The NEW Wholesaler Masterminds Radio Show

The NEW Wholesaler Masterminds Radio Show
The art, science and lifestyle of wholesaling.

15 On My Mind: How to Successfully Share an Internal Partner
Oct 22 • 4 min
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
14 On My Mind: Great Wholesalers Are Planning Now For The Year Ahead
Oct 15 • 3 min
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
Lessons From Leaders #10: Interview with Sue Thompson, Executive Vice President and Head of SPDR Americas Distribution
Oct 1 • 31 min
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. Find more shows at
#336 Successfully Navigating Change with Dr. Ron Rembisz
Sep 17 • 31 min
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…
13 On My Mind: You Versus 183 Other Wholesalers
May 24 • 6 min
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 [email protected]
From The Archives: Great Wholesalers Hate Losing More Than They Love Winning with Don Yaeger
May 7 • 17 min
Don Yaeger is an 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.
12 On My Mind: Your Strategic Wholesaling Advantage
May 3 • 4 min
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?
From The Archives: Outsmart, Outlast and Outperform Your Competition with Mark Eaton
Apr 30 • 20 min
Mark Eaton is a successful, award-winning motivational speaker, entrepreneur and best selling author of The Four Commitments of a Winning Team. 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…
11 On My Mind: Do You Understand Your Advisor’s Algorithm?
Apr 24 • 5 min
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?
Lessons From Leaders #9: Successfully Moving Your Distribution Career Forward with Kathy Freeman
Apr 23 • 42 min
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…
10 On My Mind: Validation Not Required: Building Your Memorability Quotient®
Apr 16 • 7 min
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®
From The Archives: Are Wholesalers Getting to The Question Behind The Question? with John Miller
Apr 16 • 14 min
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…
From The Archives: 3 Reasons Why Wholesalers Stray From The Basics with Don Connelly
Apr 9 • 13 min
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…
09 On My Mind: What’s Next?
Apr 4 • 5 min
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: What’s Next?
From The Archives: How Can Wholesalers Sell To Crazy Busy Advisors? with Jill Konrath
Apr 2 • 12 min
Jill Konrath 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.…
08 On My Mind: Are You Asking For The Business?
Mar 29 • 3 min
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?
From The Archives: Former Merrill Insider Speaks About Wholesalers with Dave Mullen
Mar 26 • 16 min
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,…
07 On My Mind: The Unappreciative Leader
Mar 22 • 3 min
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: The Unappreciative Leader
06 On My Mind: To Office Day or Not To Office Day?
Mar 21 • 5 min
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?
From The Archives: Nine Things Successful Wholesalers Do Differently with Dr. Heidi Grant Halvorson
Mar 19 • 13 min
If you have ever read the Harvard Business Review blog you may have seen a post entitled Nine Things Successful People Do Differently written by Dr. Heidi Grant.
05 On My Mind: The Injurious Sales Cycle?
Mar 18 • 4 min
Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: The Injurious Sales Cycle?
04 On My Mind: The Internal Who’s Itching to Get Out
Mar 12 • 7 min
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
From The Archives: Wholesaler Talent Is Overrated with Geoff Colvin
Mar 12 • 15 min
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.
03 On My Mind: Quantity of Appointments vs Quality of Appointments
Mar 11 • 2 min
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
02 On My Mind: What Rocks Are You Carrying Around?
Mar 8 • 3 min
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?
01 On My Mind: Making a Difference
Mar 7 • 2 min
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.
From The Archives: Designing Your Timeless Wholesaling Practice with Jon Gordon
Mar 5 • 20 min
Jon Gordon’s 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…
From The Archives: Wholesalers, Success and Their Money with Kim Ann Curtin
Feb 26 • 20 min
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.
From The Archives: How Can Wholesalers Become a Category of One? with Joe Calloway
Feb 20 • 18 min
Joe Calloway helps leaders focus on what is truly important, inspires new thinking about effective leadership, and motivates them to immediate action.
A Brief Word From Rob
Dec 15, 2018 • 1 min
As 2018 winds down and 2019 appears just ahead, here’s a brief word about what’s in store for our podcast.
#335 Word of Mouth Marketing (and Why The Same is Lame) with Jay Baer
Nov 27, 2018 • 29 min
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.
