Cover image of The NEW Wholesaler Masterminds Radio Show

The NEW Wholesaler Masterminds Radio Show

Listen to the experts that we have gathered share their thoughts on this podcast that’s custom designed just for financial services wholesalers and their leaders. We'll bring you authors, speakers and thought leaders that help you improve the art, science and lifestyle of your practice. For more, visit us at http://wholesalermasterminds.com

Weekly hand curated podcast episodes for learning

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#224 Daily Habits of Highly Profitable Wholesalers with Laura Stack

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).


17 Jan 2017

Rank #1

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#235 Confidence vs Courage: Improve Your Practice (and Change Your Life) in 5 Seconds with Mel Robbins

It doesn't matter how long you have been wholesaling, nor how much money you make. The fact is every one of us has doubted ourselves. From time to time we've called into question any and all elements of the what we do and/or the how we do it. What if you could work past that that doubt, that momentary (or longer) crisis of confidence, in just 5 seconds? Mel Robbins is one of the most sought after motivational speakers trusted by global brands to design and deliver business expanding, life-changing, interactive keynotes that inspire change, challenge thinking and accelerate personal and professional growth. Her TEDx Talk on “How To Stop Screwing Yourself Over” has over 10 million views across 37 countries, and her book on the brain and productivity, “Stop Saying You’re Fine”, is a business bestseller that has been translated into four languages. Her new book, The 5 Second Rule: Transform Your Life, Work, and Confidence with Everyday Courage is now available. She started her career as a criminal defense attorney and went on to launch and sell a retail and internet technology company. Mel has led multi-year coaching programs at: Johnson & Johnson, AG Edwards, Bear Stearns and Partners Healthcare. The media has tapped Mel to host award-winning shows for FOX, A&E, Cox Media Group and now CNN. Mel is currently one of CNN’s most popular on-air commentators and opinion writers; her articles drive tens of millions of page views for CNN.com. Mel has an extensive television résumé as an expert on human behavior and motivation for Good Morning America, Dr. Phil, Dr. Oz, Oprah, The Today Show and Fox News. She was named America’s Outstanding News Talk Show Host at the 2014 Gracie Awards. Want Mel Robbins to speak at your next event? Contact us at Wholesaler Masterminds Speakers Bureau for information.


4 Apr 2017

Rank #2

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#203 Proven Ways Wholesalers Increase Their Likeability Factor with Cam Marston

Both wholesalers and advisors recognize the gap between their respective groups in both age and attitude. “Here comes the wholesaler,” the advisor says, “full of vigor and vim and can-do attitude, but little awareness of what type of person I look forward to connecting with; little awareness of the types of relationships that mean something to me.  It’s not all about product. There needs to be a connection.” Cam Marston is the leading expert on the impact of generational change and its impact on the marketplace. He understands the attitudes and expectations of the upcoming generations and what they expect from service providers. He has learned how they buy, how they value different types of information, what their definition of “expert” is and how they apply it to financial professionals. He understands their preferred methods of communications and what sales tools to use and how to use them effectively. Book Cam for your next event through Wholesaler Masterminds Speakers Bureau.


2 Aug 2016

Rank #3

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#305 Pick Up The Damn Phone! with Paul Neuberger

Study after study tells us that: Advisors would rather schedule wholesaler appointments via email versus phone Millennials hate speaking on the phone and would rather text Cold calling has gone the way of diesel powered cars In fact many wholesalers, though they may not admit it out loud, are downright afraid of the phone. Paul Neuberger is the Founder of  The Cold Call Coach. He works with Fortune 500 companies, professional sports teams, and solo entrepreneurs. Paul enables professionals to get in front of their Ideal Clients by teaching techniques that make them irresistible on the phone. To inquire about booking Paul Neuberger for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.


