Training Programs: Internal Wholesaler

Core: 80/20 Internal Wholesaling

Program Overview

This two-day program is a perfect complement to the Sequoia Core Program for Wholesalers. The format and strategies utilized work in tandem with our Core Wholesaler Program, so you can be certain that the internals and externals are connected. This program was developed from the premise that the inside 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 their application within the Sequoia Sales Process.

Target Marketing

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

Territory Management

• Call planning processes
• Business planning processes
• Gathering field intelligence
• Leveraging activities with field wholesalers
• 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 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.