Lessons From Leaders #8: The Death of a Wholesaler: How to Avoid Irrelevance
Oct 30, 2018 • 30 min
Will emerging technologies, passive investing and fee compression kill the wholesaler? What does the future of asset management sales look like?
Lessons From Leaders #7: Interview with Kevin McGarry, National Sales Manager, Nationwide Mutual Funds
Oct 9, 2018 • 39 min
In this episode, sponsored by Wholesaler Masterminds® Schedulers, we interview: Kevin McGarry, National Sales Manager, Nationwide Mutual Funds.
Lessons From Leaders #6: Chad Mueller, Head of Annuity Sales at CUNA Mutual Group
Sep 25, 2018 • 24 min
In this episode, sponsored by Wholesaler Masterminds® Schedulers, we interview: Chad Mueller, Head of Annuity Sales for CUNA Mutual Group.
Lessons From Leaders #5: Jeff Carlin, CFA Senior Managing Director, Head of U.S. Retail Distribution at Nuveen
Sep 11, 2018 • 35 min
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.
Best of Volume #2: Three of Our Most Listened To Episodes
Aug 28, 2018 • 74 min
Of the 150+ episodes we have done, these three stand out as some of the most listened to of all.
Lessons From Leaders Ep #4: Anne Steer, Head of Distribution at Congress Asset Management
Aug 21, 2018 • 30 min
In addition to the six (6) questions we pose to all leaders, we also explore the state of women in our distribution community.
Best of Volume #1: Our Most Listened to Episodes
Jul 31, 2018 • 78 min
Of the 150+ episodes we have done, these three stand out as the most listened to of all.
Lessons From Leaders Ep #3: How Wholesalers Thrive in the Future with Cerulli Associates
Jul 17, 2018 • 40 min
Home offices and advisory practices are becoming increasingly sophisticated and diverse in their portfolio construction processes and use investment vehicles. This is adding to preexisting challenges of defining top-tier partnerships and locating true…
Lessons From Leaders Ep #2: Jim Jessee, MFS
Jun 26, 2018 • 47 min
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®:
Lessons From Leaders Ep #1: John Moninger, Mark Spina, Brett Wright
Jun 19, 2018 • 48 min
Welcome to The New Wholesaler Masterminds Radio Show and this special series of episodes we’re calling: Lessons From Leaders. Via our interviews with senior industry leaders, we uncover their outlook on the future state of wholesaling and, based on their…
Coming Soon - New Series: Lessons From Leaders
Jun 5, 2018 • 1 min
What if we interviewed some of the most senior leaders in our industry and asked them all the same six questions? Coming soon, our special series of episodes we’re calling: Lessons From Leaders
#334 The Wisdom of Our Elders is Not Always Right with Nadine Keller
May 29, 2018 • 26 min
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?
#333 Wholesaling In The Experience Economy with Dennis Moseley-Williams
May 22, 2018 • 25 min
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?
#332 Success At What Cost? with Angela Gaffney
May 15, 2018 • 31 min
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…
#331 Becoming Reliably and Consistently More Memorable with Jeff Bloomfield
May 8, 2018 • 28 min
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®?
#330 Becoming an Influential Wholesaler with Bob Burg
May 1, 2018 • 31 min
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?
#329 The Most Powerful Way to Understand and Communicate with Advisors with Scott Schwefel
Apr 24, 2018 • 23 min
Product knowledge? Check. Ready to add value? Check. Effectively communicate your message? Many of us need improvement.
#328 The Next Evolution of Wholesaling with Sarano Kelley
Apr 17, 2018 • 25 min
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…
#327 Never Let Them See You Sweat with Marc Vahanian
Apr 10, 2018 • 26 min
Never let them see you sweat. It’s one of the hallmarks of a great wholesaler. How authentic is your confidence?
#326 Advisors Don’t Care How You Feel with Steve Gutzler
Apr 3, 2018 • 23 min
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.
#325 Creating a Mindset for Greatness with Sean Swarner
Mar 27, 2018 • 25 min
If you are like most humans in our world you stress over things like too few appointments, sales results, and travel headaches. Any every now and then we need to put all of those things into perspective.
#324 Becoming an Irreplaceable Wholesaler with Penny Phillips
Mar 20, 2018 • 26 min
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?
