Effective Phone Techniques

There are five major elements of effective phone techniques and you will have the opportunity to master all five as well as bring your case studies to the calls for feedback and strategies you can implement immediately.

What are the dangerous trends even successful Advisors face that cause them to struggle with effective phone calls?

Turn Seminars Into Assets

There is a tremendous amount of industry focus on referrals. Workshops, Webinars, Books, CDs, White papers. The availability of support is extensive. Simply Google “Financial Advisor Referrals” and you will get 1,300,000 results!

There isn’t nearly as much support on building a Centre of Influence network. And there is a shocking lack of support on creating successful seminars.

What are the 4 massive mistakes Advisors make that keep their event rooms empty?

Introduction to Performance Coach Training

Managers have many different roles such as manager, implementer, mentor and coach. In order to maximize their effectiveness, managers must understand the intent, values, skills, attitudes, behaviors, and boundaries for each role.

Learn the foundational distinctions that trained accredited coaches have paid thousands for.

Masterful Discovery Meetings

Develop proficiency in conducting effective Discovery meetings, shortening the sales cycle and increasing closing ratios. In our series you will master the emotional connection that is crucial in building trust and increasing sales.

Dangerous Trends Even Successful Advisors Face That Cause Them to Struggle With Effective Phone Calls

• 80% of 1–5 year Advisors fail due to sales reluctance
• 40% of seasoned Advisors plateau for the same reason
• Fear of the phone can reduce your income potential by 80%

Dangerous Trend # 1 - Only Using the Phone for Transactional Conversations

Faced with an onslaught of daily activities, many Advisors will use the phone to inform their clients of any changes to their portfolio, to schedule a review or to follow up on a past conversation. They utilize “small talk” to warm up the call and then lead directly into the transactional conversation and step over one of the best strategies to generate additional business.

Simply by changing your phone approach, you’ll streamline your time and uncover More Sales.

Dangerous Trend #2 - The "Catch Me if You Can” Game

This is when your prospects get slippery. They start to avoid your calls, or don’t return your calls. They hide behind any excuse they can think of, “I’m terribly busy, call back next week” or “Call me in the New Year” or “I have to talk to my spouse first.”

However there is a better - easier method of building trust and getting your message across - all on one call.

Dangerous Trend #3 - an Underdeveloped Prospecting Database

On average it takes 3–4 formal prospect meetings per week to generate $10-$15M in new assets each year. The way to book 3–4 formal meetings per week is to have a database of 350–500 qualified leads that you are in touch with, voice-to-voice, on a regular and consistent basis.

You can have enough conversations each week to generate 3–4 prospect meetings AND balance client service.

Program Details

Our 8 week program consists of weekly one-on-one calls with your own coach, where you will have the opportunity to take the principles from Effective phone techniques and shape them to fit your own personal and unique style.

There are five major elements of effective phone techniques and you will have the opportunity to master all five as well as bring your case studies to the call for feedback and strategies you can implement immediately.

We Will Cover:

• Listening skills that traditional sales training never teaches you
• Learn how to connect with your prospect in the first 5 seconds
• Create your “Why” so you can connect with your passion and conviction at will
• Create your own personalized introduction – no canned scripts here
• What questions to ask that will transition the conversation seamlessly into a business conversation
• How to handle objections, gatekeepers and leaving messages
• How to make effective offers that will have your prospect interested in meeting with you

Take the first step in designing a comfortable phone conversation that conveys your personality, your sincerity, your belief, your professionalism, and most of all, your message.

What’s Your Investment?

Time: 8 weekly one-on-one calls with your own coach plus unlimited email coaching
Financial: $800

11 Trends That Are Killing Advisor’s Potential Business Building Activities

There are 3 major ways Seasoned Advisors grow their business

• Referrals
• Centers of Influence
• Events/Seminars

There is a tremendous amount of industry focus on referrals. Workshops, Webinars, Books, CDs, White papers. The availability of support is extensive. Simply Google “Financial Advisor Referrals” and you will get 1,300,000 results!

