Do Versus Teach
June 24, 2009 by Simon · Leave a Comment
At the Kelowna airport at 5:15pm PT on Wednesday awaiting an 8:35pm flight to Nanaimo via Vancouver.
Feel ing thankful as the live financial advisor coaching practice visit was a success and I covered everything on the Agenda.
Someone once said; “those that can do and those that can’t teach”.
This live financial advisor coaching practice visit was great for my client and for me because we worked shoulder to shoulder writing the entire plan complete with systems and then some.
I’m settling in for a few hours and I’ll use the time that I have waiting for the flight to write the June Clear Your Roadblocks E-Newsletter.
Wednesday – Friday have a lite schedule of coaching and prospect calls and that is it for the month as Laura and I are taking a Staycation next week.
Here are the Phase 1 Objectives / Systems that we created in the live financial advisor coaching practice visit
Objectives Phase 1
- Create a Vision
- Create a Leadership, Decision, Meeting and Time Managment System
- Earn $552,000 by June 30, 2010
- Create an inspired, enthusiastic, productive and profitable team
- Create an Office Managment System
- Create a Bookkeeping and an Accounting Delegation System
- Create an In House Financial Planning Marketing System
- Create a Prospect / Seminar Follow Up System
- Create a Qualification and Enrolment Sales System
- Qualify Customer Service
Objectives Phase 2
- Create a Financial Planning Web Site
- Create a Financial Planning Marketing Funnel
- Create a Financial Planning Associate Advisor Marketing System
- Create a New Position Job Description
Live On Site Financial Advisor Coaching Practice Visit Agenda
June 22, 2009 by Simon · Leave a Comment
I’m facilitating a Live On Site Financial Advisor Coaching Practice Visit and here is the agenda
Agenda
- SWOT
- Vision, Purpose, Mission
- Vision – 1 Year, 3 Years, 5 Years
- Budget
- Objectives, Strategies, Actions – 90 Day Goals
- Delegation / Job Descriptions / Virtual Assistant / Review
- Leadership / Decision / Time Management / Practice
- Follow Up
Areas Of Business
- Planning, Projects, Schedule
- Administration
- Computers / Systems
- Financial
- Marketing A – In House
- Marketing B – Marketing Funnel
- Marketing C – Associate Advisors
- Office
- Production ( Customer Service )
- Products
- Sales Process
- Team Leadership / Harmony / Conflict Resolution
- Training
Live Practice Visits ~ Jul – Dec 2009 Vision From 35,000 Feet & The Tarmac
June 18, 2009 by Simon · Leave a Comment
My 12 noon Tuesday, June 16th PT flight left on time from Comox, BC for Toronto via Calgary and it is now 5pm MT and my 4pm MT flight is leaving Calgary an hour late because the Calgary airport was shut down due to lightening.
We landed at 2:25 MT in Calgary and we sat on the tarmac for over an hour waiting for the lightening to pass.
Most people would see this as a problem and I see it as an opportunity to invest the time into the projects that I have been working on.
You have heard the Hebrew proverb; “Some people make things happen, some watch things happen, while others wonder what has happened”.
Chris Barrow shared his belief about this as it relates to this economy;
- 10% make things happen
- 80% watch things happen
- 10% wonder what happened
Having said this, 90% of financial advisors are sitting on the sidelines waiting for something to happen.
I’m committed to dealing with the 10% of financial advisors that make things happen.
So having said this, 10% of financial advisors will get better and 90% of financial advisors risk disappearing and I shudder to think about the clients that they deal with.
I had an idea from 35,000 feet to increase our value proposition by including one to two live on site one day practice visits per year and increase our fee along with the value proposition.
I’m already flying across Canada back and forth and it will be easy to stop and do live on site one day practice visits with a select few of my clients along the way.
The increased monthly fee for my clients will be no more than $300.00 per month.
The live on site one day practice visits would coincide with the live financial advisor speaking dates that I offer.
I’m looking forward to developing the above in the Objectives, Strategies and Actions for July – December 2009.
Come to think of it, the live on site one day practice visits have been happening off and on for years and I do them when I am asked for them.
It is time that I formalize them.
