Internal Use Only

Send us Fan Mail

Kirby Noel, National Sales Manager at Nexpoint Securities, joins todays podcast. Over his 26 year career, he's held just about every role in the wholesaling line of work. He discusses his entry into the industry, sales tactics, and ways to make a strong impression on prospects. He also describes the ideal characteristics off the top wholesalers that he's worked with and hired throughout his career. We top off the discussion with some fun stories from our time on the road.

Support the show

Send us Fan Mail

Christopher Norton, Director of Marketing at Potomac Fund Management, joins today's podcast to talk about his blog titled "Death of a (Whole) Salesman." Is the traditional wholesale model dead? He details how his firm has nearly tripled in AUM by focusing more on marketing & communication, and less on outbound sales activity. A must-listen for internal/external wholesalers, sales managers, desk managers, and product managers looking to scale AUM.

https://www.wealthmanagement.com/marketing/death-whole-salesman

https://potomacfund.com/podcast/

https://potomacfund.com/about/copaflyer/

Support the show

Send us Fan Mail

Today's guest helps financial advisors and wholesalers succeed in the increasingly virtual world. A former wholesaler himself, he details his path towards entrepreneurship and how he works with the financial services industry today.

https://brendanbarca.com/

https://designingyour.life/the-book/

Support the show

Send us Fan Mail

Today's guest is an external wholesaler that's worked at large firms and smaller shops. We discuss the sales process and how it varies at firms with different products, resources & tools. We also banter about work ethic and its influence on sales success. Bonus topics include: expanding income streams through real estate, diversity and inclusion in the financial services industry

Support the show

Send us Fan Mail

Today's guest is an external wholesaler on the west coast, distributing ETFs. Highlights include: his journey from political campaigns to financial sales; creative prospecting and outreach tactics; bonus payouts and incentives for salespeople; getting lost in the desert after deciding to stay a long weekend after a conference.

Support the show

Send us Fan Mail

Today's guest is a wholesaler that covers institutional clients throughout the Western US. We talk about learning the ropes of the finance industry (and how bad we all are when we first start!). We detail various elements of the institutional sales cycle: RFPs, due diligence, networking. He also tells a story about coordinating a successful $1.3b investment mandate. Lastly, he shares his thoughts on what personal attributes are needed to be successful in the role.

Support the show

Send us Fan Mail

Today's guest is an industry veteran with 20 years of experience. He's covered all channels (retail, RIA, institutional) and nearly all product types, especially for active managers. We discuss how the wholesaling role has evolved over time, lessons he's learned from a sales mentor, and wholesaler compensation structure. We also share stories from life on the road; including a ridiculous costume during his first-ever client event.

Support the show