There isn’t nearly as much support on building a Centre of Influence network. And there is a shocking lack of support on creating successful seminars.

After Working With Over 1,000+ Advisors, I Have Seen These All Too Familiar Facts

1. Most Rookies try their hand at seminar with little to no success
2. Most Seasoned Advisors have stopped altogether after experiencing little to no results
3. Their marketing materials and invitation strategies fail to fill the seats
4. The biggest fear for people is the fear of public speaking
5. Many ask wholesalers to do their presentations for them
6. PowerPoint is used as a crutch
7. Few meetings are scheduled and Advisors are usually put off by the “Catch Me If You Can” game
8. They give up after 2–3 unsuccessful seminars
9. Those who instinctually know the elements of successful seminars can utilize this business building activity to generate a lucrative practice
10. Most Advisors attend workshops, pick up one or two tips, but rarely implement them into their business plan
11. There are usually 1–2 seasoned Advisors in large branches that have been successful with seminars… so we know they work

4 Massive Mistakes Advisors Make That Keep Their Event Rooms Empty

Mistake #4 - Seminars With No Real Value

If you don’t solve specific pains, you’ll make no business gains.

Before creating a new seminar you must ask yourself “What specific problem am I solving?” If you haven’t asked and answered this question, you’re not alone! This mistake is the biggest reason seminars fail. It is imperative you confirm this problem actually exists in the hearts and minds of your audience.

You must choose to solve a real problem for a very specific group of people. Focusing on helping people “retire comfortably” is not enough. You must hone in on solving a more precise pain for a more particular group of people.

Mistake #3 - Setting Your Focus Far Too Wide

If you market to everyone, you actually market to no one.

It’s easy to think your message is for all high net worth people. However, if you don’t define a specific audience, chances are you won’t fill your seats.

Why Is This True?

Because the success of your seminars is directly related to the success of your marketing communications. Your marketing communications will determine who shows up for your events… not to mention how many! The only way to have control over the ‘who’ and the ‘how many’ is to make your marketing communications personal. The only way to create personal marketing communication is to know exactly whom you are speaking to.

By tightly defining your specific audience you gain the opportunity to speak to them on a very personal level about the problems they face in their lives, and what solutions you have to offer. The more specific you are, the more personal you can be in your communications.

Mistake #2 - Ineffective Offers At The Front Of The Room

Stop selling and start offering

Sometimes you can be seduced by the brilliance of your own solutions – the brilliance may be in your own eyes only. It is easy to delude yourself into believing that the prospect will automatically see the brilliance of your solution and accept it unquestioningly (as well as fall at your feet for the penetrating insight you just presented).

By knowing the pain points of your audience and designing and delivering 2–3 meaningful, genuine offers that address their issues, you will dramatically increase the odds of them wanting to meet with you.

The most ineffective offer is simple telling them all about your services and offering a second opinion.

Mistake #1 - Underdeveloped Business Building Skills

If you business isn’t growing, it’s literally dying

Unfortunately, just because someone is an expert in their field – doesn’t mean they will be successful in building their business.

You must invest time, energy and money in developing your business building skills as well as your speaking skills.

Program Details

Our 8 week program consists of weekly one-on-one calls with your own coach, where you will have the opportunity to take the principles from Turn Seminars Into Assets and shape them to fit your own personal and unique style.

There are three major elements of effective seminars and you will have the opportunity to master all three as well as bring your specific situation to the calls for feedback and strategies you can implement immediately.

Our program is designed to have participants plan and execute a seminar during the course.

• Define your specific audience
• Choosing the right topic
• Create your own personalized invitation that fills seats
• Learn the “Touch Point” strategy that not only minimizes no-shows but will have you schedule meeting before your seminar actually takes place!
• Identify self-limiting beliefs
• Learn how to be effective at the front of the room. Engage with your participants so you can give them an experience of what it would be like working with you and start building trust right there.
• Learn how to make effective offers from the front of the room that has some participants schedule meetings with you right there at the seminar.
• Follow-Up, making effective offers and request. Holding the Sale (reducing the number of no-shows and rescheduling).

