team at Broadridge. Tim has spent his career partnering with leading financial services providers to help translate data and research into meaningful actions that improve business outcomes.
He co-founded Atom Analytics in January 2018 with the goal of helping financial services providers use their existing data more effectively and systematically to drive distribution effectiveness. In July 2018 Atom Analytics joined Broadridge as part of the Data & Analytics group. Broadridge’s new Distribution Insight team now combines in-depth interviews with key stakeholders, an unmatched distribution dataset, cutting-edge data science techniques, and their unique view of the customer landscape with clients' business goals and data to create bespoke segmentation strategies and client journey maps.
Prior to starting Atom Analytics, Tim was a Principal of Market Metrics and subsequently a Strategic Advisor to Strategic Insight. In these roles he became a recognized leader in the industry for utilizing data to drive distribution effectiveness.
As a special for our listeners, mention Wholesaler Masterminds to receive one free month of access with an annual commitment. Contact YCharts at hello@ycharts.com, (866) 965-7552 or head to ycharts.com to start your free trial!
Travel restrictions are in place and in-person advisor/COI appointments may not be possible.
So, what’s a great wholesaler to do? Meet virtually, my friends.
This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind the art, science and lifestyle of wholesaling.
In this episode we mention:
- Zoom (and Zoom Cloud Meetings app)
- Join.me
- Webex
- Loom
- Krisp
- Blue Yeti USB microphone
Here is the WealthManagement.com article Rob mentioned: What Time Is the Coronavirus Conference Call?
About Marquesa Pettway: Former CNN Associate Producer of business show “Managing with Lou Dobbs, turned Business Reinvention Strategist & Professional Speaker, Marquesa Pettway speaks and coaches about the technology, presentations skills and technical logistics for working and
speaking virtually.
Speakerpreneurs(TM), a term she created in 2004, breaks down the “how to” of leveraging your expertise, time, and network from anywhere!
As a special for our listeners, mention Wholesaler Masterminds to receive one free month of access with an annual commitment. Contact YCharts at hello@ycharts.com, (866) 965-7552 or head to ycharts.com to start your free trial!
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: How Great Wholesalers Handle the Coronavirus Event and the Market Meltdown
The post Rob references in this episode can be found here: http://bit.ly/wmm_coronavirus
In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power.
This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts.
Our goal is to explore the technology behind the art, science and lifestyle of wholesaling.
About Kerry Ryan: Kerry Ryan, Director, Global Go to Market, Wealth & Asset Management at Salesforce. In her role at Salesforce, Kerry works closely with Sales, Marketing, Customer Success, Enablement, Product & Innovation teams to support the digital transformation and business growth of both wealth and asset management firms globally.
About Salesforce: Salesforce is a customer relationship management solution that brings companies and customers together. It's one integrated CRM platform that gives all your departments — including marketing, sales, commerce, and service — a single, shared view of every customer.
To receive a 30 Day Free Trial to YCharts, send an email to hello@ycharts.com and mention Wholesaler Masterminds.
In the 2020's, wholesalers who fail to embrace ALL of the technological opportunities available to their practice are simply destined to spend their time chasing the sales leaders that understand it's power.
This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts.Our goal is to explore the technology behind the art, science and lifestyle of wholesaling.
About Dave Lubnik: Dave is the VP of Business Development at YCharts. He leads YCharts’ efforts to form and grow strategic relationships with enterprise clients and industry partners. Dave’s career has included time at Goldman Sachs as a wealth advisor and at FactSet working with large asset managers.
About YCharts: YCharts was founded in 2009 to democratize investment research. As we continue to build a powerful and intuitive tool, we’re quickly outgrowing our name, but not our mission. Visit YCharts
Unearthed from the dusty archives that contain over a decade of Wholesaler Masterminds® content, we thought you might enjoy these ten wholesaling ideas.
Originally recorded in July of 2009, this free call was our way of introducing Wholesaler Masterminds® to the distribution community.
While the recording (and a few of the references contained herein) are dated, the ideas shared still have relevance and value as we enter this new decade.
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: How to Successfully Share an Internal Partner
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Great Wholesalers Are Planning Now For The Year Ahead
Tools mentioned in this episode:
Wholesaler Masterminds® Business Plan Template
Wholesaler Masterminds® Rotation Builder
What's on your mind? Email me at rob@wholesalermasterminds.com
In this episode, sponsored by Money Management Institute's Center for Distribution Excellence, we interview: Sue Thompson, Executive Vice President and Head of SPDR Americas Distribution.
Sue Thompson is an executive vice president of State Street Global Advisors and serves as Head of SPDR Americas Distribution. In this role, she is responsible for developing and leading the SPDR ETF distribution strategy across all client channels in the Americas, including institutional, intermediary and strategic relationships.
Prior to joining State Street Global Advisors in 2018, she was at Thompson Peak Advisory where she was CEO and President of her own consulting firm, advising some of the world’s largest and most sophisticated investment managers on their growth and distribution strategies.
Previously, Sue worked for BlackRock for eight years where she was responsible for growing the iShares franchise with the intermediary and institutional asset manager channels in the Americas. Prior to BlackRock, Sue was at Vanguard, where she held a number of positions culminating in a senior role in developing their ETF business.
Sue is recognized for recruiting, developing and mentoring future leaders and has played a significant role in nurturing female talent across the ETF industry. She serves on the board of Women in ETFs, where she is a founding member. Sue is a graduate of the University of California, Davis School of Law and a Member of the California State Bar association. She holds a BA (Accounting) from the University of Washington.
This episode is brought to you by Money Management Institute and their Center for Distribution Excellence. Learn more at www.mminst.org
Visit us to learn more about Wholesaler Masterminds® here.
What's changed in your wholesaling world recently? Your territory? Channel? Comp? Boss? Senior Leader?
Change is inevitable. How you deal with change can have a significant impact on your career.
Dr. Ron Rembisz has worked for the past 30 years as a full time consultant and executive coach to corporate management. His primary professional focus has been on organizational and leadership effectiveness.
Ron has had a varied career with time spent in management as Executive Director of a large not-for profit organization, as senior consultant with a U.S. based consulting firm. He has worked with large multinational, Fortune 500 companies as well as with many entrepreneurial and start-up organizations such as, Caterpillar, Citigroup, Copley Newspapers, Honeywell, Kraft, Philip Morris/General Foods, RJR Nabisco, TRW, and Xerox.
Born and raised in New Jersey, Dr. Rembisz attended undergraduate school at Seton Hall University, graduating with a Bachelor of Arts in Psychology. He received his Ph.D. in Clinical Psychology from Texas Tech University.
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: You Versus 183 Other Wholesalers
What's on your mind? Email me at rob@wholesalermasterminds.com
7 Essential Wholesaling Skills Your Manager Wants You to Have
The Other 8 Wholesaling Skills Your Manager Wants You to Have
31 Things Your Toughest Wholesaling Competitor Won’t Tell You
Originally aired 1-3-13: Don Yaeger is sought to discuss lessons on achieving greatness, learned from first-hand experiences with some of the greatest sports legends in the world.
As a award-winning keynote speaker, business leadership coach, 11-time New York Times best-selling author, and longtime Associate Editor for Sports Illustrated, he has fashioned a career as one of America’s most provocative thought leaders.
He is also often retained by companies and organizations to coach their leaders, management teams, and employees on building a culture of greatness by studying great teams in sports and discerning the business lessons we can learn from them.
Visit Don's work at donyaeger.com
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Your Strategic Wholesaling Advantage
What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 8-5-14: Mark Eaton is a successful, award-winning motivational speaker, entrepreneur and best selling author of The Four Commitments of a Winning Team, who has earned the coveted CSP (Certified Speaking Professional) designation, the speaking profession’s highest international measure of professional competence.
He is also a 7′4″ NBA All-Star who played with the Utah Jazz for 12 seasons, led the NBA in blocked shots 4 of those seasons, was named to the NBA All-Defensive Team 5 times, was named NBA Defensive Player of the Year 2 times, and still holds 2 NBA records—most blocks in a single season (456) and career average blocked shots per game (3.5).
Mark has spoken to numerous world-class organizations including IBM, FedEx, Phillips 66, Caesars Entertainment, T-Mobile, LG, and businesses, government agencies and universities at every level. He has been featured as a team-building expert in print and online publications such as Forbes.com, Sports Illustrated and Entrepreneur.com.
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Do You Understand Your Advisor's Algorithm?
What's on your mind? Email me at rob@wholesalermasterminds.com
Are you looking to move up the corporate ladder?
Curious about the skills, traits, and attributes that executive recruiters seek out when sourcing candidates for coveted positions in our industry?
In this episode we speak to one the country's most prominent executive recruiters, Kathy Freeman.
As President of her firm, Kathy Freeman Godfrey offers to her clients more than 30 years of experience identifying, attracting, assessing, and recruiting top financial services talent nationally.
Since founding the firm in 1992, she has executed hundreds of assignments for C-Suite executives, executive leadership, and high-impact individual contributors.
Kathy is recognized for her thought leadership across the industry and serves as a frequent conference speaker and panelist. She has also authored and contributed to numerous industry publications on talent management and diversity.
Download the 10th Annual Executive Talent Trends Report 2019
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Validation Not Required: Building Your Memorability Quotient®
How I Built This with Guy Raz: Men's Wearhouse: George Zimmer
Viking Saga: The Tale of Tor Hagen And His Voyage From Ousted CEO To Cancer Survivor To Cruise Ship Billionaire
What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 2-23-2012: John Miller is the author of QBQ! The Question Behind the Question, Flipping the Switch: Unleash the Power of Personal Accountability, Outstanding! 47 Ways to Make Your Organization Exceptional and co-author of Parenting the QBQ Way: How to be an Outstanding Parent and Raise Great Kids Using the Power of Personal Accountability.
He is founder of QBQ, Inc., an organizational development firm based in Colorado dedicated to “Helping Organizations Make Personal Accountability a Core Value.”
Originally aired 6-22-11: Don Connelly is perhaps the nation's most successful speaker, motivator and mentor to advisors in the financial services industry. His career on Wall Street spans more than 40 years and includes positions as stock broker, financial planner, branch manager, wholesaler, national sales manager and for nearly 19 years a company spokesperson and Senior Marketing Officer for a multi-billion dollar Investment Firm.
Don has lectured tens of thousands of investors and financial services professionals in large cities, small towns, boardrooms, and universities. Audiences at England's Cambridge University, Harvard, Wharton School of Business, Chapman College and Pepperdine have all benefited from his presentations. He has shared his wisdom with Investment professionals abroad in New Zealand, Australia, Spain, Canada, England, South Korea and Ireland.
Visit him at Don Connelly 24/7
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: What's Next? The Precious Present by Spencer Johnson M.D. What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 4-14-11: Jill Konrath is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.
Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Are You Asking For The Business? Run Your Territory Like A Business, Not A Clubhouse 14 Ways to Always Be Closing What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 1-13-13: Dave Mullen Dave retired as a managing director at Merrill Lynch in 2007, where he personally hired, trained and managed over 500 financial advisors over 27 years. He has worked with over 100 individual million-dollar and multimillion-dollar advisors, including five of Merrill Lynch’s top 30.
Dave founded LearnTactix, now called Altius Learning, in 2007 with the objective of creating training and coaching programs that would be career-changing experiences for participating advisors and managers.
He is the author of two bestselling books: The Million Dollar Financial Services Practice (one of On Wall Street magazine’s top picks and a Top Five choice by AdvisorOne); and The Million Dollar Advisor—Powerful Lessons and Proven Strategies from Top Producers (one of On Wall Street magazine’s top picks).
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: The Unappreciative Leader What's on your mind? Email me at rob@wholesalermasterminds.com
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: To Office Day or Not To Office Day? The Results: Wholesaler Office Days 7 Ideas For More Productive Wholesaler Office Days What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 6-14-11: If you have ever read the Harvard Business Review blog you may have seen a post from February 2011 entitled Nine Things Successful People Do Differentlywritten by Dr. Heidi Grant.
From #1 ranked post in the history of the Harvard Business Review blog to best selling book (Nine Things Successful People Do Differently) Dr. Grant has written for Fast Company, The Huffington Post, and Psychology Today, as well as the BBC World Service’s Business Daily, the Harvard Business Review, and SmartBrief’s SmartBlog on Leadership.
