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.

We conduct open enrollment programs at our corporate headquarters in Naperville, IL. Each program accommodates anywhere from 10 to 24 sales professionals from a variety of financial services firms. This variety provides a unique opportunity for the exchange of individual best practices. One of the benefits of an open enrollment program is convenience.