Because you signed up for this course, we assume you want to grow. What you have now are an array of tools that we know work. What you use first will depend on your goals, so determine what you want and make these tools your own.
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Individual Advisor Owner Program
1. Goals
2. Beliefs
Beliefs matter. If you want different results, you must get your beliefs in alignment with the results you want and the behavior it’s going to take to deliver those results. What beliefs are driving you? What beliefs are holding you back?
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3. Value Interpretation
If beauty is in the eye of the beholder, value is in the eye of the buyer. This module helps you figure out what your value is, how to price it, and how to interpret it. You must become a master at interpreting the value.
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4. Sales
Sales is not a dirty word! Without any sales, you wouldn’t have any business. The idea of sales is just to lead other people to take action so they’re better off. We’ll show you how to sell from this win-win perspective.
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5. Objections and Closes
Objections are not the end – they’re just the beginning, where you find out what really matters to the clients. Objections and closes are an opportunity to solve their problem and get them where they want to go.
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6. Marketing
If you’re not growing, you’re dying. Marketing to the right audience is critically important for the financial advisory business. We’ll show you how to target your marketing to acquire not just more clients, but better clients.
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7. Networking
Networking might strike fear into your heart, but it can be hugely beneficial. We’ll show you how to make the most of networking situations both in person and online. (Hint: show up with a spirit of generosity!)
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8. Referrals
Research shows the further you move upmarket, the more prospects want to be referred. We’ll examine your entire referral system to help you grow in the most productive, cost-effective, professional way possible.
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9. Price Versus Value
Price vs. value is an important element for any business. Price and value are on a weight scale with each other – if the value is great in the eyes of your clients and prospects, the price isn’t going to matter. Find out how to price your services appropriately.
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10. Client Experience Part 1
People will forget what you say and do, but they won’t forget how you make them feel. Client experience is about giving your clients the feeling that they are important and special to you. We’ll teach you the client experience timeline to systematize your process.
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11. Client Experience Part 2
We’ll continue to build out your client experience process, including your service values and the concept of impression management. You’ll learn how to provide a Ritz-Carlton level of service to your clients!
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12. Leadership
Many of you started as financial advisors, but realized that to grow, you need to build a team. This means you need to lead! This module will give you the resources to becoming a better leader and move you from success to significance so you can impact the world around you.
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