She has also written No One Understands You and What to Do About It and her newest book Reinforcements: How to Get People to Help You
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: The Injurious Sales Cycle? What's on your mind? Email me at rob@wholesalermasterminds.com
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: The Internal Who's Itching to Get Out Read: 12 Must Read Posts For Internal Wholesalers What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 1-7-12: As a longtime editor and columnist for FORTUNE, Geoff Colvin has become one of America’s sharpest and most respected commentators on leadership, globalization, wealth creation, the infotech revolution, and related issues.
He wrote the groundbreaking bestseller Talent Is Overrated: What Really Separates World-Class Performers From Everybody Else.
His insights are worth serious consideration for any wholesaler wishing to improve their craft.
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: Quantity of Appointments vs Quality of Appointments What's on your mind? Email me at rob@wholesalermasterminds.com
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: What wholesaling rocks are you carrying around? What's on your mind? Email me at rob@wholesalermasterminds.com
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Making a difference in the lives of advisors and their clients.
Survey results are here.
What's on your mind? Email me at rob@wholesalermasterminds.com
Originally aired 5-20-14: We were introduced to The Energy Bus and Jon Gordon from a Wholesaler Masterminds coaching client.
This discussion is based on his book The Carpenter.
It’s another in a long series of Jon’s best-selling books and talks that have inspired readers and audiences around the world.
His principles have been put to the test by numerous NFL, NBA, and college coaches and teams, Fortune 500 companies, school districts, hospitals and non-profits. He is the author of The Wall Street Journal bestseller The Energy Bus, The No Complaining Rule, Training Camp, The Shark and The Goldfish, Soup, The Seed and his latest The Positive Dog.
Jon and his insights have been featured on The Today Show, CNN, Fox and Friends and in numerous magazines and newspapers. His clients include The Atlanta Falcons, Campbell Soup, Wells Fargo, State Farm, Novartis, Bayer and more.
Originally aired 4-21-15: The more you make the more disconnected you feel. The cocktail party conversation at the neighbor’s house turns to money and you fall silent.
As the Founder & CEO of The Wall Street Coach, Kim Ann Curtin works with movers and shakers in the business world who want to make disproportionate gains in their personal lives and careers.
Applying her trailblazing lessons gained from interviews with 50 top Wall Street leaders, she fuels transformational leadership, consciousness and sustainable success in businesses and organizations.
She is the author of Transforming Wall Street: A Conscious Path for a New Future
Original aired 10-12-12: Joe Calloway helps leaders focus on what is truly important, inspires new thinking about effective leadership, and motivates them to immediate action.
Joe is a business author, consultant and speaker whose client list reads like an international Who’s Who in business, ranging from Coca Cola and Verizon to Cadillac and American Express.
Joe is a Principal in the consulting group, The Disruption Lab, and has served as Executive In Residence at Belmont University’s Center For Entrepreneurship.
He is the author of four ground-breaking business books including Becoming A Category of One: How Extraordinary Companies Transcend Commodity and Defy Comparison, which received rave reviews from The New York Times, Retailing Today, Publishers Weekly and many others.
His newest book is The Leadership Mindset.
Also mentioned in this episode: Brotherhood of the Bag, a Wholesaler's Handbook
As 2018 winds down, and 2019 appears just ahead, here's a brief word about what's in store for our podcast.
As mentioned:
- 2019 Business Plan Template
- Quarterly Success Plan
- 2019 Rotation Builder
- Follow-up Task Worksheet
Also available:
- 76 Great Questions Wholesalers Should Ask Advisors
- External/Internal Partnership Success Guide
- Success Guide: Wholesalers and Schedulers
- Strengths, Weaknesses, Opportunities, and Threats Analysis
We ask all the time: What's your MQ: Memorability Quotient®?
If you're not sure, or you're looking to refine the one you have, then this discussion with Jay Baer is mandatory listening.
Pick up Talk Triggers today.
About Jay: Jay Baer helps businesses clone their customers.
He is a 7th generation entrepreneur, has written 6 best-selling books, and has founded five multi-million dollar companies.
He is the President of Convince & Convert, a consulting firm that works with the world’s most iconic brands like The United Nations, 3M, and Hilton gain and keep more customers.
A recent inductee into the Professional Speaking Hall of Fame, he’s also an avid tequila collector, and a certified barbecue judge.
Will emerging technologies, passive investing and fee compression kill the wholesaler?
What does the future of asset management sales look like?
Our guests are David Ristau and Jeff Baker from HiddenLevers, the premier portfolio stress testing platform for financial advisors.
Download the Death of a Wholesaler PDF here.
About David Ristau, Director of Business Development: Past ventures included an Options SMA + research company, automated back office tools for the RIA, and now a risk + big data analytics company for financial professionals.
About Jeff Baker: Jeff assists the HiddenLevers team in sales and business development. Prior to working at HiddenLevers, Jeff held investment analyst positions with UBS and Raymond James.
In this episode, sponsored by Wholesaler Masterminds® Schedulers, we interview: Kevin McGarry, National Sales Manager, Nationwide Mutual Funds.
Kevin McGarry is Vice President of National Sales for Nationwide Mutual Funds and leads the distribution and sales efforts for the Nationwide Funds Group. Kevin has more than 20 years of financial industry experience.
Prior to his current role, Kevin was the leader of the Nationwide Retirement Institute where he led a sales team dedicated to educating advisors about the latest retirement income-planning trends. He was also a key member of the Retirement Plans leadership team and led the consultant relationship management team, which is dedicated to the acquisition and retention of public-sector retirement plans.
Prior to Nationwide, Kevin was the Eastern Divisional Sales Manager for the Sub-Advisory Services business at AllianceBernstein. He also spent seven years with MFS Sub-Advisory Services, where he partnered with wholesalers and advisors to create retirement income solutions for clients and business-building strategies for financial professionals.
In this episode, sponsored by Wholesaler Masterminds® Schedulers, we interview: Chad Mueller, Head of Annuity Sales for CUNA Mutual Group.
In this role, Chad is responsible for leading the MEMBERS® Products wholesaling organization, developing and executing the go-to-market wholesale distribution strategy, and achieving increased sales and market share objectives. He has more than 17 years of experience in the financial services industry and brings a wealth of knowledge focused on retirement planning. This diverse background ranges from Marketing, Retail Sales (advisor), Life, Annuity, Mutual Fund/SMA Wholesaling and Sales leadership.
He has also qualified for President’s Council, CUNA Mutual Group’s highest Sales honor, seven times in 3 different roles, and is a regular speaker on topics of retirement and retirement income planning, Social Security/Medicare basics, and estate planning.
Chad graduated from the University of Wisconsin – Stevens Point, with a Bachelor of Science in Political Science and Business Administration.
Visit us at Wholesaler Masterminds for more.
In this episode, sponsored by Money Management Institute's Center for Distribution Excellence, we interview: Jeff Carlin, CFA, Senior Managing Director, Head of U.S. Retail Distribution at Nuveen.
Jeff is Senior Managing Director and Head of U.S. Retail Distribution at Nuveen. He is responsible for leading the placement, distribution and support of all products through the retail distribution channel. Jeff is also a member of the Nuveen Business Leadership Team, which directs overall strategy, leads firm initiatives, and is accountable for the business results of our combined product and distribution teams, working closely with Nuveen affiliates to support and execute on our collective goals.
Prior to that, Jeff held the roles of Head of Distribution for Structured Products, and National Sales Manager for the Wirehouse and Private Wealth channels at Nuveen. Prior to joining Nuveen, Jeff was National Sales Manager for IndexIQ, a leading innovator of Alternative Investment ETFs. Before that, he was General Manager and National Sales Manager of the Managed Accounts group at Charles Schwab & Co., and Regional Director in Northern California for Smith Barney’s Consulting Group.
Jeff has a B.S. in Business Administration, with an emphasis on Finance and Real Estate, from San Diego State University. He is a current member of the Investment Management Consultants Association (IMCA) and was a member of the board of directors from 2008–2011. He holds the Chartered Financial Analyst designation and is a member of the CFA Institute.
This episode is brought to you by Money Management Institute and their Center for Distribution Excellence. Learn more at www.mminst.org
Visit us to learn more about Wholesaler Masterminds® here.
Of the 150+ episodes we have done, these three stand out as some of the most listened to of all.
Storytelling: The Wholesaler’s Secret Weapon with Rob Salafia (skip to 02:16) (link to accompanying article)
Rob Salafia is a speaker, executive coach and corporate storyteller. He combines two decades of experience as a top leadership development executive with a well-established career in the performing arts. He has a passion for helping leaders enhance their presence, connect authentically with others, and tell engaging stories. He helps sales leaders bring their products and services to life in a compelling and relevant way, connecting to every person in the room.
A COI Speaks: If You Don’t Differentiate, You Don’t Resonate with Bill Edmonds (skip to 23:33) (link to accompanying article)
For the past 30+ years, Bill Edmonds has worked in the Financial Services industry, both as an Advisor and a leader of Advisors.
He joined Merrill Lynch as an FA in 1991, and built a successful book of business as a Chairman’s Club producer. In 1995, he became a Resident Director (producing manager), and was named “Manager of the Year” on two separate occasions. He joined the executive ranks of the firm in 2006, as a Director, where he continued until his retirement in December of 2014. In his most recent role as the Director of the Columbia Complex, he took the market from 80 Advisors and $65MM in revenue to 125 Advisors and over $107MM in revenue in a seven year period.
5 Rules for Wholesaler Gifting: Staying Out of the Trinket and Trash Sea of Sameness with John Ruhlin (skip to 48:21) (link to accompanying article)
John Ruhlin is the founder and CEO of the Ruhlin Group, a firm that specializes in high-level gifting plans to build relationships and acquire new clients.
The Ruhlin Group’s partnership with Cutco has enabled it to become the No. 1 distributor of Cutco in their 65-year history.
John is a sought-after speaker on the topics of C-level selling, relationship development, and strategic gifting; he is also the co-author of the best-selling book “Cutting Edge Sales" and the author of the recently released book "Giftology."
See all our shows at our Wholesaler Masterminds® website.
For more information about Wholesaler Masterminds® Schedulers visit us here
In addition to the six (6) questions we pose to all leaders, we also explore the state of women in our distribution community.
Anne Steer joined Congress Asset Management in 2015 as Head of Distribution for the firm. She manages sales, client service and marketing, and is responsible for developing and executing the firm’s distribution strategy with intermediary and institutional clients.
Anne has over 30 years of executive leadership experience, with a particular focus in creating and implementing growth strategies for financial services organizations. She has held senior leadership positions at State Street Corporation, Fidelity Investments, and Dwight Asset Management.
This episode is brought to you by Money Management Institute and their Center for Distribution Excellence. Learn more at www.mminst.org
Visit us to learn more about Wholesaler Masterminds® here.
Of the 150+ episodes we have done, these three stand out as the most listened to of all.
Daily Habits of Highly Profitable Wholesalers with Laura Stack [skip to 01:36] [link to accompanying article]
Developing the Mindset of a Champion Wholesaler with Dr. Jack Singer [skip to 25.41] [link to accompanying article]
Confidence vs Courage: Improve Your Practice (and Change Your Life) in 5 Seconds with Mel Robbins [skip to 48:30] [link to accompanying article]
See all our shows at our Wholesaler Masterminds® website.
For more information about Wholesaler Masterminds® Schedulers visit us here.
How do our most senior leaders, and those that offer them consultation, feel about the direction and trajectory of our industry?
What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn?
In this episode, sponsored by Money Management Institute’s Center for Distribution Excellence, we explore what wholesalers need to do to thrive in the future world of wholesaling – a world where they are responsible not just for their own efforts and outcomes, but for harnessing the resources of their firm to capture advisor partnerships and assets.
Show summary:
Home offices and advisory practices are becoming increasingly sophisticated and diverse in their portfolio construction processes and use of share classes and investment vehicles. This is adding to many asset managers’ preexisting challenges of defining top-tier partnerships and locating true centers-of-influence. Many asset managers are facing mounting pressures in balancing their prioritization of growth opportunities and efficient distribution strategies.
Cerulli Associates will discuss how these trends are impacting the future of distribution. Emphasis is given to the importance of Key Accounts, territory management, and the growing need for wholesalers to possess a blend of relationship management, analytical, and consulting skills.
Our guests for this episode are:
Bing Waldert – Managing Director, U.S. Research: Bing has oversight over Cerulli’s U.S. research and data products and consulting business. He has authored multiple Cerulli Reports, and contributes to the Cerulli Edge series. Bing has more than 15 years of financial services industry experience.
Donnie Ethier – Director of Wealth Management: Donnie leads consulting engagements and research initiatives as it pertains to Cerulli Associates’ intermediary distribution capabilities. He directionally leads Cerulli’s U.S. High Net Worth practice and provides internal consultation to the Annuities & Insurance practice, specifically distribution strategies. He contributes to multiple consulting projects, Cerulli Reports, and the Cerulli Edge series.
