5-Star wholesaler speaks out on the shifting nature of communication in the industry
Scott MacKinnon has been a wholesaler for less than five years, but among his advising clients in Ottawa, he has already established a reputation for being a dependable and trustworthy sales agent. He attributes a significant portion of his success to one critical philosophy.
“We have two ears and one mouth, so that we can listen twice as much as we speak,” says Scott, who is one of Wealth Professional’s 5-Star Wholesalers in 2022. “I think you really need to ask the right questions and listen to the needs of the advisor and what they’re looking for from you as a potential partner to their business.”
Communication is key to being a wholesaler, MacKinnon says, especially as they act as educators and experts to inform advisors about investment products. The development of digital technologies has made that a little lighter; using Teams, Zoom, and other platforms, he says, makes it simpler than ever to be a "i-Wholesaler."
With the ability to work remotely and from home, MacKinnon says people have become more accessible and responsive than ever before. However, he also believes that it has gotten somewhat harder to communicate effectively in today’s workplace.
In the end, he says that the industry will benefit most from a wider use of new technology, even as he maintains that doing things in-person and face-to-face, rather than going trough the back-and-forth of emails, is a more effective way to accomplish and discuss things.
“Overall, I think the wholesaler world is shifting towards a hybrid model of being on the road and also being virtual,” MacKinnon says. “It’ll be all about the wholesaler’s ability to adapt their messaging and their approach to the advisor’s needs.”
To see MacKinnon’s full interview feature with Wealth Professional, click here.
