Wholesaler Training Curriculum Series 1

Foundations: Becoming the Trusted Advisor to Trusted Advisors

How do you become a trusted advisor to your advisors? With office access becoming increasingly restricted and competition for the advisor’s attention rising, it is critical for a wholesaler to be perceived as a value-added team member. Larry Sinsimer, who has worked with many advisors and sales teams, outlines five strategies for demonstrating value in every meeting and call, including ways of engaging the advisor, understanding what is important to him or her, and creating successful positioning and communications strategies.

Content Partner:
The Money Management Institute (MMI) and Wilke Associates work closely with providers and organizations to develop compelling and relevant courses for the wholesaler community. We do this by bringing together subject matter experts who share their informative and practical experiences. This content is one point of view and is not meant to be exclusive of other best practices nor is it applicable in all circumstances. This material is not intended to supersede or contradict the policies and procedures of any firm. The user should always consider the resources, business practices, and compliance guidance of his or her firm as well as the applicable policies and procedures (including those related to compliance and social media) of any Financial Professional, before sharing this information.

MMI is the leading industry association and voice for the financial services organizations that provide financial advice and professionally-managed investment advisory solutions to individual and institutional investors. Wilke and Associates, Inc. has delivered training to over 40 distribution firms, developed online learning centers for MMI member firms, and led MMI's classroom education program with over 700 industry professionals trained since 2009.

Resources: Handout - Becoming the Trusted Advisor to Advisors.pdf




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