The Client Focused Advisor

The Client Focused Adviser program was designed to help advisers increase credibility, referrals, and results. The CFA program integrates the latest research on buyer behaviors and neuroscience to improve client receptivity and trust. In the program you will learn specific steps to build trust and instant credibility.

According to the most recent research a buyer’s decision process is directly influenced by the emotion that you trigger by your approach. In his book, How the Brain Works, human brain scientist Leslie Hart states, “Much evidence now indicates that the old brain (first brain), which triggers the FLIGHT, FIGHT or FREEZE response, is the main switch in determining what sensory input will go the new brain (logical) and what decisions will be accepted.”

What this tells us is that emotion rules over logic.

The Client Focused Advisor program integrates the latest understanding of neuroscience and buyer psychology and the importance of “personalizing” your approach to maximize your effectiveness with each prospect and client or any member of the decision nucleus (decision influencers) in a more complex sale.

In the Client Focused Advisor program you will learn:

  • The right brain language that you need to create a positive 1st perception.

  • How to accelerate the sales process and improve the predictability of sales results.

  • A scientific methodology to quickly discern a prospects values, decision style and preferences.

  • How to read a prospect in 30 seconds or less and how to adapt to their style and decision making preferences.

  • Choreograph your marketing and sales approach to each target market to increase buyer receptivity.

  • How to systematically build trust & credibility and accelerate the sales process.

  • How to double activity by utilizing the latest understanding of neuroscience and buyer psychology.

  • The importance of informal and formal research to gain instant rapport to double your sales effectiveness.

  • How to build and implement a Center of Influence/Strategic Alliance strategy for consistent referrals.

  • Tailor your presentations to meet the needs of the TOP four buyer profiles and their “unique” mental filters.

Each Participant will receive also receive a 27 page personal assessment, a pocket sized laminated reminder card to use daily, and a copy of the best selling book “Face Values” for addition ideas, insights and reinforcement.

To download a brochure– cfa-chameleon-selling.pdf

The Magnetic Referral System

The Magnetic Referral System is a complete process for building a referral based business or practice. It comes from 30 years of practical experience and commitment to education on buyer psychology and neuroscience. The Magnetic Referral System is a integrated module of the Client Focused Advisor program which is developed to position you as the Trusted Advisor. It will enable you build consistency and volume in attracting and receiving referred introductions.

Our experience in sales, behavioral science and technology makes this program unique. Its design will take your business to the next level and make receiving referred introductions an automatic process, week after week, year after year.

The Magnetic Referral System includes:

  • A Step by Step road map for implementation.

  • All the tools including letters, surveys and communication templates that you can either customize or use immediately.

  • The Language and Training for optimizing each client experience based on Client Psychology, Neuroscience and the attributes of each generations.

  • The consulting and technology guidance for implementing and managing your system.

  • Target Marketing Design and Implementation.

  • Coaching support to build consistency into your referral program.

Each participant will receive a unique 27 page personal assessment, the Referral Assessment for identifying the issues necessary for building and accelerating implementation. This sales tool will help you quickly identify a client’s communications and decision style which will increase client receptivity and referred introductions by at least 25 – 50%, in less than 90 days. Each participant will also receive a 50 page “How to Guide for Implementing your Magnetic Referral System.

Hope is not a Strategy

Hope is not a Strategy is a program that can be delivered to any size audience interested in developing a high performance company and culture. The one to four hour facilitated event can complement:

  • An annual kickoff meeting

  • A sales meeting

  • Top Achievers conference

  • Sales Training

  • Leadership Development programs

Hope is not a Strategy is designed to be a catalyst for reaching and sustaining new levels of performance and satisfaction. The program reviews a high performance model, SECRETS, utilized by many of the Financial Services highest performing advisors, brokers and leaders.

This program is designed to:

  • Inspire and Motivate Advisors and Agents to invest in themselves and their practices

  • Teach the Best Practices and SECRETS of High Achievers.

  • Provide direction and reinforce the importance of commitment.

  • Breaking through the glass ceiling and existing comfort zones.

  • Help advisors and management identify and remove barriers for reaching their full potential, whether they are self limiting beliefs, needed competencies or changes in their strategies or habits.

  • Re-instill confidence in the importance of the role of a Financial Advisor to their clients

  • Introduce advisors and management to a human relations model that can have a profound impact on their ability to influence others including: clients, prospects, colleagues, staff and personal relationships.

Each participant receives a 27 page personal assessment  that can be used for improving marketing, sales, referrals, team development and personal relationships.

The Hope is not a Strategy presentation reinforces the Best Practices of Top Producers and is typically delivered in a one to two hour format. The goal of this presentation is to get agents and advisors motivated to make a “real” commitment to building their business and making the necessary investments in themselves and their future. Prior to each program we conduct an in-depth interview with management to insure that the presentation reinforces the leadership’s philosophy and strategy.

The personal assessment provides each participant with a clear understanding of their own personal behavior patterns and the underlying attitudes and values that drive these behaviors.  Each report highlights their natural strength’s, limitations, areas for improvement, communications styles and personal preferences. Management receives a copy of each participant’s profile which includes specific insights and tips on how to best motivate and coach each individual with personalized action plans.

The Hope is not a Strategy program utilizes the acronym SECRETS with each letter representing a key Top Producer characteristic:

Sense of Purpose – covers the importance of having a Vision, Mission and clearly defined Goals. Excellence – Commitment to Education and Continuous Improvement. Contribution – focus on client solutions and providing value. Reflection and Responsibility – stresses the importance of feedback for building a high performance business. Energy and Effort – how to manage your energy, staying motivated and focused. Time Management – spending time on the right things and the right people. Systems – needed for scaling and providing exception service, the key to client development and referrals.