#323 Be Bold, Be Brief and Be Gone with Jimmy Pomerance
Mar 13, 2018 • 19 min
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?
#322 How One Firm Successfully Engaged a Former LinkedIn Insider to Increase Sales with Dan Swift
Mar 6, 2018 • 24 min
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…
#321 Decisions, Money and Emotions: Gaining a Better Understanding of an Advisor’s World with Dr. Moira Somers
Feb 27, 2018 • 21 min
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? Our guest, Dr. Moira Somers, is a clinical neuropsychologist,…
#320 How to Easily Remember and Recall Advisors Names with Memory Expert Bob Gray
Feb 20, 2018 • 21 min
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. Our guest, Bob Gray, has amazed, entertained and educated audiences across six…
#319 Wholesalers, Do You Know the Rules of Highly Effective Networking? with Michael Goldberg
Feb 13, 2018 • 26 min
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?
#318 Winning Your Wholesaling Career (Not Simply Enduring It) with Tim Cole
Feb 6, 2018 • 24 min
Did you choose wholesaling? Or did wholesaling choose you? Are you an accidental wholesaler? Tim Cole offers practical direction to both senior leaders and employees on how to cultivate a rich culture – and ensure a significant work experience.
#317 How Can You (and Your Advisors) Market More Effectively to Millennials? with Jeff Fromm
Jan 30, 2018 • 24 min
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.
#316 Throw Away Your Annual Business Plan with Brian Moran
Jan 23, 2018 • 27 min
The annual business plan. Insightful, productive work for some. Management mandated waste of time for others. What if there was a better way?
#315 Creating an Influential Advisor Encounter with Michael Hoffman
Jan 16, 2018 • 23 min
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…
#314 Converting Simple Connections to Meaningful Relationships on LinkedIn with Kim Peterson Stone
Jan 9, 2018 • 21 min
“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.
Holiday Break: Three Questions to Think About with Rob Shore
Dec 19, 2017 • 3 min
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!
#313 The Impact of Change on Distribution and Wholesaling with Steven Miyao
Dec 12, 2017 • 30 min
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…
#312 Become a Crazy Good Speaker! with Deirdre Van Nest
Dec 5, 2017 • 24 min
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…
#311 Death by Referrals with Kirk Lowe
Nov 28, 2017 • 26 min
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…
#310 How Can Wholesalers More Effectively Cope With Stress? with Life Coach Mary
Nov 21, 2017 • 27 min
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…
#309 What’s Next? Your Life After Wholesaling with Calvin Wayman
Nov 14, 2017 • 28 min
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.
#308 RIA Wholesaling Best Practices with Dennis Gallant
Nov 7, 2017 • 34 min
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?
#307 What To Do When There’s Too Much To Do with Matt Johnson
Oct 31, 2017 • 26 min
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…
#306 The Secrets of Million Dollar Sellers with Steven Harvill
Oct 24, 2017 • 27 min
100 top producers interviewed. 1,750 stories explored. A ton of insights uncovered. The book is “The 21 Secrets of Million Dollar Sellers”. Our guest is the author Steve Harvill.
#305 Pick Up The Damn Phone! with Paul Neuberger
Oct 10, 2017 • 24 min
Many feel that cold calling has gone the way of diesel powered cars and many wholesalers, though they may not admit it out loud, are downright afraid of the phone. Our guest begs to differ. He is The Cold Call Coach.
#304 Wholesaler Follow-up Process: Part Art and Part Science with Chris Dungworth
Oct 3, 2017 • 21 min
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?
#303 There’s Everything Funny About Wholesaling with Karyn Buxman
Sep 26, 2017 • 26 min
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…
#302 Your Advisor’s Big Blown $30 Trillion Opportunity with Dr. Thomas Deans
Sep 19, 2017 • 22 min
Generational wealth transfer will strip billions of dollars from the books of financial advisors. When combined with the 160 million US and Canadian citizens who do not have a will, it’s an industry train wreck waiting to happen.
#301 You Might Be The Best, But You Can Still Be Better with Mark Sanborn
Sep 12, 2017 • 24 min
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…
Bonus Episode: 8 Ways Advisors Know They’ve Partnered With the Right Wholesaler
Aug 29, 2017 • 22 min
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.
