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 improve 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.

To download a brochure - The Client Focused Advisor Program

The Magnetic Referral Program

The Magnetic Referral Program provides you with a complete system including the methodology, tools and roadmap for building a Referral based business or practice. It comes from more than 25 years of practical experience and a lifetime commitment to understanding buyer psychology, neuroscience and client management, the keys to building trust and advocates.

The Magnetic Referral roadmap & guide will help you build the strategy and tactical plan to build your Ideal Client Profile practice. The strategy includes developing your vision, mission and goals, your Marketing Plan for defining your Target Markets, Ideal Client profile. and Unique Value Statements for each Target Market. You will learn the logical and psychological approach for building client trust and the motivation to help you meet more ideal clients and centers of influence for building a consistent Referral based business.

Its design will take your business to the next level and make receiving referrals an automatic process, year after year.

The Magnetic Referral guide includes:

  • A Step by Step Road Map for implementation

  • A unique 27 page personal assessment

  • A Referral Assessment to identify the issues necessary for building and accelerating implementation.

  • The tools and process to define your Ideal Lifestyle & Practice.

  • The Language for optimizing each client experience based on Client Psychology and Neuroscience.

  • Target Marketing Design and Implementation support

  • Coaching support to build consistency into your referral program

To download a brochure - The Magnetic Referral Brochure

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 provides the motivation and tools for each individual to build their own strategy and goal plan.

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 build 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 ensure that the presentation reinforces their leadership 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.