Our Curriculum

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.

SuperNetworking: Optimizing and Monetizing Relationships to Bring in New Clients (NNA)
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. This course is a real hand-to-glove, complimentary skill set to the Bernstein "Professional Referral Method" and the Cates "Referral Advantage" curriculum. 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 three hour workshop.

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: 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 for various situations. This highly interactive program can be designed for half or full day workshop.

SuperNetworking: Access to Substantial Wealth
This program is designed for Financial Service Professionals targeting $10M+ clients. You will be taught a sustainable, concrete, systematic, step-by-step process that is swift, deliberate, effective and easy to follow. In this fast moving program, you will learn how to create a clear mental picture of your profile client to make it easy for people to help. You will also learn how to set clear objectives, plan and build a supportive strategy, prepare properly to make a great impression on referrals, be comfortable transitioning personal alliances into business discussions and opportunities at the right time, and develop scripts for speaking with contacts, clients and referrals. In addition you will learn the three phases of effective prospective client meetings, the networking dos and don'ts, the ways and how often 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.

SuperNetworking Tips & Techniques: Optimizing Relationships to Grow Your Business
This fast moving program will provide Financial Advisors of all levels with five integral parts of the SuperNetworking methodology so you can feel comfortable utilizing and leveraging your network of contacts to bring in additional assets. You will learn how to develop macro and micro objectives and create effective networking strategies, "peel the onion" until you get to the core, "the right person," how to and where to gather critical due diligence in order to make a favorable impression, and effective ways to stay in touch and how often to remain visible, add "real value" to and maintain those relationships, and set up bench marks of critical success factors used to track progress and measure results. This is designed for a forty five minute to one hour program.

SuperNetworking 2.0 - Monetizing Relationships and Social Media Connections to Bring in New Clients
This 4-5 hour highly interactive program shows professionals how to create  a sustainable, repeatable process to leverage and optimize their network of contacts and social media connections to access people they could not on their own and be able to monetize these opportunities. They will learn how to: develop a plan that has clear objectives and a supportive strategy with an accountable metrics to track progress and measure results, create a social media strategy that compliments your overall business strategy and has a strong impact on the bottom line, develop effective social media profile and presence, identify which channels to use and the how and when to best achieve business goals, design and execute an ongoing social media routine and be create an accountability metrics that will allow you to measure the effectiveness of your social media strategy and routine. In addition they will learn how to make authentic connections on line, leverage these relationships and take their online experience offline by to grow their business using scripts for a variety of situations including phone conversations and meetings with clients, contacts and referrals that feel natural, and make it easy to get commitments.

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.

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: Enhance Client Relationships, and Become the Trusted Advisor
Most Client Relationship Managers have trouble penetrating their client accounts, developing more relationships inside those client companies with the "higher ups" or consistently asking their clients or people they know for referrals. This empowering course provides a process that shows you how to expand your base of business and contacts inside your client's account, enhance and leverage your existing relationships, target, access, and speak to the right people, and drive more revenue and profits to the bottom line. In addition, it incorporates an effective mechanism to track progress, measure results, and gauge your ROI. Most Client Relationship Managers biggest challenge is accessing the right people inside their client companies and developing more client relationships. That's where this program can help. The SuperNetworking program radically improves the quality and volume of decision makers your team will access. This course is best presented in either a four or eight hour workshop.

SuperNetworking in a Culturally Diverse Organization: Enhance Performance, Deliver Results, and Optimize Your Opportunities
This program will teach everyone how to turn what could be a daunting situation into an opportunity to meet more people, help you navigate your way around the organization, prepare you for upward mobility to get to the next level, expand your network of contacts internally and externally, help you communicate more effectively with people from across departmental lines, with people from different cultures, and help you manage your career. This program is designed for a half or full day workshop.

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.

SuperNetworking for Internal Success and Upward Mobility is for people working in large companies. This highly interactive program shows to people how to access more people, get comfortable outside their "comfort zone," learn how to extend their network of contacts, and help them become more efficient and effective both personally and professionally.

SuperNetworking: Reach the Right People, Land Your Dream Job Now
This program provides a detailed road map for people who have been displaced get the job of their dreams in an accelerated timeline.

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.  
 

Salmon Says: 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.

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.

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