New Season Starts September 12th!
Aug 23, 2017 • 3 min
Our new season starts soon and we have great guests lined up for you. As always, each show is designed to help you improve in the art, science and lifestyle of wholesaling!
Summer Break 2017 - A Word From Rob Shore
Jul 4, 2017 • 0 min
A quick word from Wholesaler Masterminds® Founder and CEO, Rob Shore.
#247 Creative Advisor Relationship Acquisition and Development Strategies with Dave Maloney and Mark Spina
Jun 30, 2017 • 26 min
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,…
#246: 8 Core Sales Beliefs of Truly Great Wholesalers with Tony Hughes
Jun 20, 2017 • 26 min
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…
#245 Great Wholesalers Know How to Unlock Their Creative Mind with Scott Shellstrom
Jun 13, 2017 • 21 min
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…
#244 The Evolution of Wholesaling: The Rise of the Consultant Seller with Mark Magnacca
Jun 6, 2017 • 26 min
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,…
#243 Great Wholesalers Give More in Value Than They Receive with Bob Burg
May 30, 2017 • 28 min
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…
#242 Best of Episode: The Wholesaler’s Fred Factor with Mark Sanborn
May 23, 2017 • 18 min
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…
#241 Best of Episode: What Do Financial Advisors Want From Wholesalers? with Bill Bachrach
May 16, 2017 • 20 min
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…
#240 The Next Crisis Is Always Lurking, Are You Prepared? with Melissa Agnes
May 9, 2017 • 23 min
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…
#239 How to Successfully Partner with Corner Office Advisors with Richard Weylman
May 2, 2017 • 25 min
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…
#238 Five Star Service and Attention to Detail: The Benefits to Your Practice with Bruce Himelstein
Apr 25, 2017 • 21 min
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…
#237 Is Grit a Wholesaler’s Most Important Attribute? with Dr. Eric Frazer
Apr 18, 2017 • 20 min
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…
#236 Six Strategies Wholesaler Use to Up Their Connection Quotient with Colette Carlson
Apr 11, 2017 • 22 min
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….
#235 Confidence vs Courage: Improve Your Practice (and Change Your Life) in 5 Seconds with Mel Robbins
Apr 4, 2017 • 31 min
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…
#234 LinkedIn Sales Navigator: Why it’s a Must Have Tool for Wholesalers with Phil Gerbyshak
Mar 28, 2017 • 23 min
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…
#233 Become a Better Networker in Four Simple Steps with Joe Sweeney
Mar 21, 2017 • 21 min
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…
#232 We’re Our Own Worst Enemy: The Danger of What Goes on Between Our Ears with Chris Spurvey
Mar 14, 2017 • 20 min
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…
#231 Storytelling: The Wholesaler’s Secret Weapon with Rob Salafia
Mar 7, 2017 • 22 min
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…
#230 A COI Speaks: If You Don’t Differentiate, You Don’t Resonate with Bill Edmonds
Feb 28, 2017 • 26 min
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…
#229 Are You on the Ethical High Road? with Frank C. Bucaro
Feb 21, 2017 • 19 min
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…
#228 The ABCDs of a Professional Imprint with Sylvie Di Giusto
Feb 14, 2017 • 21 min
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…
#227 Any Wholesaler Can Do Anything with Kyle Maynard
Feb 7, 2017 • 25 min
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….
