Seminar Topics

Forming New High Net
Worth Relationships

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Specialized Topics

It's all about finding and retaining the right client relationships. These strategies explore how to 'win your share'. Each seminar is 60 minutes in length.

Client Acquisition

Proactive Daily Prospecting Strategies

Financial Planning/Managed Money Process

Time Management

Client Acquisition Successful Seminar Strategies - Addresses rationale for seminars; 11 different types of events; importance of attracting the audience (80% of FA's time); maximizing opportunities at the event and efficient follow-up immediately after the seminar (15% of FA's time). Includes timetable listing activities in check-off format from five weeks out through the week following the seminar. Building Business by Doing the Things You Enjoy - Many advisors and their families participate is sports, children's organizations and local activities. How can you communicate 'What you do' to people within the group? How do you raise your visibility? Identify opportunities? Do business? Cultivating Wine Fans as Business Prospects - How to convert a friend into a prospect through a shared interest or passion in wine. How to communicate key investment concepts utilizing analogies from the world of wine. Why "making money buying and selling wine" makes fees for managed money very reasonable by comparison. The importance of having a professional to guide you. Friends into Clients: Approaching Acquaintances for Business - Why friends are hesitant to do business with people they know. How wealthy friends prefer to be approached. Three strategies to approach friends. Five "one liners" to get friends interested in doing business. Friends into Clients: Addressing the "Risk to Friendship" Barrier - Why people prefer to do business with people they know. Seven stages of a friendship and when to ask for business. Three strategies to ask for business. Five short term strategies to get them to consider doing business. The Art of Attracting Other People's Clients (and Retaining Current Clients) - Your ideal prospect is already someone else's client. Are they satisfied? Why or why not? Many HNW individuals maintain multiple financial services relationships. How to cultivate them and create the desire to establish another relationship with you. Identifying the Retirement Assets of the Invisible Rich - How can FAs find people about to retire or facing downsizing at their firms? Prospecting soon to retire professionals through trade organizations. Former employee alumni groups and strategies to approach. Finding public and private sector retirees with rollover potential. Closing the Business: How to Ask For the Order- Volatile markets make clients nervous - How do you get them to move? Why don't prospects make decisions? How can you tell when they are 'ready to buy'? How do you make the decision timely? How do successful advisors 'Ask for the order'? Why You? - Establishing Your Value With HNW Prospects - Why should I do business with you? What do you offer clients? Is it offered by most, some or few others? What do HNW clients want? How do successful advisors explain their value? How do other advisors compete for your clients?

Proactive Daily Prospecting Strategies Beyond Referrals - Sophisticated Strategies for a DNC World - Established advisors have utilized alternatives to referrals for years. Real life examples address relevant details (timeframe, geography, costs) to enable the already successful advisor (or team) to expand their HNW client acquisition strategies. 'Do Not Call' Prospecting: Effective Alternatives to Cold Calling - What strategies are people using today? What are strengths and drawbacks? Explore easy to implement strategies that enable advisors to approach executives, business owners and other wealthy prospects without calling them at home.

Financial Planning/Managed Money Process Presenting the Planning Based Process - Addresses preparing for the first meeting; why do business with you (and your firm); gathering data for the plan and how to develop your recommendations to present at second meeting. Second meeting strategies address conducting the plan review; justifying recommendations and costs; plus "How to Ask For the Order". Program concludes with strategy to implement rest of the plan and "What if something goes wrong?" Presenting the Benefits of Managed Money - Why transition away from transactional business? Professional money management - What are the benefits to the client? To the Financial Adviser? To the firm? How do successful FAs discuss the concept with clients and transition their business?

Time Management   Time Management For FAs - Where does the time go? - How should an FA structure their day? When is the best time to prospect? What are the major distractions facing an FA and how to avoid them? Strategies enabling FAs to prioritize tasks and make the best use of available time to accomplish key objectives. Tactics focus on sensible ways to save time in simple day-to-day situations.