How do our most senior leaders feel about the direction and trajectory of our industry?
What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn?
Welcome to The New Wholesaler Masterminds Radio Show and this special series of episodes we’re calling: Lessons From Leaders
In this episode we interview Jim Jessee, CIMA®, CLU®:
Jim serves as a strategic advisor on growth initiatives for MFS Investment Management® (MFS®). He brings more than 30 years of experience to his role, consulting with the firm’s clients and its Management Committee regarding business development opportunities with its global financial intermediaries.
Previously, Jim was president of MFS Fund Distributors, Inc., co-head of Global Distribution and a member of the firm’s Management Committee. He also served as director of MFS Dealer Relations, as national sales manager for MFS Private Portfolio Services and as a wholesaler, covering the southeastern United States for 15 years. He joined MFS in 1987.
[Here's the post Rob referenced in the show: Thinking About Moving From Wholesaling Into Sales Management? Better Read This First
This episode is brought to you by Money Management Institute and their Center for Distribution Excellence. Learn more at www.mminst.org
Visit us to learn more Wholesaler Masterminds® here.
How do our most senior leaders feel about the direction and trajectory of our industry?
What is their outlook on the future state of wholesaling and, based on their considerable experiences, what lessons would they help us all learn?
Welcome to The New Wholesaler Masterminds Radio Show and this special series of episodes we’re calling: Lessons From Leaders
In this inaugural show we interview:
- John Moninger, Managing Director, Retail Sales, Eaton Vance
- Mark Spina, Head of Advisor and Intermediary Solutions, Russell Investments
- Brett Wright, Co-Head of Client Group, Macquarie Investment Management Americas
This episode is brought to you by Money Management Institute and their Center for Distribution Excellence. Learn more at www.mminst.org
Visit us to learn more Wholesaler Masterminds® here.
What if we interviewed some of the most senior leaders in our industry and asked them all the same six questions:
- Are you bullish or bearish on wholesaling?
- Looking out five years, how do think our industry changes?
- What one industry trend concerns you the most?
- What one industry trend keeps you most excited/hopeful?
- What three things would your 'today self' tell your 'newer to this industry self' about how to succeed, thrive, get ahead?
- Who is/was your greatest career influencer? Why?
Coming soon, our special series of episodes we’re calling: Lessons From Leaders
Talk about a small world. Our wholesaling universe is just that.
But have you fallen victim to myths and traditions handed down to you from a previous wholesaling generation?
Nadine Kellers’s entire career has been focused on helping financial services sales people be more effective. As the founder of Precision Sales Coaching and Training, she has touched all aspects of the sales cycle from prospecting to final sales presentations to relationship development and cross-selling.
Much of her recent work has been on redesigning finals presentations in the retirement space. An output of that work is her book “Make It All About Them: Winning Sales Presentations”.
To inquire about booking Nadine Keller for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Is The Sea of Sameness swallowing you up?
Are you establishing clear and identifiable points of differentiation in your practice?
Are you prepared for the seismic change rattling through our business?
Dennis Moseley-Williams is an entrepreneur (founder of DMW Strategic Consulting) and author (Serious Shift: How Experience Staging Can Save Your Practice). He is also a certified expert of the Experience Economy (Pine and Gilmore).
Serious Shift: How Experience Staging Can Save Your Practice, is available at amazon.com.
To inquire about booking Dennis Moseley-Williams for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
It happens every single day.
Wholesalers sacrifice their health in the name of success.
For what reason though? Maybe it’s because fatigue wins over personal self-care, work demands are pulling you in too many directions, or the to-do list is simply longer than the hours in the day.
Whatever the reason may be, it’s time for a change. Each of us is deserving and capable of achieving and maintaining health while excelling in business. And it doesn’t have to be difficult either!
Keynote Speaker Angela Gaffney is the best-selling author of Feel Good, Look Good, For Life and her work has been featured in The Huffington Post, USA Today, Yoga+Life Magazine and more. She is a trusted resource for Fortune 100 Companies and her clients will tell you she’s a game-changer! Angela inspires through story and challenges attendees to shift perspective, make new choices, and raise standards to create life-long health.
After overcoming a disease she was told would take her life, Angela teaches people simple and effective strategies to achieve health, increase productivity and live stress-free while reaching their personal and professional goals. Angela’s keynotes, workshops and retreats challenge attendees to think differently about their health. There’s no crash diet, no need for intense willpower, or a restrictive lifestyle. Angela’s simple strategies solve common health challenges, empower others to take charge of their health and ignite transformation.
To inquire about booking Angela Gaffney for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
The Sea of Sameness. Your job (and ours) is to stay the hell out of it.
But how can you reliably and consistently increase your MQ-Memorability Quotient®?
Jeff Bloomfield is a sales expert, business growth consultant, company leader and the author of Story-Based Selling. Most importantly, he is a husband and father of three who enjoys and values time with his family.
In his professional life, Jeff has helped thousands of sales professionals and their teams grow and increase their sales. He speaks to audiences of all sizes on the topics of leadership, communication, story-based selling, and the powerful impact of neuroscience on sales and marketing.
Since founding Braintrust and authoring Story Based Selling, Jeff has had the unique opportunity to speak, coach and consult with some of the best sales and marketing teams in the world, including sales professionals and executives at many Fortune 500 companies.
To inquire about booking Jeff Bloomfield for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
We live in most contentious times. Times when opposing points of view erupt into animus and vitriol.
Given that backdrop, how is a wholesaler supposed to create any form of influence today?
In their bestselling business parable, The Go-Giver and then their follow-up, The Go-Giver Leader, Bob Burg and John David Mann challenged the conventional wisdom about success. Now they’re back with a new and equally compelling story about the power of genuine influence, in business and beyond.
The Go-Giver Influencer: A Little Story about a Most Persuasive Idea tackles the paradox of achieving what you want by focusing on the other person’s interests. No, not in a way that is self-sacrificial but rather in such a way that all parties benefit greatly. This results in both immediate and long-term success.
Bob Burg speaks all over the world on topics related to The Go-Giver, as well as what he calls, Ultimate Influence™. While his total book sales number well over a million copies, his and Mann’s original book has itself sold over 700,000 copies and has spurred an international movement.
Their new book, however, The Go-Giver Influencer, might just be their most important book of all.
To inquire about booking Bob Burg for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Product knowledge? Check.
Ready to add value? Check.
Effectively communicate your message? Many of us need improvement.
Scott Schwefel has been teaching wholesalers a better way to quickly and easily identify the unique personality styles of clients for the last 15 years, and with great success. He has worked with over 1000 organizations that want to leverage new communications strategies that increase sales, profits and productivity. He has also worked with over 2500 CEOs personally.
After starting, growing and selling 3 different businesses, Scott now delivers keynotes speeches, and trains CEOs and executives in selling skills and leadership throughout the world. He has spoken in London, Paris, Geneva, Scotland, Amsterdam, Shanghai, Kuwait and throughout North America. He has also lived with the Hadza and Massai tribes in Tanzania, adding to his global perspective.
To inquire about booking Scott Schwefel for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Depending of whom you ask, the future of wholesaling looks exceedingly bright or dim and dying.
Our guest this week has a unique vantage point from which to offer his insights.
For more than two decades, Sarano Kelley has been delivering number-one rated speaking, top-ranked coaching, and world-class training to elite advisors and senior managers in the financial services industry.
A top-rated speaker at the Securities Industry Institute’s Wharton School, Kelley draws from his own compelling life story: he rose from poverty to become a Wall Street dynamo at age 23, before a family tragedy turned his heart toward coaching. Emphasizing personal accountability systems, Kelley delivers passionate keynote addresses and award-winning training to elite financial professionals. Advisors who participate in Kelley’s “Game” training programs, see, on average, a 1000% increase in referrals.
Never let them see you sweat. It’s one of the hallmarks of a great wholesaler.
How authentic is your confidence?
Marc Vahanian is a 7 Keys Coach, who specializes in working with financial services professionals.
As an executive coach with over 20 years of experience, Marc works with a range of clients from race car drivers to Fortune 500 executives and their teams. He has been featured in People Magazine, on CBS’s “48 Hours” and E-Channel’s “The Golden Globes,” amongst many others.
His book, Authentic Confidence – The 7 Keys, outlines his approach. He works with professionals on clarity of purpose, power of passion; how to craft and present narratives that inspire trust, and communicate the bigger “why.”
To inquire about booking Marc Vahanian for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
You’re having an off day, or worse, an off week.
And you’d really like to vent your spleen.
Better think twice.
Steve Gutzler is the President of Leadership Quest, a Seattle based Leadership Development company.
Having coached and trained CEOs, Presidents, professional athletes, and world-class organizations, Steve’s insights have gained a reputation around the world as an authority on high performance leadership, emotional intelligence for exceptional leadership, growing leaders at every level, and accelerated sales success.
To inquire about booking Steve Gutzler for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
If you are like most humans in our world you stress over things like:
- too few appointments
- sales results
- travel headaches
Any every now and then we need to put all of those things into perspective.
Sean Swarner redefined Impossible by becoming the only person in history to climb the highest mountain on every continent, trek to the South & North Poles, and complete the Hawaii Ironman – all with one lung!
He’s been voted one of the Top 8 Most Inspirational People in History, and has an uncanny ability to empower people to achieve greatness and fulfillment in both life and in business. Sean uses his experience, expertise, proven tips and tools to help you find effective strategies that produce results.
Everyone has an empowering story, a unique perspective, and the potential to change their world. Sean guides you to your meaning and Personal Leadership to create a mindset for greatness.
To inquire about booking Sean Swarner for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Your advisor clients and prospects are deluged with information. Worse, it is information that often they can find online, unaided.
So how exactly are you going to become irreplaceable?
After a decade of working with financial advisors and institutions on practice management, Penny Phillips launched Thrivos Consulting with a vision of building a firm that would transcend the traditional norms of industry consulting.
Founded on the belief that in order to thrive one must successfully navigate change, Thrivos offers services designed to support professionals and institutions as they learn to turn industry challenges into opportunities.
With a keen ability to connect with professionals across varying demographics, Penny has had success working with clients ranging from top independent advisors seeking support around building a multi-gen team to multi-billion dollar enterprises looking to explore scale and growth opportunities.
To inquire about booking Penny Phillips for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
How clear is it, to both clients and prospects, what's going to happen after you leave their office?
Did your meeting end with a plan...or a thud?
Jimmy Pomerance brings over 20 years of experience teaching, training and coaching sales professionals across many industries, but especially the financial services industry.
Jimmy served as the National Sales Training Director for AIG/Sun America and a Divisional Sales Manager for Sun Life Financial. During those years, he created and instituted several sales training programs for new hires, sales associates and top management.
In 2005, he took the leap of faith and launched his entrepreneurial company Impact Speakers and he has never looked back! He now divides his time and energy between motivational speaking engagements and working directly with companies and individuals looking to improve and energize their businesses through upgrading their presentation, communication and sales results.
To inquire about booking Jimmy Pomerance for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Yes, we’ve covered LinkedIn here before – and never like this.
What happens when you take a former LinkedIn insider/senior leader and put them to work helping a firm develop and implement a super successful strategy for serving advisors and building non-product value in the market?
[Hint: It’s a massively successful PVP-Peerless Value Proposition®]
Dan Swift is one of the founding fathers of social selling at LinkedIn, LinkedIn Sales Solutions, and LinkedIn Sales Navigator.
In 2012 LinkedIn recruited Dan as a member of the senior leadership team to hire, train, and lead the Sales Solutions division at LinkedIn and bring LinkedIn Sales Navigator to market. He then launched LinkedIn Sales Navigator for Financial Services, Insurance and Banking. During his tenure, he created the LinkedIn profile optimization program ‘Resume to Reputation’. This program now forms the backbone of LinkedIn’s recommendations to members on profile best practices.
Today, Dan helps sellers, leaders and companies survive and thrive in an increasingly digital world.
Buyers have changed the way they buy. Have you changed the way you sell?
To inquire about booking Dan Swift for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
70% of an advisor's new clients are in the middle of major life change. 70%!
How does an advisor (and their wholesaling partners) best accommodate these clients, their emotions and their money?
Dr. Moira Somers is a clinical neuropsychologist, professor and financial recovery expert.
She is on faculty with the Sudden Money Institute, where she trains advisors on the psychological factors at play during major life transitions. Current projects include the development of a Transition Fatigue Questionnaire, and objective testing of financial planners’ interpersonal effectiveness.