10 Oct 2017

Rank #4

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#308 RIA Wholesaling Best Practices with Dennis Gallant

Total assets under management at RIAs is hard to pinpoint. But all can agree it is substantial enough that more and more firms are newly deploying or expanding their RIA sales teams. But are they employing industry best practices in order to succeed? Dennis Gallant, President of GDC Research, is an industry expert with over 25 years of diverse experience in market research, competitive analysis, tactical and strategic planning, business development, market validation for asset managers, insurance firms, broker-dealers, banks, clearing firms, and custodians, as well as various third party service and technology providers and is highly skilled in conducting in-depth interviews and surveys with key industry executives, experts, and financial advisors across all channels. GDC publishes numerous reports and white papers on various topics such as advisory trends, wealth management, portfolio construction, wholesaling, and financial advisor trends. Dennis has also written several recent studies on retirement income covering trends of consumers nearing and in retirement including consumer needs and challenges, identifying current industry efforts and advisor practices.


7 Nov 2017

Rank #5

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#202 A Wholesaler’s Personal Power: Understanding Nonverbal Communication with Bill Acheson

Bill Acheson is an expert in nonverbal communication. As a faculty member at the University of Pittsburgh for over 20 years and as a professional speaker since 1994, he has spoken to thousands of people across the United States about how to use body language to communicate more effectively. In this episode we discuss: - Mirroring The Prospect or Client - Identifying High Net Worth  -Interpreting Handshakes Complete show notes at www.wholesalermasterminds.com Book Bill for your next meeting at Wholesaler Masterminds Speakers Bureau at http://wmmspeakers.com Want to hear our first interview with Bill?  Creating Powerful First Impressions: http://wholesalermasterminds.com/2013/08/creating-powerful-wholesaler-first-impressions-bill-acheson/


26 Jul 2016

Rank #6

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#231 Storytelling: The Wholesaler’s Secret Weapon with Rob Salafia

It's as old as humankind. It's a proven way to get your message heard and understood.  So why don't we tell more engaging stories about our firms, our products and ourselves? Rob Salafia is a speaker, executive coach and corporate storyteller. He combines two decades of experience as a top leadership development executive with a well-established career in the performing arts. He has a passion for helping leaders enhance their presence, connect authentically with others, and tell engaging stories. He helps sales leaders bring their products and services to life in a compelling and relevant way, connecting to every person in the room. Rob is the founder and president of Protagonist Consulting Group. He is highly skilled working one-on-one, as well as facilitating small and large group learning sessions. Rob is a lecturer in MIT Sloan School of Management and an executive coach for MIT’s Sloan Fellows, AMP and EMBA Programs. His clients are Fortune 500 companies and organizations, including, ING Bank, American Express, Alliance Bernstein, Merrill Lynch, NN Group, Sony Music Entertainment, News Corp, Fidelity, Sapient Consulting, and Royal Bank of Scotland. Book Rob for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates).  Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI


7 Mar 2017

Rank #7

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#304 Wholesaler Follow-up Process: Part Art and Part Science with Chris Dungworth

In our recent 2017 State of Wholesaling Survey wholesalers said that they need help with their follow-up process. So, how can wholesalers do a better job of follow up? Our partners in Wholesaler Masterminds Schedulers have insights to share about how wholesalers can greatly improve their follow-up process. Chris Dungworth is the Managing Partner at Ro Morrison and Associates, a concierge speakers bureau for the financial services industry, and has over 15 years of experience in the Financial Services Industry. He can’t stand the thought of wholesalers engaging a speaker who over-promises, under-delivers and jeopardize the success and return on investment of a conference or roadshow. It drives him crazy when a wholesaler brings in a speaker and there is no focus on what should happen after the event. He believes speakers need to focus on key takeaways and actionable strategies, and that the success of any event is determined by the pre- and post aspects of the event, not just the event itself. To inquire about a speaker for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Planning an Advisor Roadshow? Let us help you extract a better ROI than you have ever experienced. Read about our Roadshow Plans.


