Training sessions are available for any financial services firm seeking to help their varying levels of Financial Advisors and Managers to grow their practice and increase their productivity.
Keynote speeches pull from the depth and breadth of Dave Mullen’s career in financial services. Dave's ability to connect with Financial Advisors and Managers is unique and invaluable. The clear and powerful insights and advice presented by Dave are a tremendous benefit to all those who attend.
In-depth training is provided through a series of training sessions that address four different groups:
Foundation Training—This training segment is for new Financial Advisors in their first or second year in the business. The training is designed to provide new Advisors with the tactical processes that, when applied, will build the foundation for a successful financial services practice. Topics covered include: vision, motivation, goals, niche marketing, marketing contacts, appointments, converting prospects to clients, wealth management and time management. This training segment can be covered in a half- or full-day session. The full-day session includes four role-playing exercises designed to give the participants the opportunity to practice four specific skill sets. The training concepts are based on the book, The Million Dollar Financial Services Practice.
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Vision – Advisors must “see” what is required to build the foundation for a million-dollar practice. This business is not intuitive. This training will provide new Advisors with a proven blueprint with which to channel their talent, motivation and energy.
Motivation - This training segment provides the Advisor with the tools needed to deal with the inevitable rejection that occurs when building a new practice in financial services. Having the right mindset and deep motivation is required to execute the blueprint that will lead to a successful practice.
Goals - To build the foundation for a million-dollar practice, the right infrastructure must be built. That involves the right combination of affluent clients, assets, velocity rate and prospects. This segment breaks the million-dollar infrastructure down into annual and monthly goals and provides a timeline on reaching a million-dollar practice.
Niche Marketing – Specialists are more successful than generalists when marketing in this business. Affluent investors want to work with someone who can relate to their unique needs. This training segment focuses on guiding new Advisors to develop four to five different niche market plans that include scripts, qualified names and the approach to be used. This preparation sets up the effective execution of these different niche market plans every day.
Marketing Contacts - This business is about selling trust. That starts with building relationships with affluent prospects and an initial face-to-face meeting is indispensible. This session provides a marketing contact that has four essential parts that, when applied, will increase the percentage of contacts-to-appointment ratio.
Appointment – This segment describes the four objectives the Advisor should use to get the most out of every appointment. The focus is on asking the right questions to build rapport, gather information and set up the second appointment.
Prospect to Client – This segment provides a process designed to convert prospects to clients. This process positions the Advisor to take advantage of the fact that most clients are underserved by their current Advisor. This segment focuses on the tactics required to build and maintain a strong pipeline of prospects.
Wealth Management Process - New Advisors often lack the required confidence in their ability to invest their client’s assets. This session provides a proven, disciplined investment process designed to help clients reach their financial goals. There is a gap between the investment process most affluent investors want and what they are getting. This session helps the new Advisor take advantage of that opportunity.
Time Management – How Advisors spend their time will define their success. This session ties the four fundamentals of time management into a daily schedule that incorporates all the activities which will determine success.
Next Level Training — This training segment is designed for Financial Advisors with three or more years of experience that aspire to reach a million-dollar financial services practice. The training emphasis is on acquisition of new affluent clients, asset gathering, higher productivity, high retention of affluent clients and time management skills. The training is based on proven tactical processes from The Million Dollar Financial Services Practice and is designed to be delivered in a half-day session.
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Establishing the Million-Dollar Practice Vision – More Financial Advisors should reach the million-dollar level but face challenges during their career that must be overcome to build a million-dollar practice. The biggest challenge is to move from a reactive to a proactive mode. This training is designed to provide the tactics to do precisely that.
Motivation - The mental part of the business can often be the most challenging. Reaching a million-dollar practice requires marketing and with marketing comes potential rejection. This segment of the training provides four tools to help Advisors develop the right mindset to proactively market.
Goals - To reach a million-dollar practice, the right infrastructure must be built and that involves the right combination of affluent clients, assets, velocity rate and prospects. This segment breaks the million-dollar infrastructure down into annual and monthly goals and provides a timeline on reaching a million-dollar practice.
Leveraging Clients - The most efficient way to market is through existing clients. The criteria for this strategy to work are to have loyal and satisfied clients. The challenge for most Advisors is having daily proactive processes in place to leverage their current clients to get new ones. This training segment focuses on three tactical marketing strategies that can be used with satisfied clients to acquire new affluent clients and assets. These marketing strategies include: client referrals, building a professional referral network and client events.
