KEYNOTES

Lead or be Left Behind

In today’s hyper-competitive financial market your clients and prospects have no shortage of advisors and companies trying to lure them away from you. I have a question for you: Will you lead or be left behind? Your clients are looking for financial leadership – solid advice and guidance in making the tough financial decisions they have to make for their families.

The pending rollout of CRM2 into your client’s financial statements in 2016 will add another layer of complexity into your role as our financial professionals – especially for those who choose to delay having those conversations with their clients.

Robert’s engaging presentation will offer concrete examples of what clients are struggling with today and how you can take a leadership role as their financial professional. Robert has over 20 years experience as a client of the Canadian financial services industry and via his Canadian best-seller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. Their concerns might surprise you; they might even scare you, but they will certainly enlighten you.

Get ready to lead – because if you won’t (or aren’t willing to...) lead your clients, you won’t keep your clients.

1Understanding your clients Current Reality
What keeps us (your clients) awake at night? What stops us from committing the client/advisor relationship? How will CRM2 affect our reality?
2 Developing a client’s picture of their Richly Imagined Future
Your ability to help clients “picture” their future and discuss their “real” goals will be the key to bringing the right mix of products and services to the table. Better goals = more product sales.
3 Developing an aptitude for Disruption
Some of your clients will not obtain the future they want – even with your help – unless certain behaviours change. At a professional level – your reluctance to change will hamper your growth as well.
4Helping clients understand the power of Choice
Understanding that “The choices you make determine the life you lead” and helping clients cut through the “clutter” of financial industry options may be one of the most important things you do for us.

A Peek Inside Your Client’s Mind

If you are going to help your clients achieve their goals, enrich their lives, and discover new horizons - how do you accomplish that? “A Peek Inside Your Clients Mind” is not just about being a better financial advisor - it is about having a greater impact on your most important asset - your client.

As financial industry professionals, you are continually searching for new and improved ways to understand, encourage and educate your clients, and to make breakthroughs to help them attain the financial future that they desire. “A Peek Inside Your Client’s Mind” will provide insights into what your clients are thinking about, what keeps them awake at night, what we don’t understand about your profession, and the questions we don't know how to ask (or may simply be too afraid to). You’ll learn what your clients obsess about when they aren’t meeting with you – not on a theoretical level – but in reality because it’s being delivered by someone who is not in the industry – but by an actual client of the industry.

Robert’s insights into what keeps your clients awake at night might surprise you, in fact they might scare you – but they will enlighten you and encourage you take your client relationships to a new level and in the process – make you more successful in your business.

Robert will present a four step approach to “peeking” inside your clients mind:

1Current Reality
How to determine what your clients know and don’t know, creating a baseline for moving forward toward a successful financial future
2Richly Imagined Future
Where do your clients want to go? How to get them to create goals and how to get them to open up to you about the future they desire
3Aptitude for Disruption
How to get clients to change their self-defeating financial behaviors (and how to identify if you have any of your own…)
4Choices
In order to help your clients make the proper choices, you’ll have to explain to them the “power of choice” (hopefully you are leading by example…)

What Your Client’s Are Saying (while you aren’t listening...)

A decade ago, we were treated to television commercials featuring a Verizon Communications technician wandering across America asking the question “Can you hear me now? Good” A decade later, your prospects (and yes, even some of your best clients...) are seeking true financial and insurance advice and having to resort to asking “Can you hear me now?”

Communication is at the core of every successful client/advisor relationship – and lack of communication (or improperly structured communication...) is one of the leading causes of client/advisor dissatisfaction and eventual breakup.

Robert will offer concrete examples of what clients are struggling with today and how you can start to bridge the communication gap with your most valuable asset. Robert’s 20 years of experience as a client of the Canadian financial services industry and regular conversations with clients just like yours from coast to coast provide the background for this session. Their concerns might surprise you, they might even scare you, but they will certainly enlighten you.

Get ready to communicate – because if you’re not willing to listen, prepare to watch your clients seek out someone who will.

