| The will to win is not nearly so important as the will to prepare to win.– Vince LombardiI have a feeling if the great coach was leading wholesalers he would say the same thing. There’s such a large disconnect between many wholesaler’s desire to be great and their willingness to put in the time and resources to get better.You’ve been given an opportunity that few get, but the opportunity is shrinking and being average or even above average is a dangerous place to be.It’s time to start reading books, listening to podcasts, watching online trainings, attending non-wholesaling events and finding mentors… to be willing to do what your colleagues won’t. If you don’t have at least 3 value adds that advisors absolutely love then you’re average.If you don’t have at least 5 great prospecting techniques, then you’re average.If you haven’t mastered your clarifying conversations, then you’re average.If you don’t understand why advisors say they are interested and then go silent, then you’re average.If you still call on parts of your territory because you think you’re supposed to,then you’re average.If you aren’t getting better at selling via phone and screen sharing, then you’re average.Do the math, pay attention to your industry, the clock is ticking. |
Brian Margolis
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