Training Programs: Field Wholesalers

Core: 80/20 Wholesaling

Course Overview

Our two-day flagship program was first offered in July 1996. The Core: 80/20 Wholesaling program was developed from the premise that all wholesalers must have a business model from which they work. Our goal is to provide the framework for that model and the opportunity for each participant to develop and refine their effort.

The key processes within our framework include: Target Marketing, Territory Management and the Sequoia Sales Process.

Target Marketing
• Client segmentation
• Ideal Advisor Profile
• Building Balanced Relationships
• Allocating time

Territory Management
• Refining rotations and zones
• Effective scheduling techniques
• Conducting group meetings
• Effective office days
• Working with your team

The Sequoia Sales Process
• Information Gathering: interviewing and listening skills
• Value Proposition: the company, product set and individual
• Action Steps: to advance the relationship
• Closing Skills: to achieve commitment not just agreement.

On-point discussion, group exercise and Sequoia “Blueprints” are frequently employed to enhance the participant’s ability to carry the skills into their daily practice. Open enrollment classes are comprised of 16-24 wholesalers from a diverse group of financial service companies. This program can also be customized and offered to an individual firm to meet their specific requirements.

Open enrollment classes are held at Hamburger University in Oakbrook, IL. The classes are comprised of inside wholesalers from a diverse group of financial services companies. We limit the group size to maintain the integrity of the program and to enhance the degree of success in participant learning. This program is often customized to meet the specific requirements of individual firms and is often facilitated on site at the client’s facility.