An expert in financial psychology, she trains financial professionals across North America to work more effectively with the whole spectrum of challenges their clients bring to them: erratic decisions, overwhelming stress, procrastination, family challenges, etc.
Check out Dr. Somers’ new book,Advice that Sticks: How to Give Financial Advice that People Will Follow.
To inquire about booking Dr. Moira Somers for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
It happens all the time.
You see an advisor, COI or staff member out of their office element and you seize up, unable to recall their name.
One of life's more awkward moments.
For more than 30 years, Bob Gray has amazed, entertained and educated audiences across six continents, with his incredible memory demonstrations, entertaining keynote presentations, and sales oriented, self-improvement workshops. His unique abilities have netted him a place in the Guinness Book of World Records and TV appearances on Ripley’s Believe It Or Not, The ABC Today Show and The Steve Harvey Show. Bob's techniques provide his audiences with the keys to unlock their memory potential, and the ability to work more efficiently, effectively, professionally, and ultimately more profitably.
Bob has developed the Memoryedge App to transfer this information from short to long-term memory.
The app allows you to download someone’s photo from the web, and reminds you at very critical times, in order to transfer that information to long-term memory.
To inquire about booking Bob Gray for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
You touch a ton of advisors, COIs and fellow industry professionals. You see them in every conceivable venue.
But do you create mutually profitable networking opportunities from those encounters?
Michael Goldberg has helped thousands of advisors, wholesalers, agents, reps, brokers, planners, and private equity firms generate hundreds of thousands of dollars to their bottom line by implementing his Knock Out Networking system.
The focus is helping those in the financial services industry to generate more prospects, more referrals, and more business through networking. Michael gets hired to speak at firms, conferences, or sales meetings or to rollout his networking program companywide.
When he’s not with financial advisors, Michael is an award winning adjunct professor at Rutgers University and donates time to speak at networking groups focused on job search. His book Knock Out Networking! is available!
To inquire about booking Michael Goldberg for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Did you choose wholesaling? Or did wholesaling choose you?
Are you an accidental wholesaler?
Tim Cole is the founder and CEO of The Compass Alliance. His book, The Compass Solution: A Guide to Winning Your Career, offers practical direction to both senior leaders and employees on how to cultivate a rich culture – and ensure a significant work experience.
To inquire about booking Tim Cole for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
If you are not learning the unique ways in which millennials think, seek out product partners and evaluate/establish trustworthy relationships you do so at your own businesses peril.
Jeff Fromm is the millennial marketing guy. Jeff's the president of Futurecast, a marketing consultancy that specializes in millennial trends, and he's also a contributing writer at Forbes.com.
He's a frequent speaker on marketing, consumer trends and brand innovation, and he's spent significant time researching millennials and is the co-author of Marketing to Millennials and Millennials With Kids.
Jeff has more than 25 years of marketing consulting experience with dozens of brands ranging from Build-a-Bear to Whole Foods Market.
Jeff is a graduate of Wharton School at the University of Pennsylvania
To book Jeff Fromm for your next engagement please email us at info@wholesalermasterminds.com.
The annual business plan. Insightful, productive work for some. Management mandated waste of time for others.
What if there was a better way?
Brian Moran, President and Founder of The 12 Week Year™, has nearly thirty years of expertise as a corporate executive, speaker, entrepreneur, consultant, coach and is a New York Times best-selling author.
Brian is a recognized expert in the field of leadership and execution. His realization that most people don’t lack ideas, but struggle with effective implementation led him to the development of ‘The 12 Week Year™’.
The 12 Week Year™ helps individuals and organizations perform at their very best by taking the excitement, urgency and focus you experience in October, November and December and packaging that into a proven system EVERY 12 Weeks to experience explosive results.
To inquire about booking Brian Moran for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
It seems almost magical. When you experience a service or sales encounter that justs hits on all the right cylinders.
And because of that you feel compelled to speak highly of and refer that company/professional.
How can wholesalers create that magic on purpose?
For over 20 years, Michael Hoffman has been helping companies build sales, radically shift their culture, develop their leaders, and engage employees in delivering true customer service.
Michael is an expert at changing mindsets of teams at all levels.
His practical tips and techniques provide necessary tools for people to approach their work “on purpose".
He focuses everyone’s attention on owning their attitudes and sharing responsibility for contributing their best daily—especially in the “tornado of business” where change is now a constant factor.
To inquire about booking Michael Hoffman for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
"Can you evaluate my LinkedIn profile?" It's a question we get from time to to time here at Wholesaler Masterminds®.
And consistently there is one glaring area of improvement that we discover.
Kim Peterson Stone delivers the most effective and profitable online relationship building - with offline, long-term gain techniques - based on real world results.
In 2009 she founded and currently runs, a digital marketing agency, CommonSenseHealth.org, within the health and wellness space.
Under her leadership she’s directed relationship building campaigns that have generated hundreds of thousands of followers, subscribers and Tribe members who then become consumers … hungry for the next product or service offered.
Kim has attracted over 169,000 Followers on LinkedIn and has written over 240 articles on productivity, social selling and on how to acquire more clients by finding common ground on which to build relationships.
Kim's passion is inspiring others to reach their fullest potential by living fearlessly with a no excuses approach. She speaks, writes and teaches these principles to organizations, companies and groups regularly.
To inquire about booking Kim Peterson Stone for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
As you make your way through the 2017 holiday season and plan for your Career Year 2018, Coach Rob Shore has three questions for you to think about.
We'll have all new episodes for you in January!
Wholesalers hate change, after all we’re only human. But change, and a bunch of it, continues to head our way.
How will you adapt to the change that’s coming?
Steven Miyao founded kasina and served as CEO since its inception. He is now President of DST kasina. He is one of the industry’s premier thought leaders and a financial services expert.
He is a trusted advisor to the world’s leading financial services companies and has earned this status by providing forward-looking and pragmatic advice in regards to corporate strategy, product development and distribution issues. Under Steven’s leadership, kasina has helped asset management and insurance leaders to answer two questions:
What will the future look like?
What do we need to do to stay ahead?
Most wholesalers think they have great speaking skill. Some do. And many could benefit from significant improvement.
Deirdre Van Nest is the creator of the Crazy Good Talks™ Blueprint a system that teaches financial professionals how to become “Crazy Good Speakers™” so they can bring in business and build their brands using speaking. An entrepreneur herself since 1999, Deirdre owns a real estate investment company, is a professional speaker and trainer, a Certified World Class Speaking™ Coach, and a contributing author of the Amazon best seller World Class Speaking™ in Action.
Over the past 6 years she’s helped 1000's of financial professionals and their leaders learn how to gain a competitive edge and leverage their marketing time using speaking.
To inquire about booking Deirdre Van Nest for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Referrals can be the life’s blood of a practice. They can also be the advisors achilles heel. So how can your advisors not suffer death by referrals - and how can you build your PVP-Peerless Value Proposition® at the same time?
Kirk Lowe is a sought after expert on branding for financial services. He is the “Brand Guy” at Top Advisor Marketing.
Kirk is dedicated to demystifying and simplifying financial marketing. He regularly shares his insights and advice on his podcast Top Advisor Marketing, and offers DIY marketing resources and courses at AdvisorU.
Over 17+ years in financial branding, Kirk has worked with independent advisors, RIAs, IMOs, and BDs helping each find their unique points of differentiation then bring it to life in their marketing. Hiss clients have spanned the United States, Canada and Australia.
Our jobs as wholesalers come with tradeoffs. Long hours. Arduous travel. And higher than average stress.
Which is why another visit with Life Coach Mary is in order.
Mary Allen, CPCC, MCC is known to many as America’s Inner Peace Coach, author of The Power of Inner Choice and host of Conversations with the Masters.
For over 15 years, her diverse high achieving clientele include business owners, professionals, moms, coaches and even a couple billionaires. She helps people get out of their own way and enjoy exponentially more inner peace by transforming distracting stressors, achieving their goals and embodying their highest self.
Mary offers one-on-one coaching, group coaching programs, leads the 5 day Inner Peace Immersion Retreat and has produced numerous home study audio programs including “5 Minutes to Inner Peace” and “Secrets to Profound Peace and Soaring Success” among others.
To inquire about booking Life Coach Mary Allen for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
Are you a wholesaling lifer? Or do you have other plans for your career (and your life) at some point in the future?
If you’re thinking about what lies ahead, this episode is a must listen.
Calvin Wayman is an author, speaker, and social media entrepreneur.
In Spring 2015, he quit his day-job to pursue his dream of working for himself and went selling door-to-door. He now owns a social media management agency for influencers.
He just released his first book, which debuted on the Amazon top-100 of all books in the Success category, Fish Out of Water.
To inquire about booking Calvin Wayman for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
Total assets under management at RIAs is hard to pinpoint.
But all can agree it is substantial enough that more and more firms are newly deploying or expanding their RIA sales teams.
But are they employing industry best practices in order to succeed?
Dennis Gallant, President of GDC Research, is an industry expert with over 25 years of diverse experience in market research, competitive analysis, tactical and strategic planning, business development, market validation for asset managers, insurance firms, broker-dealers, banks, clearing firms, and custodians, as well as various third party service and technology providers and is highly skilled in conducting in-depth interviews and surveys with key industry executives, experts, and financial advisors across all channels.
GDC publishes numerous reports and white papers on various topics such as advisory trends, wealth management, portfolio construction, wholesaling, and financial advisor trends. Dennis has also written several recent studies on retirement income covering trends of consumers nearing and in retirement including consumer needs and challenges, identifying current industry efforts and advisor practices.
Calls need to be returned. Appointments need to be scheduled. Follow-up contacts need to be made.
The list of things to do is endless for a wholesaler.
And sometimes it just feels like we have run out of both time and energy to do any more.
Matt Johnson is the President of On Target Living.
As a keynote speaker he specializes in unlocking high performance, driving engagement, and empowering leaders by radically increasing their capacity for productivity.
He has collaborated with myriad Fortune 500 companies to break down barriers and help create collaborative cultures that thrive in today's knowledge economy.
To inquire about booking Matt Johnson for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
100 top producers interviewed. 1,750 stories explored. A ton of insights uncovered.
Stephen Harvill and his team have pioneered methods and techniques that has shaped global business and helped companies stretch to their true potential.
His new book is The 21 Secrets of Million Dollar Sellers.
A scientist by education and the past president of two companies, Steve uses his leadership experience and empirical data to reinforce his assertions.
Whether he is presenting, teaching, or consulting his programs on Leadership, Sales, Marketing, Innovation, and The Client Experience are guaranteed to leave you with actionable steps to take your business to the next level.
To inquire about booking Stephen Harvill for your next event through Wholesaler Masterminds Speakers Bureau contact us atinfo@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
Study after study tells us that:
- Advisors would rather schedule wholesaler appointments via email versus phone
- Millennials hate speaking on the phone and would rather text
- Cold calling has gone the way of diesel powered cars
In fact many wholesalers, though they may not admit it out loud, are downright afraid of the phone.
Paul Neuberger is the Founder of The Cold Call Coach.
He works with Fortune 500 companies, professional sports teams, and solo entrepreneurs.
Paul enables professionals to get in front of their Ideal Clients by teaching techniques that make them irresistible on the phone.
To inquire about booking Paul Neuberger for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
In our recent 2017 State of Wholesaling Survey wholesalers said that they need help with their follow-up process. So, how can wholesalers do a better job of follow up?
Our partners in Wholesaler Masterminds Schedulers have insights to share about how wholesalers can greatly improve their follow-up process.
Chris Dungworth is the Managing Partner at Ro Morrison and Associates, a concierge speakers bureau for the financial services industry, and has over 15 years of experience in the Financial Services Industry.
He can’t stand the thought of wholesalers engaging a speaker who over-promises, under-delivers and jeopardize the success and return on investment of a conference or roadshow. It drives him crazy when a wholesaler brings in a speaker and there is no focus on what should happen after the event.
He believes speakers need to focus on key takeaways and actionable strategies, and that the success of any event is determined by the pre- and post aspects of the event, not just the event itself.
To inquire about a speaker for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
How can you strengthen your advisor relationships? And build trust? And separate yourself from The Sea of Sameness?
Our guest proves that business humor is no laughing matter. It's a seriously effective way to improve your practice.
Karyn Buxman is a neurohumorist and TEDx speaker (“How Humor Saved the World”).
Her expertise in High Performance Humor comes from her unique career that resides at the intersection of humor and the brain.