#226 A Barron’s Top 100 Advisor Speak About Wholesalers with Erin Botsford
Jan 31, 2017 • 24 min
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…
#225 The Convergence of Health Care and Financial Planning with Peter Stahl
Jan 24, 2017 • 16 min
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…
#224 Daily Habits of Highly Profitable Wholesalers with Laura Stack
Jan 17, 2017 • 24 min
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…
#223 Developing the Mindset of a Champion Wholesaler with Dr. Jack Singer
Jan 10, 2017 • 23 min
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,…
#222 Great Wholesalers Dare To Be Bold with Kathleen Wood
Dec 20, 2016 • 18 min
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…
#221 5 Rules for Wholesaler Gifting: Staying Out of the Trinket and Trash Sea of Sameness with John Ruhlin
Dec 13, 2016 • 26 min
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…
#220 How Can Wholesalers Deepen Their Advisor Relationships? with Anne Loehr
Dec 6, 2016 • 19 min
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,…
#219 Why Do a Few Highly Successful Wholesalers Consistently Outperform Their Peers? with Anthony Iannarino
Nov 29, 2016 • 25 min
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 -…
#218 How Can Wholesalers, Advisors and Their Clients Be More Cyber Secure? Our interview with Jeff Lanza
Nov 15, 2016 • 21 min
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…
DOL SPECIAL EDITION #2: Unintended Consequences and the Decade of Advice and Value
Nov 14, 2016 • 24 min
Interview with Stig Nybo
#217 Client Service Models for Wholesalers and Their Advisors with Paul Kingsman
Nov 8, 2016 • 22 min
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…
#216 3 Ways Wholesalers Make a Difference in the Lives of Their Clients, Coworkers, Family and Friends with Mark Scharenbroich
Nov 1, 2016 • 23 min
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…
#215 The Myth of Wholesaler Work Life Balance with Chris Johnson
Oct 25, 2016 • 23 min
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…
#214 Want to Flourish in the Future? It’s Time to Change Your Mindset with Randy Pennington
Oct 18, 2016 • 24 min
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…
DOL SPECIAL EDITION #1: DOL Fiduciary Rule The Implications for Wholesalers and Their Leaders
Oct 14, 2016 • 44 min
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…
#213 Why Are Wholesalers Afraid of Asking For Referrals? An Interview with Bill Cates
Oct 11, 2016 • 24 min
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…
SPECIAL EDITION: How to Have the Most Productive Relationship with Your Scheduler
Oct 6, 2016 • 19 min
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®…
#212 The Secret To Being Heard Above The Herd with Joe Colavito
Oct 4, 2016 • 25 min
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…
#211 Five Ways to Become a More Conscious Capitalist with Kim Ann Curtin
Sep 27, 2016 • 25 min
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…
#210 Never Be Average Wholesaling with Tim McCormick
Sep 20, 2016 • 23 min
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…
#209 4 Key Elements to Delivering a Difficult Message with Steven Gaffney
Sep 13, 2016 • 22 min
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…
#208 The Rewards of Thinking Big and Being Relentless with Jeffrey Hayzlett
Sep 6, 2016 • 23 min
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….
#207 Your COI Mindset: A Giving Hand Is Always Full™ with Bill Walton
Aug 30, 2016 • 23 min
Centers of Influence (COIs) have the ability to exponentially increase your influence and your sales. And we’ve written about it extensively at In this episode we explore how to establish and nurture successful COI…
#206 Know More To Sell More: The Importance of Advisor Recon with Sam Richter
Aug 23, 2016 • 23 min
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…
#205 7 Secrets of Power Entertaining with Eddie Osterland, MS
Aug 16, 2016 • 24 min
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…
#204 Fess Up Wholesalers, Better LinkedIn Useage Belongs In Your Practice’s Toolbox with Laura Virili
Aug 9, 2016 • 21 min
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…
#203 Proven Ways Wholesalers Increase Their Likeability Factor with Cam Marston
Aug 2, 2016 • 23 min
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…
#202 A Wholesaler’s Personal Power: Understanding Nonverbal Communication with Bill Acheson
Jul 26, 2016 • 25 min
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…
#201 How to Create Advisor Clients for Life with Mike Sciortino
Jul 19, 2016 • 19 min
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…
Best of #103: 5 Tips For Delivering Epic Presentations with Jane Atkinson | Originally recorded 6/26/2014
Jun 16, 2016 • 21 min
Your presentation skills may not be as great as you think they are.
Best of #102: Wholesalers Shouldn’t Hide Their Financial Success with Kim Ann Curtin | Originally recorded 4/21/2015
Jun 16, 2016 • 19 min
Sometimes are you embarrassed by your earning?
Best of #101: Talking About Death Won’t Kill You with Amy Florian | Originally recorded 6/25/2013
Jun 16, 2016 • 20 min
How do you properly handle a loss suffered by one of your clients?
Welcome to the NEW show! | Intro: Trial Closing and Closing
Jun 14, 2016 • 15 min
A Practice Management Clinic we did for our Wholesaler Masterminds Schedulers clients all about trial closing and closing.