1Playing Catch
Communication moves back and forth and requires two (or more) participants.
2Filling the Funnel
You have to fill your funnel with better questions in order to move communication forward.
3Can You Hear Me Now?
There are two kinds of listening, which one you choose to use will determine how successful you are.
4The Golden Rule of Communication
(Hint: It’s not “They who have the gold make the rules...”)

Your Richly Imagined Future (Client Event)

If we are going to achieve our goals, enrich our lives, and discover new horizons - just how do we accomplish that? "Your Richly Imagined Future” is not just a platitude about being a better person - it is about having a greater impact on the people you associate with and developing a solid financial future at the same time.

Material will be drawn from Robert's Canadian bestseller "Rich is a State of Mind", showing the parallels between personal and financial development, and how our concerns about personal finance directly affect our lives and our relationship with the people around us.

During the session Robert will share with you his thoughts about financial leadership, discuss the myths of “financial happiness”, and provide insights into financial questions you may be thinking about, but don't know how to ask your advisor (or may simply be too afraid to…).

"Your Richly Imagined Future" covers multiple topics including Motivation, Leadership, Fiscal Responsibility and Financial Growth. How you deal with these topics is critical to your ability to deal with life’s everyday events with the goal of developing solid long-term relationship with your finances.

The four key takeaways are:

1Understanding your Current Reality
How to determine what your clients know and don’t know, creating a baseline for moving forward toward a successful financial future.
2Developing a picture of your Richly Imagined Future
Where do you want to go? How to create goals and how to open up about them to your advisor to ensure you create the future you desire
3Encouraging an attitude for Disruption
How to change self-defeating financial behaviors (assuming you have any of course…)
4Sharing the power of Choice
In order to make the proper choices, you’ll have to understand the “power of choice” (hopefully you are already leading by example…)

WORKSHOPS

The "Client Focused" Advisor

In today’s hyper-competitive financial market your clients and prospects have no shortage of advisors and companies trying to lure them away from you. I have a question for you: What do you focus on every day? Clients are looking for financial leadership – solid advice and guidance in making the tough financial decisions they have to make for their families.

In this insightful half-day workshop - Robert will offer concrete examples of what clients are struggling with today and how you can take a leadership role as their financial professional. Robert has over 20 years experience as a client of the Canadian financial services industry and via his Canadian best-seller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. Their concerns might surprise you; they might even scare you, but they will certainly enlighten you.

You'll learn the keys to becoming "client focused" so that when the "CRM2 Tsunami" hits in 2016 that you'll be prepared for difficult client conversations and be able to demonstrate true value to your clients.

Key Topics Include:

1An honest assessment of how your business is structured today - including client segmentation, demographic analysis and revenue streams.
2Development of powerful marketing goals to generate more "sweet spot" clients.
3Development of powerful marketing goals to generate more "sweet spot" clients.
4Creating an inspiring vision of your "ideal life" (no, I'm not just referring to you business - but everything that goes into your life).
5Creating an "action plan" to implement two new key ideas in the next 90 days.

I Can't Hear You (Blah, Blah, Blah...)

Communication is at the core of every successful client/advisor relationship – and lack of communication (or improperly structured communication...) is one of the leading causes of client/advisor dissatisfaction and eventual breakup.

Robert's half-day interactive workshop will offer concrete examples of what clients are struggling with today and how you can start to bridge the communication gap with your most valuable asset. Through role-plays, video education, small group interaction you'll attain key insights into the "golden rule of communication"

Get ready to communicate with your clients – because if you’re not willing to listen, your clients seek out someone who will.

Key Topics Include:

1Playing Catch
Communication moves back and forth and requires two (or more) participants - it's ok to "pitch", but better if you learn to "catch" first.
2Filling the Funnel
You have to fill your funnel with better questions in order to move communication forward (and no, I'm not talking your sales funnel...)
3Can You Hear Me Now?
There are two kinds of listening, which one you choose to use will determine how successful you are.
4The Golden Rule of Communication
(Hint: It’s not “They who have the gold make the rules...”)