Expansion - Expanding each client relationship to include six different financial products and services will not only increase business exponentially but result in near perfect retention. Having an expanded relationship with clients also sets the stage for the wealth management process, which is the way most affluent clients prefer to work with their Financial Advisor. This training segment provides proactive tactics that can be used to effectively expand client relationships.
Assets Away – The easiest assets an Advisor can acquire are those that existing clients hold away from them. This training segment provides a proactive process that will enable the Financial Advisor to discover and acquire those assets that clients have at other financial institutions.
Retention - Having satisfied and loyal clients is not only necessary for employing marketing leverage strategies, but ensuring their satisfaction is the best way to keep them. This is a highly-competitive industry and affluent clients have many choices. Developing a strong retention strategy is a requirement for building a successful, and eventually, a million-dollar practice. This segment covers five tactical processes required to have loyal and satisfied clients.
Niche Marketing – Specialists will always do better than generalists in financial services marketing. Discovering and leveraging their specialty is what this training segment provides. The two tactical strategies provided are networking within a niche and warm contacts.
Non-Profit Leadership - One of the most effective ways to get access and build relationships with highly-affluent individuals is being involved in non-profit organizations. This training segment provides the tactics to leverage non-profit leadership and transition from personal to business relationships.
Prospect Pipeline – The leading indicator for business growth is a strong prospect pipeline. This training segment provides a proven process for building and maintaining a prospect pipeline that will result in a high conversion rate of prospects to clients.
Time Management – Good time management skills is a requirement to move from the reactive to proactive mode. Time management skill training is provided in this segment as well as providing a realistic daily schedule that ties all the tactical strategies together.
Score sheet – Financial Advisors cannot manage what they do not measure. A score sheet is provided to show the potential results of implementing the proactive tactical strategies that are provided in this training session.
Top Advisor Training — This training segment is designed for Financial Advisors who have achieved a high level of success in their practice and who aspire to a multi-million dollar practice and beyond. The training is based on 13 success principles that the most successful Advisors in the industry share, and 13 tactical strategies that, when implemented, can result in a substantial number of new affluent clients and assets every year. This training is based on the book, The Million Dollar Financial Advisor (published in 2009) and is designed to be delivered in a two-to-three-hour session.
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Vision – The best and most effective training is derived from learning from the best in the industry. The challenge however, is accessing these top Financial Advisors. Through years of actually working with these Advisors followed by an intensive interviewing process, the success principles that these Top Advisors share is revealed. Checklists of these success principles are provided to the participants. They are encouraged to do an honest evaluation of their own business practices against the success principles as well as identify the gaps and areas of improvement that they can make. This becomes the basis of developing a business plan to take their business practices to the next level.
The Top Advisors – The criteria, profile and demographics of the 15 Top Advisors are provided to the participants. The processes used and the interview questions shared, as gleaned from Top Advisors, constitute the substance of the training provided.
The Success Principles – There are 13 different success principles that the Top Advisors share. Not every Top Advisor implemented each success principle the same way and some practiced an individual success principle at a higher level than others. But they all attributed the success of their practice to a combination of these success principles. In this segment of the training session, each success principle is identified, described and examples provided of how the Top Advisors implemented these success principles in their practices. The success principle segment provides the foundation on which the tactical implementation strategies are based.
The Tactical Strategies – In this training segment 13 tactical strategies are shared that, when implemented, will lead to a substantial number of new affluent clients and assets. These tactical strategies are based on the success principles of the Top Advisors. Time is spent on each tactical strategy with specific implementation steps of how the participating Advisors can incorporate these strategies into their own practices to take their business to the next level, ultimately leading to a multi-million dollar practice.
Asset Challenge – The success principles and tactical strategies are tied together through an asset challenge at the end of the training session. The amount of the asset challenge will be based on the minimum size of new client relationships. A million-dollar minimum is recommended but not mandated as criteria for the asset challenge. A conservative estimate is provided of the number of new affluent clients and assets that will be acquired if the tactical strategies are implemented and the success principles are incorporated into the participating Advisors' business practice. Leaving the training session with a specific goal and the tactics to achieve this goal is the objective of Lessons from the Top Advisor training session.
Each session will provide dynamic, practical and proven methods for increasing business, growing a practice and enhancing productivity.