Karyn has addressed MDRT (4x), NASA, the USAF, and 829 other clients whose names are not acronyms.
Her eighth book, Funny Means Money: Mastering High Performance Humor, will be published by ForbesBooks in February 2018.
To inquire about booking Karyn Buxman for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
Maybe you put it on the stack with other "value add" topics. It's a topic so prevalent as to become background noise to our financial advisor clients.
And yet so few are doing a thing about a $30 trillion, once in a lifetime occurrence – to their own extraordinary peril.
Dr. Thomas William Deans is the author of the all-time best-selling family business book, Every Family’s Business: 12 Common Sense Questions to Protect Your Wealth and Willing Wisdom: 7 Questions Successful Families Ask.
He speaks on the international lecture circuit full time. Having delivered more than 500 speeches, he has built a reputation as a thought leader on the subject of intergenerational wealth transfer.
His lectures and books argue that family has emerged as the greatest economic driver of all time. But the question remains: How can wealth be transferred successfully without destroying the recipient and the wealth itself?
To inquire about booking Dr. Thomas Deans for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.
Maybe you’re at the top of your wholesaling game and lined up for another Career Year. Or perhaps you’re stuck, unable to break through the same sales position you have been in for years.
In either case Mark Sanborn believes we all have work to do to realize our full potential.
Mark Sanborn, CSP, CPAE, is president of Sanborn & Associates, Inc., an idea studio dedicated to developing leaders in business and in life. Mark is an international bestselling author and noted expert on leadership, team building, customer service and change.
Mark’s list of over 2400 clients includes Costco, Enterprise Rent-a-Car, FedEx, Harley-Davidson, Hewlett Packard, Cisco, KPMG, Morton’s of Chicago, New York Life, RE/MAX, ServiceMaster, ESPN, GM, IBM, Avnet, Sandvik and John Deere.
His newest book, The Potential Principle, is available now at Amazon.
Long time listeners of Wholesaler Masterminds Radio have learned from Mark in the past: The Wholesaler’s Fred Factor.
To inquire about booking Mark Sanborn for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
We were asked to be a guest on the Resilient Advisor Podcast. Our host, Jay Coulter, wanted us to help his audience of financial advisors work with wholesalers more effectively.
In this 20 minute show, Rob Shore outlines the attributes that advisors should look for in great wholesaling partners - and along the way you'll pick up a few wholesaling tips too!
Here's a link to the article referenced: 8 Ways Advisors Know They’ve Partnered With the Right Wholesaler
Here's a quick preview of some of the great topics and guests we have coming your way in the season ahead.
Depending on what you read or who you follow, the fate of the wholesaler is perilous.
With team structures and investment platforms becoming the preferred operating model for so many advisors, how does today’s wholesaler successfully harvest, deepen and retain key advisor relationships?
We’ve brought together two special guests to address just that.
Mark Spina is head of U.S. Private Client Services at Russell Investments.
In this role, he is the senior executive responsible for leading and expanding Russell Investments’ U.S. business with leading wealth management firms. Mark is a member of the firm’s global executive committee and global risk committee, tasked with overseeing the firm’s global business. He reports directly to the CEO and is based in New York City. Mark has extensive and diverse experience with business management, sales, marketing and product responsibilities.
Dave Maloney, formerly a financial advisor at Morgan Stanley, created a ten event athletic contest in 2008 to settle a friendly bet among friends. In 2009, Maloney converted the contest into a fundraising competition to pay homage to his mother’s battle with cancer.
Originally called The Wall Street Decathlon, the contest brought together advisors, asset managers and HNW investors to compete in a 10-event contest modeled after the popular NFL Scouting Combine. Now called The D10, it has expanded to 5 cities (NYC, Boston, Chicago, San Francisco and Houston), attracted participants from 1000+ broker-dealers, asset managers, professional services firms, technology, and energy companies, and is responsible for raising $9.3M+ to fund pediatric cancer research .
What are your core sales beliefs? How do your beliefs align with those in other industries or other countries?
Great wholesalers embody most/all of these eight.
Tony Hughes has thirty years of sales leadership experience and holds personal and team sales records that have never been broken. He is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific and teaches modernized selling within the MBA program at the University of Technology, Sydney.
He is an award winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. He has more than 180,000 followers of his blog and Tony’s first book is a business bestseller. His next book, COMBO Prospecting, is set for publication by AMACOM New York in January 2018. Tony sits on a number of boards and speaks at conferences internationally. His clients include Salesforce, Oracle, TAL Life, LinkedIn, Red Hat and New Zealand Government. He speaks at conferences internationally in London, the USA and for Salesforce World Tour on 2017.
To inquire about booking Tony Hughes for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
We hear it frequently. The coaching client says, “But I’m just not creative”.
Yet your ability to unleash your creative mind is a huge driver in the success of your territory…and your career.
As a former advertising executive on Madison Ave, Scott knows that creativity is more than an art, it’s a skill. His skills have placed him on some of New York City’s most prominent improv comedy stages, and his paintings on some of the most prestigious gallery walls. He knows how to perform, both as a television host on the Travel Channel, as well as the first white guy on Soul Train.
Scott now talks and trains with his program UNLEASH YOUR INNER DA VINCI™. Using a revolutionized model that draws knowledge and wisdom from rarely told stories of Leonardo da Vinci, personal experiences, fast painting, and improvisation, Scott delves into Creativity, Innovation, Productivity, Perspective, and Team Building to create a unique and all-encompassing experience.
To inquire about booking Scott Shellstrom for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
The distribution community is no stranger to change. Yet the winds of change are blowing harder and faster than ever before.
Wholesalers who resist the change will find their careers, and their livelihoods, irreversibly altered.
Mark Magnacca, President and co-founder of Allego, has spent the last 15 years helping sales leaders shorten the sales cycle and distribute their best ideas faster. Over the last five years, Mark has been instrumental in coaching leading sales teams to deliver a consistent message in the marketplace by integrating mobile technology into their sales process.
He has worked as a presentation coach with a wide range of financial service companies by delivering innovative, practice-development and business-building strategies. Mark is the author of “So What? How To Communicate What Really Matters to Your Audience”. His work has been featured in numerous media outlets including Fox TV, The New York Times and The Boston Globe.
Wholesaler Masterminds content is now available on Allego. Contact us to learn more: info@wholesalermasterminds.com
Bob Burg is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies.
His International Bestseller, The Go-Giver, coauthored with John David Mann has sold over half a million copies and it has been translated into 21 languages. It has been reissued in a new, expanded edition with a foreword by Huffington Post founder and publisher, Arianna Huffington.
Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.
He is also an unapologetic animal fanatic, and serves on the Board of Trustees of Furry Friends Adoption & Clinic in his town of Jupiter, Florida.
Click here to get more information about Bob Burg. To inquire about Bob for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com
From our archives - this show was originally published in 2013.
Some folks would think that delivering mail for a living is about the most undifferentiated job on the planet.
And most advisors can’t tell one company’s wholesaler from another in a police line-up.
So, what can we learn from Mark Sanborn’s interactions with Fred Shea, his local postal carrier, that will allow you to become a better wholesaler?
Plenty.
Mark is president of Sanborn & Associates, Mark Sanborn is a recognized thought leader on leadership skill training and helping individuals and organizations turn the ordinary into the extraordinary.
But more than this, the mission of Sanborn & Associates is to transform knowledge into application to create a generation of leaders who make a positive difference, regardless of title.
Pick up the all new Fred 2.0: New Ideas On How to Keep Delivering Extraordinary Results and enjoy this session with Mark Sanborn.
We've pulled a great episode from the archive to share with you this week - our discussion with Bill Bachrach. This show was originally published in 2012.
For 25 years Bill has been teaching financial professionals to speak the language of trust and the art of building high-trust client relationships.
Beginning in 1988, after being a successful financial advisor himself, Bill became the driving force behind the Trusted Advisor and Values-Based movements in the financial services industry.
Financial Planning Magazine inducted him into their Hall of Fame as one of our industry's most influential people and the National Speakers Association inducted him into their Hall of Fame for his platform speaking skills.
Over this time he has earned the reputation as the world's leading authority on the subject of trust for financial professionals.
From the recording:
- Learn how to do expert Advisor Reconnaissance: http://bememorable.com/course/leverage-advisor-reconnaissance-successful-appointments/
- Get 76 Great Questions Wholesalers Should Ask Advisors: https://wholesalermasterminds.com/2011/11/53-great-questions-wholesalers-should-ask/
It's bound to happen at some point. Your superstar PM abruptly resigns. Your firm's rating takes a major downgrade. Or, heaven forbid, a scandal plasters your name across the front page of the industry trades.
How will you handle it? Even more importantly, how can you position yourself today for what may come tomorrow?
Melissa Agnes is a sought-after international crisis management keynote speaker.
Fluent in English and French, Melissa continues to travel the world speaking to organizations and audiences including NATO, Ministries of Foreign Affairs, Ministries of Foreign Defense, Ministries of Health, as well as a wide range of private and public companies, universities and nonprofit organizations.
A go-to source for the press, Melissa’s recent press coverage includes Forbes, WSJ, VIBE Magazine, USA Today and more. Melissa is also a regular guest on the leading morning radio talk show, CJAD, where she is referred to as “the official crisis manager of the Tommy Schnurmacher show”.
Click here to get more information about Melissa Agnes. To inquire about Richard for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
Big game hunting. In our world it's the 'corner office' advisor, the object of every wholesaler's affection.
And if you are able to successfully bag a partnership with this most elusive producer you can change the trajectory of your practice.
The question is: how do you do it?
Richard Weylman is in the Professional Speakers Hall of Fame, the recipient of the Council of Peers Award of Excellence (CPAE) and is a Certified Professional Speaker (CSP).
Richard has a worldwide reputation for helping clients better understand how to make the changes necessary to attract and retain new customers, as well as the right talent to elevate business performance.
As an impactful keynote speaker and workshop leader Richard will bring his expertise to your audience, blending timely and provocative research with the right amount of humor and inspiration they can take away and use immediately.
He has delivered over 2,500 keynote speeches on four continents to audiences of 20 to 40,000 and is a master at tailoring his presentations to the specific needs of your audience.
Click here to get more information about Richard Weylman. To inquire about Bruce for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
Picture an iPhone cable meticulously wrapped in an origami-like fashion (see the image here). It tells a remarkable service story. One our guest this week knows all too well.
Recognized as “One of The Top 25 Most Extraordinary Minds in Sales & Marketing” by The Hospitality Sales & Marketing Association International (HSMAI), Mr. Himelstein has transformed multi-billion-dollar companies into game-changing industry innovators.
During his illustrious career, Bruce Himelstein has been credited with leading some of the travel/hospitality industry’s most prestigious brands into the new era, including Loews Hotels, The Ritz-Carlton, and Oceana Cruises.
As Corporate Vice President of Sales and Marketing for The Ritz-Carlton Hotel Company, he successfully implemented the renewal and transformation of the trusted luxury brand, with his groundbreaking “Blow The Dust Off The Lion and Crown” campaign.
This campaign effectively reinforced the hotel’s prestigious appeal to longtime clientele while opening up a whole new market by attracting a new generation of guests to the global brand. Mr. Himelstein and this campaign are featured prominently in Joseph Michelli’s New York Times bestseller, The New Gold Standard.
To book Bruce for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Ask us about our Conference Success Plans – We’re Helping Distributors Maximize Their Conference ROI
You may have a tremendous education. You may be a whiz kid when it comes to your products, as well as your competitors. You may have the most well crafted PVP-Peerless value Proposition® on the street.
But are you lacking the grit it takes to succeed?
Eric Frazer is a People Developer. As a psychologist he uses his expertise to teach and coach the psychological techniques for top performance outcomes. His approach is to curate the research on topics like grit, habit-setting, goal completion and teach professionals how to do it in fast and simple changes individually, or as an overall strategy for recruiting and the development of existing teams.
Eric has held a part-time faculty appointment at Yale University School of Medicine for the past 15 years.
To book Eric for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Ask us about our Conference Success Plans – We’re Helping Distributors Maximize Their Conference ROI
Is it just us or are you also experiencing the evolution?
The migration from wholesalers who are simply churning out appointments for the sake of being seen to wholesalers that are approaching the right advisors in the most thoughtful manner possible.
If you are being more targeted and prudent in your approach to advisors, our guest can help you make better connections – faster.
Colette Carlson is a human behavior expert and keynote speaker who inspires individuals to connect and communicate in real and relevant ways. How to create effective connections, and leverage them for greater success, is the thread woven into every one of Colette’s presentations.
