Optimizing and Monetizing Relationships to Bring in New Clients
This program will show Financial Advisors not so much the "what to do", but more importantly "how to" build, optimize, utilize and leverage your personal and professional network of contacts to gain access to Referrals and Centers of Influence you couldn't on your own, and develop superior opportunities. You will learn how to develop quantifiable objectives and create supporting networking strategies. In addition, you will learn how to categorize and prioritize your contacts and "peel the onion" until you get to the right person that can help, conduct critical due diligence in order to make a favorable impression and earn credibility when speaking with referrals, develop scripts for speaking with contacts, clients and referrals, the networking dos and don'ts, ways to stay in touch to keep the network strong, and set up bench marks of critical success factors used to track progress and measure results. This interactive program is designed for a half or full day program.
SuperNetworking: Access the Right People, Enhance Relationships, and Bring in Additional Revenue.
You will be taught a sustainable process and learn how to optimize, utilize, enhance and leverage your existing relationships. You will learn how to develop macro and micro objectives and create effective networking strategies. In addition you will learn how to categorize and prioritize your contacts and "peel the onion" until you get to the right person that can help. You will learn how to: conduct critical due diligence in order to make a favorable impression and earn credibility when speaking with referrals, develop scripts for speaking with contacts, clients and referrals, the networking dos and don'ts, ways to stay in touch to keep the network strong, and set up bench marks of critical success factors used to track progress and measure results. In addition, there is an optional section devoted to crafting an effective "It" Moment Pitch. This interactive program is designed for a half or full day program.
SuperNetworking: How to Turn a Social Occasion (or any situation) into a Business Opportunity
Do you ever wonder how some people are comfortable and make new acquaintances and business contacts so easily? You will learn how to turn what could be a daunting task into an opportunity to meet more people, develop more opportunities, and maximize your time when attending any social function. You will learn how to create an objective and strategy for any function, craft an effective "It" Moment Pitch for various situations, the dos and don’ts, and "break the ice" techniques. This is designed for a 1-2 hour program.
SuperNetworking: Having an Effective "It Moment" Pitch-You Don't Get a 2nd Chance to Make a 1st Impression
This program will show you how to develop an effective "elevator pitch" for a variety of business and social situations. You will learn how to capture your target audience's attention within 30 seconds, make a favorable impression, and to articulate what that person needs to know in engage them in conversation. This course is designed for 1-2 hours.
Optimizing Your Network: 5 Actionable Tactics to Bring in New Clients
This ninety minute highly interactive program will show Advisors not so much what to do but more importantly “how to” access more of the people they want to meet they could not on their own and develop superior opportunities. They will be shown strategies, review tactics and receive time tested scripts for these 5 areas: Making COI’s Better Referrals Sources, Transitioning personal relationships into potential client opportunities, Asking Clients For Warm Introductions -Meal, Review and On The Phone (Staging, Framing and Delivery), Maximizing Client Events and Using Linked In Properly. By the end of the program Advisors will: have an effective time tested COI strategy that gets results, be comfortable transitioning personal alliances into business discussions and opportunities, make authentic connections and leverage those connections, develop more and better relationships and maximize opportunities, Effectively stage client events (educational and social), have scripts for a variety of situations including phone conversations and meetings with clients, contacts, referrals and COI’S, that feel natural, and make it easy to get commitments, Target and get in front of the people they want to know, approach referrals through a “warm” introduction in a way that leads to tangible results , create more opportunities, develop new relationships through better and more qualified introductions, and improve their new client acquisition results.
Salmon Says: Getting Centers of Influence to Become Better Referral Sources
Most Advisors are told the best referrals come from Attorneys and CPA’S. However most Advisors get frustrated working with their excuses/reasons and most Advisors do not know how to combat these challenges, until now. Advisors will be shown a process and be given a strategy to approach Attorneys and CPA’S including scripts for every step of the way to get them committed to the process. They will be shown an accountability metrics to formalize this process to keep the program going, follow up and follow through ideas to stay relevant and ensure the lead exchanges convert to real opportunities. This is designed for a key note speech.
SalmonSays: Purposeful Cold Calling to Bring in New Clients/Assets
This program teaches professionals “how to” engage with their target audience consistently, repeatedly and frequently enough to create new qualified opportunities. The workshop outlines a structure for capitalizing on time spent on prospecting activities and provides quantifiable metrics to track results. This interactive workshop consists of lecture, role play, interactive discussion, Q&A, a demonstration of live calling by the Facilitator and practice calls by participants with monitoring and coaching by the Facilitator. This approach allows participants to understand the process, see it first hand, and then practice with the Facilitator to answer questions and provide situational feedback. By the end of the program participants will; be more comfortable making cold calls, have a time tested process they can use to get a better result, know when to call and what to say, how to say things and how often, be able to consistently hear more “yes” then “no”, confidently call prospects that meet their profile and want to meet in person, use existing tools that work, learn the ‘best practice’ for cold calling, become an effective listener, create more opportunities and get better results from their cold calling efforts. This interactive program is designed for a half or full day program.
Salmon Says: Leveraging and Monetizing the Power of Linked In
Linked In was created specifically to help business people network professionally. It is an excellent social media tool for professionals at companies of all sizes and kinds to congregate, network, expand professional alliances. This program shows you how to leverage those connections in a way that is socially acceptable and lead to great opportunities. By the end of the program you will know how to expand your connections, identify people you want to meet through your contacts, know the proper protocol, and receive time tested scripts that will open up more doors for you. This is designed for a key note speech.