What’s Your Investment?

Time: 8 weekly one-on-one calls with your own coach plus unlimited email coaching
Financial: $800

3 Big Mistakes Even Highly Successful Advisors Make That Lengthen Their Sales Cycle

Mistake #1

Sometimes we can be seduced by the brilliance of our own solutions – the brilliance may be in our own eyes only. It is easy to delude ourselves into believing that the prospect will automatically see the brilliance of our solution and accept it unquestioningly (as well as fall at our feet for the penetrating insight we just presented).

Mistake #2

Taking a formulaic approach to a human interaction. If you have a standard list of questions you use at your Discovery meetings, you are probably missing out on listening for the meaningful offer you can make that will move the sale forward.

Mistake #3

Assuming that demonstrating your competency is the fundamental building block for generating trust.

Program Details

Our 8 week program consists of weekly one-on-one calls with your own coach, where you will have the opportunity to take the principles from Masterful Discovery Meetings and shape them to fit your own personal and unique style. Along with mastering the emotional connection that is crucial in building trust and increasing sales.

In your weekly one-on-one calls will be able to bring your case studies and learn:

• Listening Skills Level 1, 2, and 3. Learn the secret that only coaches know about how your prospects are listening to you
• Learn how listening skills enable you to ask curious, intentional and thought provoking questions that uncover what your prospect is committed to taking action on… dramatically shortening your sales cycle
• Identify self-limiting beliefs
• The importance of your attitude and your personal agenda
• How to create emotional connection critical to generating trust
• Creating Trust– Identifying which of the four elements of trust is required by the prospect to further the sales conversation
• Follow-Up and Holding the Sale

The purpose of this program is to provide powerful, ongoing learning to become proficient and masterful at the Discovery process.

The focus is for Advisors to continue developing proficiency in conducting effective Discovery meetings, shortening the sales cycle and increasing closing ratios.

What’s Your Investment?

Time: 8 weekly one-on-one calls with your own coach plus unlimited email coaching
Financial: $800

Effective coaches increase results, increase sales, expand their leadership capacity, and co-create a positive, co-operative work environment.

The purpose of this workshop is to provide powerful, ongoing learning and personal development session that will nurture consultants, managers and leaders to become proficient and masterful in inspiring their teams and increasing performance.

Program Details

One-on-One Coach Call

½ hour coach call with each participant prior to the workshop to give us the opportunity to meet the participants where they are.

One-Day Workshop Topics:

Listening Skills

It seems so obvious that listening would be one of the primary coaching skills. In fact, coaching happens in a very particular kind of listening. Learn the three levels of listening and how level 2 and 3 are the most effective for coaching.

The Roles of the Manager

Managers have many different roles, such as boss, implementer, and coach. In order to maximize their effectiveness, managers must understand the intent, values, skills, attitudes, behaviors, and boundaries for each role.

3 roles of a leader – An interactive activity that demonstrates the 3 different hats leaders wear and which one is in service of the situation.

Skills for Conducting Effective Sales Performance Coaching Conversations:

• Intrude and bottom line
• Champion
• Give/receive feedback
• Acknowledge
• Create accountability
• Gremlin management (unhelpful self talk)
• Coach the person, not their story
• Design your rules of engagement

Questions

Learn how your listening skills will have you know the questions to ask that support the coachee in self-discovery

First and Second Order of Learning

What we don’t often notice is that the way we observe, interpret, listen – the way we “see things” – comes before we take any action.

Emotions

Understanding your own emotions and those of your coachee has the ability to greatly enhance or be enormously detrimental to any coaching conversation.

Moods and emotions as predispositions for action.

Crucial for quality leadership – recognition and management of own moods and emotions and positively influencing the moods and emotions of others.

Coaching Demonstrations and Exercises