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Paul Anderson, long-time investment professional and wholesaler, joins today's show. Paul has spent decades in the investment industry and has had a successful sales career working with Institutional, Bank Trust, RIA and Wealth channels. We cover:

• Navigating the manager selection process with Public Pensions & Consultants
• Tricks and tips when organizing sales presentations with CPMs, PMs, etc.
• Paul’s process oriented-approach to life and professionalism

Paul's stories and experiences are riddled with nuggets of truth applicable to sales careers and life outside of work. Connect with Paul on LinkedIn.

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The host invites two battle-tested, former wholesalers to the show. They share their experiences working as internals at various asset managers. They break down some of the lovable, ever-present Characters You'll Find on a Sales Desk. They include:

• The career internal
• The one that isn't cut out for sales or doesn't want to be there
• The Hot Shot Recent Grad / Wolf of Wall Street wannabe
• The Degenerate
• The Stat Juicer / Fraud
• The over-qualified individual

Heads up, this has a longer intro than normal to explain the format and structure of today's show.

Disclaimer: the opinions expressed by the hosts are based on personal experiences and are solely their own. 

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Jason Cutter, founder of Cutter Consulting, has a knack for sales training and coaching. With 2022 coming to a close, and 2023 planning on the horizon, Jason shares his perspective on relevant sales topics like:

• Internal and external motivating factors for sales professionals
• Authentic relationships -- and understanding how you can treat clients, prospects, and even friends/family in a way that makes them feel valued
• Positive mindset & breaking out of sales slumps

https://www.cutterconsultinggroup.com
https://www.linkedin.com/in/jascut/
Buy Jason's book,  "Selling with Authentic Persuasion"

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Orian Williams, JD, LL.M, CFP® joins today's show. We discuss:

• Receiving the 2022 Rising Star award presented by the Association for Wholesaling Diversity
• How his law background helps him serve RIA's on tax resources/education
• How family life has influenced his work habits...and contributes to success in the field

https://www.linkedin.com/in/korianwilliams/

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Kurt Dupuis and Steve Seid, Co-Hosts of the Whole Truth Podcast for Financial Advisors & externals at Touchstone Investments, present today's show 

• 00min-25 mins: Dan Sullivan, Host of the Internal Use Only podcast, gets interviewed about the origins of the show and it's early success. Dan also asks Kurt and Steve about their show, and how they built their library of 40+ episodes
• 25:00-47:00 They discuss "Things Wholesalers Wish Advisors Knew." 

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Anybody that's ever studied for an industry exam like CAIA, Series 7, CFA, CIMA etc. will appreciate today's episode. Bill Kelly, President and CEO of the CAIA Association, joins today's show. We discuss:

• Studying for the CAIA charter, which Bill completed in 2022
• Why he wanted to lead an organization like CAIA
• State of CAIA membership globally
• Resources and Programs to enhance your knowledge of Alternative Investments

UniFi by CAIA™
Portfolio for the Future
Bill Kelly on LinkedIn

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You know that glorious feeling when a 45 minute meeting only lasts 10 minutes and everyone leaves? We bring that energy to today's show.

Call To Action: Suggest Topics + Guests

Email Us - [email protected]
text: +1 804-380-3225

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Penny Phillips, Co-Founder and President  of Journey Strategic Wealth, has an extensive career as a coach and consultant for advisors. She is well-versed in a handful of industry trends and brings her perspective to today's show. We cover:

• Penny's early career as a wholesaler 
• Coaching, and why wholesalers and advisors need to have it as a skillset
• Wealth Management vs. Investment Management - transitioning away from a product-driven world towards services
• Fintech & AI in wealth management 
• Building a firm culture as a Founder of an RIA

https://journeyswadvisor.com/who-we-are/penny-phillips/
https://www.linkedin.com/in/pennyaphillips/
Practice Management with Penny

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Dan Giegerich (American Century Investments) brings 17 years of wholesaling experience to today's show. We discuss:

• His career background, and his blend of selling insurance products and traditional investment products
• Hybrid wholesaling & how he's observed the progression of the role during his career
• Pros/Cons of being a hybrid wholesaler vs. living in the territory
• Lessons learned , success stories from his time as a hybrid
• Scotch & Marketing, lessons he learned after diving down a rabbit hole of Scotch research

https://www.linkedin.com/in/daniel-giegerich-8601a18/

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Dr. Daniel Crosby, Chief Behavioral Officer at Brinker Capital, joins today's show. We discuss:

• His non-traditional route to the finance industry
• How people are impacted by "gamification" of Robinhood and Netflix
• Tool & Resources for behavioral finance that can be used by advisors and wholesalers

https://blog.brinkercapital.com/category/behavioral-finance/
https://www.linkedin.com/in/danielcrosby/
https://podcasts.apple.com/us/podcast/standard-deviations-with-dr-daniel-crosby/id1241946146

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