Running Your Business in a Client Centric Fiduciary World
Advisors and teams will be taught a concrete, systematic, sustainable step-by-step process that is swift, deliberate, effective and easy to follow. During an initial session (full day or half day) the participants will create their own objective, strategy, and accountability metrics as it relates to creating a client centric practice that is sustainable and poised for growth. Areas covered include: Understanding the reasons why it is in an advisors best interest to change the way they are doing things, how to change their approach, behavior and/or business style and properly prepare to make the necessary changes, creating a repeatable, sustainable and scalable process to seamlessly adapt to the industry changes, having precise instructions for implementation and an action plan for specific items for immediate implementation such as: Client Service Model, Client Service Experience, Book Segmentation, Referable Wealth Management Brand, New Value Proposition, IT MOMENT PITCH, Vision and Mission Statement, New Business Plan which includes but is not limited to: Marketing, Business Development, On Boarding, Investment and Relationship Management Processes. In addition Advisors will learn how to: mitigate exposure to liability, marketing differently by creating new messaging that will resonate with clients and prospects and make it easier to justify your fees. Advisors will also come away with scripts for a variety of situations so they feel comfortable speaking with their clients in a way that is natural and gets results, prioritizing that financial planning be an integral part going forward resulting in more meaningful and memorable relationships with clients. They will also learn how to comfortably approach referrals, and convert personal and professional relationships into client opportunities in a way that leads to tangible results, develop effective Sales, time & pipeline management strategies and be in a better position transitioning to more a fee based practice.
Changing the Business Model: Transforming to a Fee Based Practice
Advisors will be taught a sustainable, concrete, systematic, step-by-step process that is designed in a building block format with a connection to each section. The curriculum is designed in an effective, easy to follow manner and will lead to tangible and measurable results. Advisors will come away with a scalable process to have a more managed fee based practice that will allow for more strategic and tactical allocations have precise instructions for implementation, instill discipline and accountability into their practice, create more conversion opportunities to fee based business with current clients and new prospective clients, start to convert those fee based business opportunities, have growth in new client acquisition opportunities through referrals and improve and increase the profitability of their new client acquisition results. In addition Advisors will be able to: Understand the reasons why it is in their best interest to begin converting clients to a fee based model, recognize what a fee based model looks like and how it can be incorporated into their practice, begin changing their approach, behavior and or business style to a fee based model, properly prepare to make the necessary changes and have scripts for a variety of situations so they can feel comfortable having these conversations with their clients in a way that feel natural and properly prepare to make the necessary changes and have scripts for a variety of situations so they can feel comfortable having these conversations with their clients in a way that feel natural. In addition they will: Know how to build a time tested, customized and successful model they will be able to implement immediately, have an action plan for specific items for immediate implementation such as: Client Service Model, Client Service Experience, Book Segmentation and Referable Wealth Management Brand. The end result is Advisors will be ready to: Take a more holistic approach to their clients by assisting them in the areas of wealth planning, accumulation and preservation and providing more of a “family office” approach, use their time effectively and move clients through their pipeline so that they can convert more clients to a fee based model, have more meaningful and memorable relationships-experiences with their clients, have a plan with an objective, strategy and accountability metrics to keep them engaged, focused and ensure success, spend more time with their A & B clients which will lead to more qualified and better referral (fee based) opportunities, instill discipline and accountability into their practice and maintain a sustainable, repeatable managed fee based process that will lead to increased fees and a more profitable book of business.
Leading The Modern Wealth Management Practice
Many Advisors struggle with the role of Wealth Management TEAM LEADER. This program is designed for those Advisors leading teams of at least 3 FA’s. This program is designed for teams not meeting their desired level of growth. We will focus on helping you: understand the strengths and weaknesses of each team member, understand the ‘Skill’ and ‘Will’ levels of each team member, find the right combination of responsibilities for each team member, balance team leadership with the trust and delegation required for Optimal Team Performance. We will also help you: improve efficiency and effectiveness during weekly meetings, create a new business plan which includes but is not limited to: Marketing, Business Development, On Boarding, Investment and Relationship Management Processes. By the end of this program you will: enjoy higher levels of team engagement, more time to conduct the REAL BUSINESS of the TEAM, have the team optimally sized and trained to achieve its stated goals and all team members will understand their precise roles and responsibilities.
SuperNetworking: Winning the War for Talent
This highly interactive 2-3 hour program shows complex, district and regional managers the best ways to identify and be introduced to the most talented Financial Advisors through warm introductions. This program will show managers not so much “what to do” but more importantly “how to” build, optimize, utilize, and leverage your personal and professional network of contacts both internally and externally to gain access to talented individual contributing Financial Advisors or a successful teams from other organizations. Taking what could be a daunting task, this empowering course will show Managers how to build and expand their base of talented Advisors, meet more people, become more connected, increase the quality and number of Advisors in your region, and bring in more wallet share to the organization. They will be taught a sustainable, concrete, systematic, step-by-step process that is swift, deliberate, effective and easy to follow. They will learn how to create a clear mental picture of the profile of the Advisor they want to attract to make it easy for people to help. They will also learn how to set clear objectives, plan and build a supportive strategy, review. They will come away with time-tested scripts for speaking with contacts, clients, other professionals and referrals that improves the quality and volume of exactly the type of candidates they want through better and more qualified introductions. In addition they will learn how to “smoke out” and convert qualified candidates into becoming their Advisors and set up bench marks of critical success factors used to track progress and measure results.
SuperNetworking: Being Comfortable in any Setting
This program will teach everyone how to easily make new acquaintances and business contacts inside and outside the organization. This 1-2 hour program was designed for Professionals who want to develop their networking skills to get more out of their social and business interactions.