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7 Signs Your Wholesaler Doesn’t Love You Anymore

Editor’s Note: This post marks the debut of “7 Signs," a new series of columns by Don Trone and various colleagues and friends. Share your own take on their perspective — use the comment box below.





Wholesalers make the difference between a good retirement advisory practice and a great one. If wholesalers didn’t step up to the plate to support industry conferences and training, the vast majority of elite retirement advisors would never receive the valuable training they need. 





So, what are the seven signs that your wholesaler may not love you anymore? 





1. Visits: You know your wholesaler doesn’t love you anymore when you have to make an appointment to see him. 




2. Territory: You know your wholesaler doesn’t love you anymore when she willingly gives up your office as part of her territory.




3. Badge: You know your wholesaler doesn’t love you anymore when he has to look down at your name badge at an industry conference.




4. Materials: You know your wholesaler doesn’t love you anymore when she leaves boxes of outdated marketing material at your office, apparently thinking you now run a recycling center.




5. Slice: You know your wholesaler doesn’t love you anymore when he won’t give you a mulligan on each side.




6. Rules: You know your wholesaler doesn’t love you anymore when she says she has to check with compliance first. 




7. The check: You know your wholesaler doesn’t love you anymore when you make a feint to pick up the check — and he doesn’t move. 





Don Trone, Mary Lou Wattman and Rear Admiral Steve Branham, USCG (retired) are the co-founders of 3ethos. Their research and training programs are focused on the intersection between leadership, stewardship and governance. Don and Mary are the co-authors of the recently released book, LeaderMetrics®: What Key Decision-makers Need to Know When Serving in a Critical Leadership Role

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