Gamechangers with John Keavey

Effective internal wholesaler leadership: A conversation with Ryan Cullen & Mark Totten

Episode Summary

Mark, Ryan and I discuss Internal Wholesaling as a function within Investment Management and the important aspects of recruiting, training and motivating a team of salespeople in this industry. We discuss how the role has evolved over the past 10+ years and the need to adapt as a manager to current market conditions to allow you to get the most out of your team.

Episode Notes

Episode 6: Effective Internal Wholesaler leadership: A conversation with Mark Totten & Ryan Cullen

In this episode we discuss the following topics:

• Ryan and Mark’s paths to their current roles as sales desk leaders and why they do what they do
• Recruiting for internal wholesalers
• What they look for in candidates looking to join their teams
• How they evaluate candidates throughout the interview process
• Importance of post interview follow up
• Common failures of candidates that don’t get the job
• How to effectively onboard and train new hires to their teams
• Ongoing coaching to develop top performers
• How an internal can make an impact early in their tenure
• Critical functions that internals fulfill in modern wholesaling
• Differences in channel/advisor type that may impact your sales approach
• How to effectively sell alternatives vs. conventional products
• What can an internal do to cultivate a strong relationship with their external
• What the best do well….what to emulate

Episode contributer bios:

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

https://www.linkedin.com/in/mark-w-totten-6719685/

https://www.linkedin.com/in/ryan-cullen-29610b7/