Course Objective - Provide participants with a comprehensive and systematic approach for conducting consultative financial conversations. Provide fundamental consultative selling tools, tactics and strategies to fuel all stages of the the financial sales interaction.
The days of "reactive product dump" sales pitches are almost a thing of the past. Financial professionals must add true consultative value and become a...more
Course Objective - Provide participants with an advanced understanding of the financial services new business origination process. Outline more than 50 strategies for referral, networking and COI based business growth.
New business opportunities from existing and prospective clients are an essential element in the formula for success of any financial institution. New client acquisition through referral development, COI...more
Course Objective - Provide participants with an advanced set of networking tools that will allow them to make new connections and, ultimately, convert those connections into real business opportunities.
One of the common characteristics of financial industry top producers is a high networking IQ. Financial professionals with a high networking IQ have the ability to build and maintain a powerful network of business and...more
Course Objective - Provide participants with a best-practice-based toolbox for delivering highly effective presentations, speeches and one-to-one pitches.
Great opportunities often fall apart during less than stellar presentations. Financial clients are often confused, turned-off or bored by robotic product and information dumps. Having the ability to create and deliver a clear and concise message is an integral skill...more
Course Objective - Help participants develop a win-win (non confrontational) approach to dealmaking, asking for the business, objection resolution and closing. Prepare participants to negotiate effectively with a multitude of personality types.
Negotiating is becoming more and more difficult for the typical financial professional. Today's financial client has access to a greater number of competitive options and far...more
Course Objective - Introduce participants to financial relationship specific client service and client coverage best practices. Provide participants with transactional and non-transactional strategies for client expansion and retention.
Most of our clients are open to new ideas and idea pitches from competitors. Covering and servicing existing clients can be the difference between an existing client up-sell or...more
Course Objective - Support participants in their efforts to create a collaborative, cooperative and committed team environment. Provide an understanding of and strategies for selling the team and positioning the team as a product and a key differentiator.
How did the most successful financial institution in the history of the industry become the most successful financial institution in the history of the industry?...more
Course Objective - Provide participants with a comprehensive understanding of the concept of leadership and the idea of creating an enthusiastic following. Introduce participants to the 7 styles of high EQ leaders.
What is the common denominator for every elite financial institution? Most would say having great people. What is the common skill denominator of the best people in the industry? Leadership! Our firm’s...more
Course Objective - Provide leaders with skills, strategies and tactics for leading teams and individuals through positive periods, encounters and situations. Workshop focuses on motivation, inspiration, engagement, mentoring and coaching during periods of great success and abundance.
When you are doing well arrogance and complacency are the twin demons dancing at your doorstep. Times of great success and prosperity...more
Course Objective - Provide leaders with skills, strategies and tactics for leading through periods of great challenge, pressure and stress. Workshop will focus on motivation, inspiration, engagement, mentoring and coaching during periods of struggle.
While periods of great success and prosperity can breed arrogance and complacency, periods of great struggle can breed fear, despondence and uncertainty. During times of...more
Course Objective - Provide participants with a practical understanding of the fundamentals of Emotional Intelligence (EQ), with a strong emphasis on self-awareness & self-management.
As financial professionals we spend the vast majority of our time dealing with people and complex financial situations. Having the ability to connect, on a very personal level, with clients, colleagues, prospects and members of our...more
Course Objective - Transform the theory of EQ into a practical toolbox participants can employ on a day-to-day basis. Instruction focuses on how to read personal styles and situations with an emphasis on learning to adapt behaviors to increase the likelihood of successful interactions.
One of the key characteristics of the successful financial professional is a high degree of self awareness. But, the best-of-the-best...more