Its 4pm ET in Toronto on Wednesday and I have three West Coast clients to do coaching calls for, then a late dinner and then off to bed for an early morning meeting with a COI in advance of speaking at Advocis Toronto and then pack and off to the airport for a 3pm ET flight home.
Friday brings a full day of one on one tele-coaching and I’m on the road on Saturday to do a live on site three day practice visit in Kelowna, BC.
What Kind Of A Financial Advisor Business Are You Building?
June 8, 2009 by Simon · Leave a Comment
This Dodge Chrysler TV commercial is an outstanding job of a same-old car company rebranding themselves to build; escape pods, luxury suites, security blankets, observatories, mechanical bulls, rockets and starting gates.
This ties into the article that I wrote about in my May Clear Your Roadblocks E-Newsletter that includes; The 10 Second Elevator Speech, The 60 Second Elevator Speech and The Parable.
“We build financial bridges for your business and your life” – The Frank Allen Financial Group Inc. is a shining example of a brand and elevator speech.
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There’s nothing like coming back from a ten day financial advisor speaking road trip and we are really busy just now with clients and follow up from our trip. So busy that I have stepped back from the daily blogging and I’m investing my time in completing a number of projects.
How To Tell Your Story To Potential Clients
June 4, 2009 by Simon · Leave a Comment
Thank you to Gavin Adamson, Senior Writer & Videographer from Investment Executive for filming this interview at the Independent Financial Brokers Summit in Toronto on May 26.
To view the video click How To Tell Your Story To Potential Clients.
Back To Basics – Warm Door Knocking Strategy
May 21, 2009 by Simon · Leave a Comment
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List your employee benefit corporate clients and sort alphabetically
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Plot them on a map
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Determine where your employee benefit corporate clients are located in relation to established commercial / industrial parks
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Purchase a list of the businesses in the commercial / industrial parks that includes; owners name, key executives name, human resources name and number of employees or you can have your assistant do the research
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Sort them by address to organize your Warm Door Knocking Strategy
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( Optional ) Mail a introductory letter that matches the script that we developed that includes handling their objections right up front while using your 60 Second Elevator Speech
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Go out Warm Door Knocking in four hour shifts using the script that we developed that includes handling their objections right up front while using your 60 Second Elevator Speech that includes a request to subscribe them to your monthly e-newsletter
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When you are in the commercial / industrial park neighbourhoods, check out the local breakfast and lunch spots. You could sponsor a breakfast or lunch on one of their slower days, advertise in the area and there would be a registration and survey to help you to open the doors to the attendees company as a result of delivering your presentation on employee benefits in the breakfast or lunch presentation.
General Financial Advisors
April 27, 2009 by Simon · Leave a Comment
General Motors kill off of Pontiac was writing on the wall and Buick should go along with Pontiac and Oldsmobile making far better sense to focus on the higher end brand of Cadillac and the lower end brand of Chevrolet.
General Motors was just far too General having far too many brands and products.
That’s the way it is with most general financial advisors with their branding, products and services. They are trying to serve up everything to anyone and everyone and financial advisors are having a challenge with marketing themselves because of this. They all look and sound the same from their clients and prospects point of view.
I was listening to Roy Green on the Corus Radio Network during my weekend travels and Roy asked the listeners if the Canadian Government ( The Canadian Taxpayer ) should bail out the Canadian Auto Workers pensions should GM go bankrupt.
While most people have empathy for the Canadian Auto Workers that could lose their pensions, the response from the listening audience was a resounding NO!
Like the general financial advisors that need to reinvent themselves with their branding, products and services, Canadian Auto Workers will have to learn how to reinvent themselves.
There is a huge opportunity for financial advisors to brand themselves as Reinvention Specialists serving the Canadian Auto Workers through these difficult times.
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Dates for 2012 TBA - stay tuned!
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Now Reading
Planned books:
- Prayer for Owen Meany by John Irving
- The Book Of Air And Shadows: A Novel by Michael Gruber
Current books:
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The Brave: A Novel by Nicholas Evans
Recent books:
- The Cellist of Sarajevo by Steven Galloway
- The Angel’s Game by Carlos Ruiz Zafon
- Shadow Of The Wind by Carlos Zafon
- The Outlander by Gil Adamson
- The Book Of Negroes by Lawrence Hill