With a Master’s Degree in Human Behavior and a fascination with communication trends, Colette knows the difference between trendy topics and timeless truths when it comes to successful business practices. She is a former National Sales Trainer; worked alongside sales giants Tom Hopkins and Brian Tracy; and has extensive experience in the personal development industry.
Colette is a Certified Speaking Professional (CSP), and her articles have been featured in Success, Business Management Daily, and Working Mother magazines.
Book Colette for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans – We’re Helping Distributors Maximize Their Conference ROI
It doesn't matter how long you have been wholesaling, nor how much money you make. The fact is every one of us has doubted ourselves.
From time to time we've called into question any and all elements of the what we do and/or the how we do it.
What if you could work past that that doubt, that momentary (or longer) crisis of confidence, in just 5 seconds?
Mel Robbins is one of the most sought after motivational speakers trusted by global brands to design and deliver business expanding, life-changing, interactive keynotes that inspire change, challenge thinking and accelerate personal and professional growth. Her TEDx Talk on “How To Stop Screwing Yourself Over” has over 10 million views across 37 countries, and her book on the brain and productivity, “Stop Saying You’re Fine”, is a business bestseller that has been translated into four languages.
Her new book, The 5 Second Rule: Transform Your Life, Work, and Confidence with Everyday Courage is now available.
She started her career as a criminal defense attorney and went on to launch and sell a retail and internet technology company. Mel has led multi-year coaching programs at: Johnson & Johnson, AG Edwards, Bear Stearns and Partners Healthcare. The media has tapped Mel to host award-winning shows for FOX, A&E, Cox Media Group and now CNN.
Mel is currently one of CNN’s most popular on-air commentators and opinion writers; her articles drive tens of millions of page views for CNN.com. Mel has an extensive television résumé as an expert on human behavior and motivation for Good Morning America, Dr. Phil, Dr. Oz, Oprah, The Today Show and Fox News. She was named America’s Outstanding News Talk Show Host at the 2014 Gracie Awards.
Want Mel Robbins to speak at your next event? Contact us at Wholesaler Masterminds Speakers Bureau for information.
LinkedIn is undergoing a massive overhaul. Which means the free access you've enjoyed for so long now comes with more limitations.
This weeks' guest helps us sort the latest iteration of LinkedIn out.
Phil Gerbyshak is a former vice president of information technology at a full service financial services company, where he and his team were responsible for supporting over 100 applications used by advisors, investment bankers, research analysts and support staff. Phil also worked as a director of social strategy for a compliance software vendor focused on the financial services vertical, where he coached, consulted with and trained customers and prospects how to integrate social media and social selling into their daily sales practices.
Currently Phil trains sales people and leaders how to increase their impact, influence and income by maximizing their use of technology and social media in their day to day jobs. He's written 5 books, more than 2500 articles, and been quoted in the Wall Street Journal, Daily Globe and Mail, Financial Times, Investor's Business Daily, Inc. and many other publications.
Book Phil for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
How well do you network? Do you build reciprocal relationships that last years, perhaps a lifetime? If you have room to improve this vital skill, Joe Sweeney is here to help.
Joe Sweeney is a former owner and now a strategic director at Corporate Financial Advisors, LLC, a middle-market investment banking firm which specializes in providing merger and acquisition advisory services, capital sourcing, exit planning, and general corporate advisory services.
Prior to acquiring an equity position in Corporate Financial Advisors, he was founder and president of SMG, a sports marketing and management firm that specializes in assisting and representing dozens of coaches and pro athletes (including three-time NFL MVP Brett Favre) in securing lucrative contracts and marketing deals.
Based on the success of his New York Times bestseller, #2 Wall Street Journal and #1 USA Today top selling business book, Networking Is a Contact Sport, Joe has given hundreds of keynote addresses worldwide to a variety of businesses and top corporations such as CUNA Mutual, General Electric, Merrill Lynch, Milwaukee Bucks, Minnesota Wild NHL team, Morgan Stanley, Northwestern Mutual, RBC, Travelers Insurance, UBS, Wells Fargo, and numerous universities.
As a result of the feedback Joe received from his talks and training in the corporate world, he has written the book, Moving the Needle: Get Clear, Get Free, and Get Going in Your Career, Business, and Life! released in November, 2014 and rated on Forbes as one of The 6 Best New Career Books for 2015. Moving the Needle is a transformational guide to help individuals and businesses get clear, get free, and get going in their career, business, and life.
Book Joe for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
Often the loudest voice is the one that can't be heard by others. It's the voice that not so quietly plays inside our heads.
And if we're not careful that voice will consume and debilitate us.
Chris Spurvey is all about the sales mind-set. Chris is the author of It’s Time to Sell: Cultivating the Sales Mind-Set. After consciously choosing the sales profession as a means to create a better life for his family, Chris realized that negative images of sales were holding him back. By shifting his mind-set, Chris was able to transform his “inner game” and use his innate values and talents to become a top sales professional.
Chris joined a boutique IT consulting firm in 2006 and spearheaded its growth to the point it was acquired by KPMG Canada in 2013. Upon the acquisition he realized he had an innate desire and ability to inspire and equip non-sales sellers and new sales professionals with the tools to attract clients. He has delivered talks throughout North America on cultivating the sales mind-set.
We all have a vision for our lives: for our career, our families, our health, and our happiness. Wouldn’t it be great if we could articulate that vision and discover the right mind-set to enable that vision to come to life? Chris helps people in the sales profession, future salespeople, and entrepreneurs to achieve exactly that.
Book Chris for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates).
It's as old as humankind. It's a proven way to get your message heard and understood.
So why don't we tell more engaging stories about our firms, our products and ourselves?
Rob Salafia is a speaker, executive coach and corporate storyteller. He combines two decades of experience as a top leadership development executive with a well-established career in the performing arts. He has a passion for helping leaders enhance their presence, connect authentically with others, and tell engaging stories. He helps sales leaders bring their products and services to life in a compelling and relevant way, connecting to every person in the room.
Rob is the founder and president of Protagonist Consulting Group. He is highly skilled working one-on-one, as well as facilitating small and large group learning sessions. Rob is a lecturer in MIT Sloan School of Management and an executive coach for MIT’s Sloan Fellows, AMP and EMBA Programs. His clients are Fortune 500 companies and organizations, including, ING Bank, American Express, Alliance Bernstein, Merrill Lynch, NN Group, Sony Music Entertainment, News Corp, Fidelity, Sapient Consulting, and Royal Bank of Scotland.
Book Rob for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
Always a rare opportunity to be able to speak to current and former senior leaders of the firms that we serve.
Specifically about great wholesalers...and those that have work to do to become great.
For the past 30+ years, Bill Edmonds has worked in the Financial Services industry, both as an Advisor and a leader of Advisors.
He joined Merrill Lynch as an FA in 1991, and built a successful book of business as a Chairman’s Club producer. In 1995, he became a Resident Director (producing manager), and was named “Manager of the Year” on two separate occasions. He joined the executive ranks of the firm in 2006, as a Director, where he continued until his retirement in December of 2014. In his most recent role as the Director of the Columbia Complex, he took the market from 80 Advisors and $65MM in revenue to 125 Advisors and over $107MM in revenue in a seven year period.
Bill has hired and trained hundreds of FAs and has coached hundreds of Advisors to higher production levels. He has coached FAs on team formation, systems processes and work-life balance issues.
The core of Bill’s coaching and consulting is hands on, one-on-one engagement with FAs who want to create excellence in their practice. This is accomplished by combining the latest tools, techniques and resources with the particular qualities and strengths that each Advisor brings to the table.
Book Bill for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
Our business has many a slippery slope. Every day wholesalers are confronted with ethical temptations.
Opportunities and urges to "work around" legal and compliance best practices.
But at what cost?
Trust issues, leadership missteps and ethics problems can threaten any organization, impact market value and cause irreversible damage. Frank C. Bucaro helps leaders and individuals at the best and most admired companies skillfully navigate the high road to success.
Frank's unique career path from the classroom to the board room began a number of years ago when a succession high profile media reports captured his attention. While still an instructor of moral theology, he became increasingly aware that problems relating to unethical practices in the marketplace seemed to be on the increase.
He is a business owner and author of the book The Trust Puzzle: How to Keep Your Company on the Ethical High Road. His articles have been published in a variety of industry publications and in ethics and compliance magazines such as Compliance & Ethics Professional, Corporate Compliance INSIGHTS, and ETHISPHERE.
A member of the National Speakers Association, he has earned their designation of CSP which stands for Certified Speaking Professional and he was also presented with NSA’s prestigious CPAE Speaker Hall of Fame Award for excellence and professionalism.
Book Frank for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
One…two…three…four….five…six…seven. It only takes 7 seconds for a person to form an impression of you.
What do those seven seconds say about you?
“People Packaging is what I do”, says Sylvie di Giusto who helps individuals and organizations to explore how people make up their minds very quickly about them, their leadership potential, or their company, and either open the door or slam it shut.
Twenty years of corporate experience and her ability to empower people to influence the success of their own career has led to her launching Executive Image Consulting, based in New York City. It’s where she uses her extensive corporate expertise as a professional speaker, corporate trainer and image consultant for professionals, politicians and companies who place great importance in themselves and their powerful appearance. Sylvie is Austrian by birth, French in her heart, Italian in her kitchen, German with her work ethic and American by choice.
Sylvie’s book “The Image of Leadership”, available through Amazon, is the result of her journey through two career paths: one in the field of human resources, the other one as a professional image consultant.
Book Sylvie for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates).
Speed bumps. Road blocks. Barriers to success.
Call them what you will - these potential impediments to success fill our careers - and our lives.
Our guest on this episode may well have you rethinking what you are capable of accomplishing.
Kyle Maynard is a motivational speaker, bestselling author, entrepreneur, and ESPY award-winning mixed martial arts athlete, known for becoming the first quadruple amputee to reach the summit of Mount Kilimanjaro and Mount Aconcagua without the aid of prosthetics.
Oprah Winfrey called Kyle “one of the most inspiring young men you will ever hear about.” Arnold Schwarzenegger described him as “the real deal,” “a champion human,” and “one of the most inspiring people” he’s ever met. Even the great Wayne Gretzky has spoken of Kyle’s “greatness.”
Despite being born with a rare condition known as congenital amputation, that has left him with arms that end at the elbows and legs that end near his knees, he learned early on with the support of his family, to live life independently and without prosthetics. Kyle thrives on physical challenges and following a few rough middle school football seasons; he went on to become a champion wrestler, CrossFit Certified Instructor and gym owner, competitive MMA/Brazilian Jiu-Jitsu fighter, world record-setting weightlifter, and skilled mountaineer.
Book Kyle for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
They are the holy grail of most wholesaler's practices. The Barron's Top 100 advisor. Cumulatively, based on the 2016 list, they manage $859,610,000,000!
Erin Botsford is a Barron’s Top 100 Independent Advisor & Top 100 Women’s Financial Advisors, Best-Selling Author, Founder and CEO of Botsford Financial Group, a boutique financial planning firm with offices in Dallas, Texas and Atlanta, Georgia.
Having trademarked an investment philosophy called Lifestyle Driven Investing™, she is considered a thought leader on 21st Century investing, risk management and retirement. Among the top echelon of financial advisors, Erin is often asked to share her views on investing and the economy in key note addresses across the country.
Her new book, Seven Figure Firm, How to Build a Financial Services Business that Grows Itself is due out soon.
Book Erin for your next event through Wholesaler Masterminds Speakers Bureau(services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
The topic of Social Security distribution planning has been a hot topic for advisors and wholesalers alike.
But what about the intricacies of retirement health care costs and the impact on sound financial planning?
Our guest offers thought provoking insights and ideas for you to bring to your advisors.
Keynote Speaker Peter Stahl brings over 25 years of experience in the financial services industry.
Peter Stahl founded Bedrock Business Results, LLC, in 2012 as a training and consulting firm designed to help financial advisors and their clients understand health care challenges during retirement, equipping them to provide solutions. With a seasoned, results driven style, he makes navigation through a complex and ever-changing health care landscape comprehensible to all. The foundation of his exceptional communication and presentation skill set is the core product proficiency that Peter brings in insurance, mutual funds, annuities and retirement plans.
He began his career at Putnam, and later led teams to industry-leading market penetration as well as individual performance at Hartford Financial Services.
He has been a Certified Financial Planner (CFP) since 1997 and also holds the Certified in Long Term Care (CLTC) and Chartered Mutual Fund Counselor (CFMC) designations.
