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: Protecting Your Business During Covid-19: Wide Moat Wholesaling

All of our Covid-19 related content can be found on our website!

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.

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.

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”.

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.

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.

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.

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.

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!

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.

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.  

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.

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.

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.

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.

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.

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.

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.

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.

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!

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. 

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.

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!

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.

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

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.