Internal Use Only

Send us Fan Mail Libby Greiwe , CEO of the Effecient Advisor LLC joins today show.  Libby grew her own financial advisor practice to 7 figures before selling it. She found a passion for coaching advisors and helping them create their own processes and strategies to have a more successful, stress-free practice. Today, Libby works with wholesalers and advisors that want to help financial planners an...

Send us Fan Mail Brendan Frazier (not the movie star but a star in his own right), joins today's show. We talk about the value of the internal sales role, and how that experience fueled him to start his own platform serving the advisor community. You can find Brendan's podcast and website below: Human Side of Money Podcast Wired Planning  Support the show

Send us Fan Mail Brian Kirk, Managing Partner of LC Kirk & Co (recruitment firm focusing on Wholesalers and Asset Managers), joins today's show. We discuss compensation and how it impacts wholesalers: Comp structure (base/bonus, BPS, commissions) Variable / Changes to Comp plans and how that impacts selling Stories from Brian's recent conversations with wholesalers across the country...

Send us Fan Mail We kick off 2023 with an easy-going episode. The host was recently interviewed as part of a small business podcast titled "Keep Going," which highlights the stories of small business owners across the country.  This short (17 minute) interview profiles the podcast and the host's inspiration. Internal Use Only started as a passion project 2 years ago (and very much s...

Send us Fan Mail YCharts recently published a fantastic report that details the advisor-wholesaler relationship. This report is applicable for Heads of Distribution, National Sales Managers, Divisional Managers, Externals and Internals alike. The host highlights a few key survey results, and offers an opinion on how these data points might impact distribution professionals. Disclaimer: the opinion...

Send us Fan Mail Fall 2022 Conferences are back in full force. What are 5 things that sales professionals love and hate about attending conferences? The host share some opinions based on his own experiences, and the top priorities for vendors/sales professionals that attend (and sponsor) conferences or events. Skip to ~2:30min mark if you'd like to get right to the point. Email us at internal...

Send us Fan Mail Raema Mauriello, owner and founder of GiftyGal , specializes in custom gift giving for sales professionals. We discuss: Gift ideas in the $100-$300 dollar range Customizing gifts based on hobbies, interests, and activities of the recipient Standing out from the boring, unmemorable corporate gifts Appropriate gifts that don't cross the line of professional/personal gifting Con...

Send us Fan Mail 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 presentation...

Send us Fan Mail 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...

Send us Fan Mail 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...

Send us Fan Mail 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/ Support the s...

Send us Fan Mail 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...

Send us Fan Mail 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 Program...

Send us Fan Mail 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 - internaluseonlypodcast@gmail.com text: +1 804-380-3225 Support the show

Send us Fan Mail 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....

Send us Fan Mail 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 territor...

Send us Fan Mail 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...

Send us Fan Mail Mallory Pazder spent a decade working as a wholesaler, and the experience helped her launch two new business ventures. She joins today's show to discuss: Maturing into the role after being promoted to an external wholesaler at a young age Managing her territory like a business and delegate responsibility to her internal team What it's like being a woman in wholesaling --...

Send us Fan Mail Hi (Client First Name), I hope all is well. (insert  generic line about time flying and Q1 being complete) .  As requested, please see attached materials for Q1 2022: Podcast Performance YTD PM Commentary - Thank You's to Guests + Listeners Market Outlook / Opportunities Ahead How YOU can help grow the show As always, we appreciate your continued support and continued busines...

Send us Fan Mail Jeff Cerutti, Founder of Rutti Consulting, has over 30 years experience leading, managing, and interacting with wholesalers.  As an industry veteran working with asset managers and distribution teams, he shares his unique perspective on the wholesaling gig. This conversation isn't for the faint of heart -- we discuss habits, behaviors, and real life examples of the financial...

Send us Fan Mail Brian Margolis built his wholesaling consulting/coaching business from the ground up by getting big results for wholesalers and then letting the word spread. In addition to his work with asset managers and insurance companies, he averages over 1,000 individual wholesaler coaching sessions a year.  In this episode, we discuss what is the truth about wholesaling today and what is ac...

Send us Fan Mail Industry veteran Jim Roach joins the show today. He details his career as a wholesaler and experience in sales leadership. We cover: The skills required to successfully manage a sales desk Identifying  & evaluating talent of successful internal/external wholesalers  Coaching internals into externals Using data to focus efforts on prospects within your territory "Behind th...

Send us Fan Mail Taylor Sohns, MBA, CIMA®, CFP® joins today's show to discuss his wholesaling career and why he co-founded his new firm, LifeGoal Investments. We cover: How his modest, one traffic-light hometown influenced his work ethic and drive to earn a good living A bold interview tactic that helped him land his first external wholesaling role Tips and tricks that separated himself from...

Send us Fan Mail Aaron Filbeck, Managing Director at CAIA, joins today's show. We discuss: Our experience studying for the CAIA exam + curriculum updates Decentralization of Finance How is ESG impacting the alternatives investing landscape Portfolio for the Future™, a new framework that CAIA believes will shape portfolios over the next 10 years https://www.linkedin.com/in/aaronfilbeck/ https:...

Send us Fan Mail Rob Shore, Founder + CEO of Wholesaler Masterminds, joins the show to discuss 6 traits that every wholesaler can master if they want to have a long and successful career.  Based on his popular blog post, "57 Things I'd tell my 31 Year Old Wholesaler Self," Rob shares a few of his most valued traits and offers his thoughts on how they apply to the wholesaling profess...