3 Oct 2017

Rank #8

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#246: 8 Core Sales Beliefs of Truly Great Wholesalers with Tony Hughes

What are your core sales beliefs? How do your beliefs align with those in other industries or other countries? Great wholesalers embody most/all of these eight. Tony Hughes has thirty years of sales leadership experience and holds personal and team sales records that have never been broken. He is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific and teaches modernized selling within the MBA program at the University of Technology, Sydney. He is an award winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. He has more than 180,000 followers of his blog and Tony’s first book is a business bestseller. His next book, COMBO Prospecting, is set for publication by AMACOM New York in January 2018. Tony sits on a number of boards and speaks at conferences internationally. His clients include Salesforce, Oracle, TAL Life, LinkedIn, Red Hat and New Zealand Government. He speaks at conferences internationally in London, the USA and for Salesforce World Tour on 2017. To inquire about booking Tony Hughes for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com Ask us about our Conference Success Plans - We're Helping Distributors Maximize Their Conference ROI


20 Jun 2017

Rank #9

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#206 Know More To Sell More: The Importance of Advisor Recon with Sam Richter

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.


23 Aug 2016

Rank #10

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15 On My Mind: How to Successfully Share an Internal Partner

Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders. This episode: How to Successfully Share an Internal Partner


22 Oct 2019

Rank #11

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Bonus Episode: 8 Ways Advisors Know They’ve Partnered With the Right Wholesaler 

We were asked to be a guest on the Resilient Advisor Podcast. Our host, Jay Coulter, wanted us to help his audience of financial advisors work with wholesalers more effectively. In this 20 minute show, Rob Shore outlines the attributes that advisors should look for in great wholesaling partners - and along the way you'll pick up a few wholesaling tips too! Here's a link to the article referenced: 8 Ways Advisors Know They’ve Partnered With the Right Wholesaler 


29 Aug 2017

Rank #12

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806 33 Technology Ideas Wholesalers Can Use to Improve Their Practice: Wholesaler Tech Talk with Austin Young

This series of shows from Wholesaler Masterminds Radio is called Wholesaler Tech Talk, sponsored by YCharts. Our goal is to explore the technology behind the art, science and lifestyle of wholesaling. For links to all 33 Technology Ideas Wholesalers Can Use to Improve Their Practice visit our website here. About Austin Young: Austin is currently serving as CEO of Better Homes and Garden Young & Company Real Estate in Greenville/Spartanburg, SC. He took on this role earlier this year partnering alongside his brother, TJ Young, to innovate the real estate industry by taking and applying the same technological and operational skills to Real Estate that has brought him success within the wholesaling industry. Prior to this role, he was a Business Development Director for John Hancock RPS, where he covered three sales teams across NC and VA. He was one of the youngest wholesalers to make it out to the field, known in his territory as the “Advisor Technologist” and led the 2019 year in sales production for his role. As a special for our listeners, mention Wholesaler Masterminds to receive one free month of access with an annual commitment. Contact YCharts at hello@ycharts.com, (866) 965-7552 or head to ycharts.com to start your free trial!


14 Apr 2020

Rank #13

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#312 Become a Crazy Good Speaker! with Deirdre Van Nest

Most wholesalers think they have great speaking skill. Some do. And many could benefit from significant improvement. Deirdre Van Nest is the creator of the Crazy Good Talks™ Blueprint a system that teaches financial professionals how to become “Crazy Good Speakers™” so they can bring in business and build their brands using speaking. An entrepreneur herself since 1999, Deirdre owns a real estate investment company, is a professional speaker and trainer, a Certified World Class Speaking™ Coach, and a contributing author of the Amazon best seller World Class Speaking™ in Action. Over the past 6 years she’s helped 1000's of financial professionals and their leaders learn how to gain a competitive edge and leverage their marketing time using speaking. To inquire about booking Deirdre Van Nest for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com


5 Dec 2017

Rank #14

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13 On My Mind: You Versus 183 Other Wholesalers

Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.   This episode: You Versus 183 Other Wholesalers   What's on your mind? Email me at rob@wholesalermasterminds.com 7 Essential Wholesaling Skills Your Manager Wants You to Have The Other 8 Wholesaling Skills Your Manager Wants You to Have 31 Things Your Toughest Wholesaling Competitor Won’t Tell You