Book Peter for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI
One of the top three areas of improvement we consistently hear wholesalers need is productivity and time management improvement.
Which would help to explain why Laura Stack has been visiting with us at Wholesaler Masterminds® periodically for the last six years!
Laura Stack, MBA, CSP, CPAE, is best known by her moniker “The Productivity Pro®.” Stack is an award-winning keynote speaker, bestselling author, and noted authority on employee and team productivity. She is the President & CEO of The Productivity Pro, Inc., a boutique consulting firm dedicated to helping leaders increase workplace performance in high-stress environments.
She is the bestselling author of seven books published by Random House, Wiley, and Berrett-Koehler, including her newest, Doing the Right Things Right: How the Effective Executive Spends Time (Jan. 2016). Her books have been published in more than 20 foreign editions, and she is a featured columnist for the American Business Journal, LinkedIn, Time Management, and Productive magazines. Stack has produced more than 50 online training programs.
Book Laura for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates).
That little voice. It nags all of us from time to time.
It could be the voice uncertainty, anxiety, or fear - but it's a voice that impedes our full success.
Dr. Jack Singer is both a Professional Speaker and a Professional Sport Psychologist, who, for more than 20 years, has brought the skills he teaches to world class athletes to Financials Sales Professionals. He teaches sales professionals how to unleash the subconscious barriers to their success, during these challenging times.
Book Dr. Jack for your next event through Wholesaler Masterminds Speakers Bureau.
In a time of great industry change, B.O.L.D. wholesalers and their leaders will excel.
Kathleen Wood serves as the CEO and Founder of Kathleen Wood Enterprises (KWP), a collection of leading edge businesses dedicated to making a positive impact on people, performance and profits.
The cornerstone of Kathleen Wood Enterprise is Kathleen Wood Partners, an innovative growth strategy firm, focused on growing businesses, developing leaders and transforming organizations. As a successful executive and expert in organizational transformation, Kathleen has spent over 20 years developing highly effective methods designed to achieve growth, operational improvement/alignment and measurable success.
She is the architect of the Bold Leadership program, a game-changing, culture shifting platform that enhances people, performance and profits.
Book Kathleen for your next event through Wholesaler Masterminds Speakers Bureau.
Think about the last five trinket/gift items you gave advisors. The faux high-end pen? A Starbucks coffee card? Or the always popular Omaha Steaks?
Stop the madness!
John Ruhlin is the founder and CEO of the Ruhlin Group, a firm that specializes in high-level gifting plans to build relationships and acquire new clients.
The Ruhlin Group’s partnership with Cutco has enabled it to become the No. 1 distributor of Cutco in their 65-year history.
John is a sought-after speaker on the topics of C-level selling, relationship development, and strategic gifting; he is also the co-author of the best-selling book “Cutting Edge Sales" and the author of the recently released book "Giftology."
Book John for your next event through Wholesaler Masterminds Speakers Bureau.
What's the wholesaler formula for success? In our writing and speaking we have identified it as IQ+EQ+CQ=MQ. Our guest this week is eminently qualified to help us all improve our EQ.
Anne Loehr is an internationally sought after keynote speaker, writer, consultant, and trainer. She helps leaders in large organizations connect today’s everyday decisions to the future workplace. Her end goal is to help organizations retain their top talent and not only survive, but thrive.
Named the "Generational Guru" by The Washington Post, Anne’s work has been featured in Newsweek International, The Washington Post, The New York Times, National Geographic Traveler, Washingtonian and CNN Money. She writes for the Huffington Post and Medium, and co-authored 2 management books: A Manager’s Guide to Coaching: Simple and Effective Ways to Get the Best Out of Your Employees and Managing the Unmanageable: How to Motivate Even the Most Unruly Employee.
Book Anne for your next event through Wholesaler Masterminds Speakers Bureau.
A 'no' is not a failure. It's information. The ability to think on your feet is no excuse for being unprepared. Small salespeople ask weak questions.
If these statements ring true to you - or simply get you thinking about your areas of improvement - then our returning guest (be sure to listen to our other visits with him from 2011 and 2014) to whom they are attributed is sure to please.
Anthony Iannarino is a highly respected international speaker, author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.
His brand new book, The Only Sales Guide You'll Ever Need, is available from Amazon.com.
Book Anthony for your next event through Wholesaler Masterminds Speakers Bureau.
If the Kremlin can hack a political party, what's to stop your accounts from being accessed by evil doers?
How can you protect your online security? What steps can you take to avoid identity theft?
Keynote speaker Jeff Lanza was an FBI Special Agent for over 20 years, investigating corruption, fraud, organized crime, cyber crime, human trafficking and terrorism.
He is a graduate of the world-renowned John E. Reid School of Interviewing and Interrogation. He is a certified FBI instructor and has trained numerous government agencies and corporate clients on how to handle the media tricks that the national television personalities such as Connie Chung and Chris Hansen used on him during his nearly two decades as a crisis communicator with the FBI.
He is passionate about keeping people and organizations safe from risk and has presented to thousands around the globe.
His book Pistols to Press has received critical acclaim from national media figures and is available from Amazon.com.
Book Jeff for your next event through Wholesaler Masterminds Speakers Bureau.
We are committed to bringing you additional information about DOL; how you and your advisors can cope with it and profit from it. In order to do that, we have another industry expert, Stig Nybo, with us.
He is a 25 year veteran within the retirement services industry. Stig has had the opportunity to help build several organizations within the retirement plans business, helping propel them into a leadership position. His leadership experience includes sales, marketing, and responsibility for the overall organization. Most recently, he served as President of US Retirement Strategy for Transamerica, where he led work on the DOL rule.
He is an award winning author for the book Transform Tomorrow – Awakening the Supersaver In Pursuit of Retirement Readiness; a 2012 book focused on changing saving behavior that received multiple awards, including two USA Best Book Awards in the categories of Social Change and Business – Investing.
He has a passion for sharing best practices to improve retirement outcomes and frequently writes industry articles and speaks at industry meetings. In 2013, he was named 5th most influential person in the retirement plan industry by 401k Wire.]
Book Stig for your next advisor event or wholesaler meeting through Wholesaler Masterminds Speakers Bureau.
How many active sellers do you serve? 200? 500? 800? How do you decide how much “love” to give, to whom, and when?
Speaker, author, executive coach, and Olympic medalist, Paul Kingsman is a sought-after expert on how to be distraction-proof. He teaches financial services professionals the repeatable systems, processes, and verbiage required to successfully grow their businesses and achieve outstanding long-term results.
Paul knows the importance of keeping focused in life’s split seconds first hand: he trained for 13 years, to swim a 2 minute backstroke race at the Olympics, and won a medal by only four one-hundredths of a second!
As an Olympic medalist, Paul knows the principles and mind-set needed to succeed in a highly competitive environment. As a financial advisor, he understands the daily business realities of this industry. His experience enables him to equip audiences and coaching clients with practical solutions to overcome distractions, pursue their priorities, and increase their AUM.
His book, The Distraction-Proof Advisor: Gain Control, Work Smarter, Succeed Sooner, is available from Amazon.com.
Book Paul for your next event through Wholesaler Masterminds Speakers Bureau.
We have chosen to work in (and be amply rewarded by) a highly competitive, often cutthroat, bottom line focused industry.
Too often, in the tireless pursuit of the business objectives, we overlook simple (but by no means easy) ways to impact the lives of those around us.
Mark Scharenbroich is an award winning author, speaker and Emmy award winner. He has been inducted into the National Speakers Association Hall of Fame.
His latest book is Nice Bike: Making Meaningful Connections on the Road of Life
Book Chris for your next event through Wholesaler Masterminds Speakers Bureau.
Be sure to subscribe to the show via iTunes or Stitcher or Google Play. It's free!
Once upon a time, a wholesaler was so hell bent on ‘unplugging’ from all things work (email, voice mail etc.) during his family vacation that he created more stress for himself.
In the search for the holy grail of ‘work life balance’ he experienced his worst holiday ever.
Instead of chasing the unicorn, what if there was a better solution?
Chris Johnson is the leading authority on small steps to healthy living.
As Founder/CEO of On Target Living, Chris is a highly respected expert and accomplished executive, who has spent over 30 years researching and building optimal health and performance programs for individuals and corporations. He is the architect of the Food Target® that shifts from counting calories to concentrating on the nutrient values of foods that guide healthy choices.
His latest book is On Target Living: Your Guide to a Life of Balance, Energy, and Vitality
Book Chris for your next event through Wholesaler Masterminds Speakers Bureau.
DOL equals change. Money market reform equals change. Political elections equal change. Over the course of our careers we will encounter innumerable changes - to our companies, our products, our clients and personal lives.
What's most important is how we cope with that change
Randy Pennington is an award-winning author, speaker, and leading authority on helping organizations achieve positive results in a world of accelerating change. He founded Pennington Performance Group to help organizations and their leaders build trust, act with integrity, make sense of change, and create a culture committed to results, relationships, and responsibility.
His latest book is Make Change Work: Staying Nimble, Relevant, and Engaged in a World of Constant Change.
Book Randy for your next event through Wholesaler Masterminds Speakers Bureau.
Regardless of who you talk to, wholesalers and their leaders agree: the DOL Fiduciary Rule, that takes effect in April 2017, will continue to bring change to our industry.
How sweeping will the change be?
What will the impact be for wholesalers and their leaders?
Will the impacts be materially different for insurance wholesalers vs. asset management wholesalers?
To address some of these questions we asked two of the industry's most respected consultants.
Lee Kowarski from DST kasina and Steve Saltzman from Saltzman Associates speak with us in this Special Edition of The NEW Wholesaler Masterminds Radio Show.
Click here to download a full PDF transcription of this special edition.
We all talk a good game.
We get in our heads that we should ask for referrals, study a bit about how to be more successful and then...we do nothing!
Why is that?
Bill Cates works with wholesalers (and advisors) to help them bring value to their advisor-clients through value-added programs – live presentations, collateral material, and coaching. He is our go-to expert in his field.
Bill is the author of three popular books on referrals: Get More Referrals Now!, Don’t Keep Me a Secret!, and Beyond Referrals: How to Use the Perpetual Revenue System to Turn Referrals into High-Value Clients. Bill is the president of Referral Coach International and the founder of The Referral Coach Academy. Bill Cates’ client-acquisition system has been featured in such publications as Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post and The Wall Street Journal
Book Bill for your next event through Wholesaler Masterminds Speakers Bureau.
What are some of the keys to a most productive relationship between a wholesaler and their scheduler?
In this Wholesaler Masterminds Radio SPECIAL EDITION, we present to you an interview with Erin Beatty.
In her role at Wholesaler Masterminds® Schedulers (one she started at the inception of the company) Erin is a mentor to other team members, works to onboard new scheduling clients and, most importantly, does a tremendous job in her role as scheduler.
For more information about the work we do at Wholesaler Masterminds Schedulers, visit www.wmmschedulers.com or call us at 888-507-0779 x101
You get paid to influence.
Influence advisors to present your firm’s product versus the competitors.
But how do you enhance your powers of influence?
Better still, how do you create unlimited influence?
Every principle and best practice Joe Colavito teaches was born from his experience working with top wholesalers and advisors at the point of sale. Over the past 12 years he has facilitated training programs for over 12,000 financial representatives and consulted with individuals and teams seeking to perform at the next level.
He brings a unique blend of passion, proven communication principles and innovation to each session to show wholesalers and advisors how to increase their focus, influence and performance so they can accelerate the growth of their practice and better serve their clients.
Prior to founding Corevu, LLC and joining the ASLANetwork as a Certified Trainer, Joe was the VP of Development for Wells REF. His background includes: twelve years in the recruiting industry where he interviewed over 5,000 candidates and served as a partner in two leading global executive search firms. Along the way he discovered that far too many talented professionals are hitting the performance wall, and need objective perspective, simple next steps and an accountability partner to achieve breakthrough performance.
Book Joe for your next event through Wholesaler Masterminds Speakers Bureau.
It seems that weekly our financial services sector is the topic of another unsavory story.
In fact vilifying Wall Street, and those that work on it, has become sport.
Our guest this week addresses this phenomenon and offers insights into how we transform our sector.
Kim Ann Curtin is the author of Transforming Wall Street: A Conscious Path for a New Future and the Founder of The Wall Street Coach, an international executive coaching & leadership development firm. Kim and her team help C-Suite executives accelerate their personal and professional success through consciousness, helping them to become as successful on the inside as they are on the outside.
