Category: Uncategorized

You won’t be surprised that when I work with clients on writing emails advisors respond to, I focus heavily on subject lines.I’m also a fan of many of the free “subject line testers”out there, but as a learning tool, an idea generator, not a final authority. Yesterday, a client of mine told me that a single emailI wrote for her has been keeping her so busy, she doesn’t want to focus on anything else right now. Note: They aren’t all this successful, trust me. Can you see where I’m going with this? I had to pop the subject line into one of the analyzers out there. It gave me a 60 out of 100 – not very good. And I understand why from a technical standpoint. But what a computer doesn’t have is the tool in wholesaling…Empathy…The ability to put yourself in someone else’s shoes…And we knew on this particular email, that the subject line would spark curiosity and the message had an OBVIOUS benefit that her target cared about. Empathy, it’s all about Empathy.  Watch the video below to learn more.https://pgwholesaling.com/the-big-e-the-most-valuable-skill-in-wholesaling/And if you haven’t already done so, listen to the Audio at PGwholesaling.com on “Writing emails advisors respond to”

…understanding this concept is the first step. The second step is changing how you write your emails knowing this. If it’s been a while since you heard the audio on how to write emails advisors respond to, do yourself a favor and listen again.

The hardest way to grow a wholesaling business is to compete for the middle. I know because it’s the hardest way to grow any business.

What is the middle?

Sponsoring events

Being the “market outlook” person

Building friendly relationships

Inviting advisors to informational webinars

Sharing company value-add info and speakers

I’m not saying you can’t do these things. But it’s not what you optimize for because it’s what everyone else is doing (Red Ocean).

What you need to optimize for is ACTUALLY being valuable to advisors (Blue Ocean).

You do this by focusing heavily on answering 2 questions:

1) What is a dream come true result/deliverable for the advisors I want to become my advocates?

2) What can I do on my end to make it as simple as possible for them to get this result? (Blue Apron Strategy – VAR Strategy).

Watch the short video on how to do this here:

What is “Actually” Valuable to Advisors Video – PGwholesaling

1) Join the group by clicking here 2) Like or comment on a few of the posts and the algorithm will start putting posts in your regular LikedIn feed

There are 2 areas of your wholesaling business where even the best managers are going to be of little help. In the short video link below I explain why and what you need to do about it.

Click below and step up!

Managers Can’t Help – So Step Up!

You’ve heard it before, when you’re a hammer everything looks like a nail. And in your wholesaling business, you are on the product-side of the industry, so you talk about products. But like in any successful venture, it’s not about you, it’s about the customer. And your customers aren’t thinking about product 100% of the time. In fact, I would argue that with a few exceptions, your advisors are thinking about something else 95-99% of the time. This includes business problems, staff issues, client acquisition frustration and so on… So if you’re having trouble getting in the door or building up  enough reciprocity to move advisors to action, then consider getting significantly better in the non-product side of things. A great place to start is listening to the VAR Strategy audio at the link below.

If you saw the wholesaling world from my vantage point… That is, talking to wholesalers day in and day out for years…  Here’s what you’d see…  Despite discussing and learning about the same tactics and giving wholesalers access to the exact same resources…  Some have used them to rise to the top, while others haven’t improved much at all. But I’m not surprised, because I know why.   I know exactly why.  People are confused about what it means to “learn” something.  You see, when I do a training on quick hit calls, or writing emails advisors respond to…  Some wholesalers think they’ve “learned” how to do a quick hit call… But they haven’t…  They’ve “learned about” how to do a quick hit call. You don’t learn something until your behavior changes when confronted with the same situation.  And you don’t “Improve” until you’ve put in enough reps, so that your behavior changes now result in a better outcome.  But in order to improve, you must be willing to be bad, before you’re good.  You need enough reps of the new behavior to give you the feedback and data to dial it in.  My “mediocre” wholesaler coaching sessions are when a client “learns about” something.  My GREAT sessions are when we discuss the feedback they’ve gotten from their reps so we can work on making the next set of reps better.

Click below for a short, but very high level training on breaking through to advisors.

Effective Meetings Resources

As much as I want to believe I’m an original thinker… I’m not But it doesn’t keep me from innovating inside my own business and it shouldn’t keep you from innovating in your wholesaling business. Innovation rarely comes from “original thought”… Rather it comes from applying something from outside your industry into your industry. If you change the tuning of your antennas and start to look at how other industries do things, you will be flooded with new ideas. The funny part is when they are successful, hindsight will make you feel like they were obvious. A great practical book on the subject to start with is “Not Invented Here” by Ramon Vullings Link is Belowhttps://www.amazon.com/Not-Invented-Here-Cross-industry-Innovation/dp/9063693796/