24 May 2019

Rank #15

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#247 Creative Advisor Relationship Acquisition and Development Strategies with Dave Maloney and Mark Spina

Depending on what you read or who you follow, the fate of the wholesaler is perilous. With team structures and investment platforms becoming the preferred operating model for so many advisors, how does today’s wholesaler successfully harvest, deepen and retain key advisor relationships? We’ve brought together two special guests to address just that. Mark Spina is head of U.S. Private Client Services at Russell Investments. In this role, he is the senior executive responsible for leading and expanding Russell Investments’ U.S. business with leading wealth management firms. Mark is a member of the firm’s global executive committee and global risk committee, tasked with overseeing the firm’s global business. He reports directly to the CEO and is based in New York City. Mark has extensive and diverse experience with business management, sales, marketing and product responsibilities. Dave Maloney, formerly a financial advisor at Morgan Stanley, created a ten event athletic contest in 2008 to settle a friendly bet among friends. In 2009, Maloney converted the contest into a fundraising competition to pay homage to his mother’s battle with cancer. Originally called The Wall Street Decathlon, the contest brought together advisors, asset managers and HNW investors to compete in a 10-event contest modeled after the popular NFL Scouting Combine. Now called The D10, it has expanded to 5 cities (NYC, Boston, Chicago, San Francisco and Houston), attracted participants from 1000+ broker-dealers, asset managers, professional services firms, technology, and energy companies, and is responsible for raising $9.3M+ to fund pediatric cancer research .


30 Jun 2017

Rank #16

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#328 The Next Evolution of Wholesaling with Sarano Kelley

Depending of whom you ask, the future of wholesaling looks exceedingly bright or dim and dying. Our guest this week has a unique vantage point from which to offer his insights. For more than two decades, Sarano Kelley has been delivering number-one rated speaking, top-ranked coaching, and world-class training to elite advisors and senior managers in the financial services industry. A top-rated speaker at the Securities Industry Institute’s Wharton School, Kelley draws from his own compelling life story: he rose from poverty to become a Wall Street dynamo at age 23, before a family tragedy turned his heart toward coaching. Emphasizing personal accountability systems, Kelley delivers passionate keynote addresses and award-winning training to elite financial professionals. Advisors who participate in Kelley’s “Game” training programs, see, on average, a 1000% increase in referrals.


17 Apr 2018

Rank #17

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#241 Best of Episode: What Do Financial Advisors Want From Wholesalers? with Bill Bachrach

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/


16 May 2017

Rank #18

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#329 The Most Powerful Way to Understand and Communicate with Advisors with Scott Schwefel

Product knowledge? Check. Ready to add value? Check. Effectively communicate your message? Many of us need improvement.  Scott Schwefel has been teaching wholesalers a better way to quickly and easily identify the unique personality styles of clients for the last 15 years, and with great success. He has worked with over 1000 organizations that want to leverage new communications strategies that increase sales, profits and productivity. He has also worked with over 2500 CEOs personally. After starting, growing and selling 3 different businesses, Scott now delivers keynotes speeches, and trains CEOs and executives in selling skills and leadership throughout the world. He has spoken in London, Paris, Geneva, Scotland, Amsterdam, Shanghai, Kuwait and throughout North America. He has also lived with the Hadza and Massai tribes in Tanzania, adding to his global perspective. To inquire about booking Scott Schwefel for your next event through Wholesaler Masterminds Speakers Bureau contact us at info@wholesalermasterminds.com


24 Apr 2018

Rank #19

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10 Great Wholesaling Ideas In Under 20 Minutes

Unearthed from the dusty archives that contain over a decade of Wholesaler Masterminds® content, we thought you might enjoy these ten wholesaling ideas. Originally recorded in July of 2009, this free call was our way of introducing Wholesaler Masterminds® to the distribution community. While the recording (and a few of the references contained herein) are dated, the ideas shared still have relevance and value as we enter this new decade.


14 Jan 2020

Rank #20