Kim has worked in finance since 1999 and since the financial market crash of October 2008, she has been working to build a more optimistic and sustainable vision for the finance industry. As The Wall Street Coach, Kim is a trusted adviser and consultant to executives, teams, conferences and Fortune 500 companies, both in the US and across the globe. Her work has been profiled in CNN.Money, Fortune magazine, Smart Money, TheStreet.com and Associated Press.
Book Kim for your next event through Wholesaler Masterminds Speakers Bureau.
Another suit, in another office, carrying another briefcase.
Those were the words of a wholesaler dying to swim out of The Sea of Sameness.
Our guest this week gives us straight talk about how to do just that.
Tim McCormick has created a proven Game Plan for success in the business world that focuses on the secrets that premiere professional athletes use to reach their highest goals and achieve career excellence.
Tim graduated from the University of Michigan and spent ten seasons in the NBA as a player. He was drafted by Cleveland with the #12 pick in the 1984 draft and was traded to Washington and then Seattle. Tim played for the Seattle Supersonics, Philadelphia 76ers, New Jersey Nets, Houston Rockets, Atlanta Hawks, and New York Knicks.
Tim has worked as a consultant with NBA players over the last two decades teaching strategies to improve performance and achieve greatness. He also runs the NBA Players Association’s TOP 100 Basketball Camp for the elite 100 high school players in the nation.
Book Tim for your next event through Wholesaler Masterminds Speakers Bureau.
Your long-tenured PM is leaving the firm. The rider that advisors have been selling the heck out of is going away. Your new business processing is delayed by 10 days.
All bad news - and all messages that are no fun to deliver.
Which is why Steven Gaffney is here to visit with us in this episode.
Steven is the global authority on teaching organizations to tell the truth and communicate more effectively - and not from a place of righteousness. He teaches honest communication because it is a better business strategy. His experience spans almost 20 years and his results are unmatched. His client list is staggering and includes a diverse range of leaders, including military officers and top executives of multinational corporations such as: Lockheed Martin, Marriott, Northrop Grumman, SAIC, General Dynamics, BP, Citigroup, Allstate Insurance, American Cancer Society, NASA, U.S. Marine Corps, Defense Logistics Agency, and Barrick Gold Corporation.
Steven has been a regular contributor to some of the most respected national television, radio, and print media outlets, and he is the author of six publications: "Just Be Honest", "Honesty Works!", "Honesty Sells", and “Be A Change Champion: Mastering Momentum.” Steven Gaffney is also an esteemed member of the Million Dollar Speaking Group of the National Speakers Association. People across the globe credit his speaking engagements, seminars, television and radio appearances, books and multimedia products, with making immediate and lasting positive changes in both their organizations, as well as their personal lives.
Book Steven for your next event through Wholesaler Masterminds Speakers Bureau.
Kill the squirrel. Clean your own bathroom. No one is going to die.
These are just three of the topics that we dive into with our special guest in this episode as we discuss his newest book, attitudes on business and being relentless.
Jeffrey Hayzlett is a primetime television host of C-Suite with Jeffrey Hayzlett and Executive Perspectives on C-Suite TV, and business podcast host of All Business with Jeffrey Hayzlett on CBS’s on-demand radio network Play.It. He is a global business celebrity, speaker, best-selling author, and Chairman of C-Suite Network, home of the world’s most trusted network of C-Suite leaders.
Hayzlett is a well-traveled public speaker, the author of three bestselling business books, Think Big, Act Bigger: The Rewards of Being Relentless, Running the Gauntlet and The Mirror Test. He is one of the most compelling figures in business today and an inductee to the Speaker Hall of Fame.
Book Jeffrey for your next event through Wholesaler Masterminds Speakers Bureau.
Centers of Influence (COIs) have the ability to exponentially increase your influence and your sales.
And we've written about it extensively at WholesalerMasterminds.com
In this episode we explore how to establish and nurture successful COI relationships with a guest who does not live in the distribution "fish bowl".
Bill Walton brings over 20 years of experience as a sales coach, facilitator and author to his clients. He has worked extensively in the Financial Services, Energy and Travel and Transportation industries with a deep background in working with salespeople, sales managers and c-suite executives. His clients include Bank of America, Direct Energy and Avis Budget Group to name a few.
Bill has particular coaching and training expertise in Sales, Sales Management, and Sales Process Design. Bill publishes the Value Creation Sales Blog and is a featured guest on CNN.
He is an adjunct speaker at The Wharton School of Executive Education and a featured contributor to Human Resource Executive Magazine. Bill also actively participants in the Professional Society of Sales and Marketing Trainers, Sales and Marketing Executives International, and the Greater Philadelphia Senior Executive Group.
Book Bill for your next event through Wholesaler Masterminds Speakers Bureau.
How do you prepare for your advisor meetings?
For most wholesalers the checklist includes:
- Sales literature in bag
- Trinkets and trash in trunk
- Boarding pass on iphone
But the most important element of appointment preparation is one that too few wholesalers do.
Sam Richter is the founder of the #1-rated Know More business improvement program and author of the award-winning and best-selling “Take the Cold Out of Cold Calling” book.
Sam is considered the world’s foremost expert on Sales Intelligence – finding information and then using it to identity new opportunities, win more business, and to build deeper and more meaningful business relationships. Learn how to grow your business through better information at Sam’s Know More University Center
Book Sam for your next event through Wholesaler Masterminds Speakers Bureau.
How many times this past month did you entertain an advisor or COI?
How many times was that engagement truly memorable?
For too many wholesalers, entertaining via dinners, sporting events, etc. is so much second nature that it's become an afterthought - which is why you need to listen closely to this weeks' guest!
Eddie Osterland, Author, Speaker and America's first Master Sommelier is an internationally acclaimed expert in the culinary arena of food and wine. For more than 25 years, he has performed his workshops and given educational and highly entertaining "during dinner" presentations on Power Entertaining with Food and Wine. Eddie works as a client relationship consultant specializing in developing high net worth marketing events for new client acquisition. He uses high-end client engagement strategies through luxury marketing events that go way beyond expectations. Eddie's educational background evolved from a degree in behavioral psychology to graduating from L'Institut d'oenologie at Université de Bordeaux with the D.U.A.D. degree (diplôme d'aptitude a la dégustation des vins). He went on to become the first American to pass the grueling Master Sommelier Diploma in London in 1973.
Eddie book Power Entertaining (2013) teaches executives how to attract money through ultra-premium client engagement strategies and is available through Amazon.com.
Book Eddie for your next event through Wholesaler Masterminds Speakers Bureau.
We started talking about the importance of properly using LinkedIn in your practice over five years ago. Sadly, this amazing tool isn't even in many a wholesaler's toolbox.
If you do use LinkedIn, there are still a host of unexplored ways to leverage its power.
That's why this week's guest is "must listen" podcasting!
Laura Virili is a Wall Street veteran who has worked directly with top producing Financial Advisors, Wholesalers & Private Wealth Advisors for over 20 years – she walks the walk and talks the talk. She simplifies social media for advisors & wholesalers by making it applicable to their business model by teaching them how to acquire new clients and deepen existing relationships, while understanding industry rules and regulations.
Book Laura for your next event through Wholesaler Masterminds Speakers Bureau.
Both wholesalers and advisors recognize the gap between their respective groups in both age and attitude.
“Here comes the wholesaler,” the advisor says, “full of vigor and vim and can-do attitude, but little awareness of what type of person I look forward to connecting with; little awareness of the types of relationships that mean something to me.
It’s not all about product. There needs to be a connection.”
Cam Marston is the leading expert on the impact of generational change and its impact on the marketplace. He understands the attitudes and expectations of the upcoming generations and what they expect from service providers.
He has learned how they buy, how they value different types of information, what their definition of “expert” is and how they apply it to financial professionals.
He understands their preferred methods of communications and what sales tools to use and how to use them effectively.
Book Cam for your next event through Wholesaler Masterminds Speakers Bureau.
Bill Acheson is an expert in nonverbal communication. As a faculty member at the University of Pittsburgh for over 20 years and as a professional speaker since 1994, he has spoken to thousands of people across the United States about how to use body language to communicate more effectively.
In this episode we discuss:
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Mirroring The Prospect or Client
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Identifying High Net Worth
-Interpreting Handshakes
Complete show notes at www.wholesalermasterminds.com
Book Bill for your next meeting at Wholesaler Masterminds Speakers Bureau at http://wmmspeakers.com
Want to hear our first interview with Bill?
Creating Powerful First Impressions: http://wholesalermasterminds.com/2013/08/creating-powerful-wholesaler-first-impressions-bill-acheson/
Have you ever stopped to consider how your relationship with your financial advisor clients affects your business? Not just focusing on your day to day interactions with them, but cultivating a relationship.
Gratitude shapes our relationships with others and in turn, shapes the course of our businesses. We all know that clients are the lifeblood of businesses. So, when was the last time you sought out creative ways to communicate that sense of gratitude to them?
Mike Sciortino is founder and CEO of Gratitude Marketing™, a firm dedicated to sharing the most time-tested, proven and cost effective marketing strategies to help you grow your business through nurturing meaningful long term relationships. Mike just released the best-seller, "Gratitude Marketing™: How you can create clients for life by using 33 simple secrets from successful financial advisors"
Book Mike for your next meeting at Wholesaler Masterminds Speakers Bureau at http://wmmspeakers.com
The NEW Wholesaler Masterminds Radio Show launches in late July. In the meantime, we've selected the most popular episodes from our original 100 shows to share with you!
Originally recorded 6/26/2014
Your presentation skills may not be as great as you think they are.
That’s one lesson waiting to be learned as you dive into the material that awaits you in this edition of Wholesaler Masterminds Radio.
Jane Atkinson has been helping speakers catapult their businesses for over 20 years.
As a former speaker’s agent, she has represented numerous speakers, celebrities and best selling authors.
Currently, Jane is a full time business coach and consultant dealing exclusively with professional speakers, celebrities and CEO’s.
Her clients are the who’s who and the up-and-comers of the speaking world.
Jane’s book entitled “The Wealthy Speaker: A Proven Formula for Building a Successful Speaking Business” has been touted “the bible” of the speaking business.
Her latest book “The Epic Keynote: Presentation Skills and Styles of The Wealthy Speaker” is getting rave reviews.
If becoming a better speaker in front of advisors, public customers and/or your peers is important to you then grab a notepad and dig into this episode.
The NEW Wholesaler Masterminds Radio Show launches in late July. In the meantime, we've selected the most popular episodes from our original 100 shows to share with you!
Originally recorded 4/21/2015
The more you make the more disconnected you feel.
The cocktail party conversation at the neighbor’s house turns to money and you fall silent.
Truth be told, sometimes you are embarrassed by your earnings.
We work in an industry that affords us an exceptional level of income opportunity.
And frequently, either through the media vilifying financial services, or through our our devices, we feel borderline ashamed of that income.
Enter Kim Curtin, The Wall Street Coach.
In her new book Transforming Wall Street, A Conscious Path For A New Future Kim interviews some of the most successful citizens of our financial services sector and delivers insights that allow us to not downplay or hide our success.
You’ll also hear about characteristics that some would associate with the weak, such as vulnerability and authenticity, playing significant roles in the careers of these interviewees.
The NEW Wholesaler Masterminds Radio Show launches in late July. In the meantime, we've selected the most popular episodes from our original 100 shows to share with you!
Originally recorded 6/25/2013
We have all been there.
You walk into an appointment with an advisor only to find out that they have suffered a loss.
Loss of a parent/spouse/friend.
Loss of a pet.
Loss of their largest client’s business.
What do you say?
If you’re like us, finding the right words and behaviors does not come easy.
Thanks goodness we found Amy Florian.
Amy serves as CEO of Corgenius and recognized as an acclaimed speaker, she travels North America training professionals to effectively support clients in transition and loss.
She is author of over 90 articles and the book “No Longer Awkward: Communicating with Clients through the Toughest Times of Life”.
Amy is a former columnist for the Journal of Financial Planning who has been quoted in the Wall Street Journal and featured in Financial Advisor, Financial Planning, MSN Money, On Wall Street, and Financial Advisor IQ.
She holds a Master’s Degree and is a Fellow in Thanatology (the highest level of certification in the field of grief studies).
Be sure to get the NEW Wholesaler Masterminds Radio feed ready to roll for our regular shows. If you're unsure how to set that up, here are instructions for the Podcast app for your iPhone or iPad: http://bit.ly/1J4s5e7
In this intro we offer you a segment we did for our Wholesaler Masterminds Schedulers clients all about Trial Closing and Closing. It's recorded from the quarterly Practice Management Clinic call that we offer exclusively to our scheduling clients.