Erin Botsford, a Barron’s Top 100 Advisor struggled in business for the first seven years, never taking a day off.  Then she met “Paul,” who had grown his business from $300,000 to $3 million in 3 years and no longer met with clients!  Erin was flabbergasted by those results and asked Paul if she could spend one day with him.  He agreed.  What she was able to learn in one day she put into practice and within a few short years she too was doing over $3 million in production and her business grew substantially from there.  In this session, Erin will identify the 5 Keys to transforming an advisor’s practice into a business that can grow exponentially.

Learning Objectives – Audiences will take away:

1. Understand the mindset needed to build a “business” that can grow exponentially
   1. Identifying the unique abilities of the advisor/owner – there are only 3 things the successful advisor should be doing.
   2. How to hire, train and delegate all of the other functions of the business
2. An overview of the 5 Keys to building a business that can grow exponentially
3. Learn 3 of the tools Erin used to leverage her business
   • Founders Video
   • Publishing a Book
   • Charging Financial Planning Fees
4. Identify the roadblocks and overcome common Excuses and Objections
5. Understand why a self- managing business is good for the clients of the firm

There’s an old saying: “If mama ain’t happy, ain’t nobody happy.”  This adage certainly holds true when working with female clients in the financial services industry.  Entire books have been written about the difference in psychology of women and men, yet the more obvious lessons rarely make it into the sales process within our industry.  Women do not want to feel marginalized and there’s often a fine line between holding her in a position of honor and making her feel patronized. This session will shed light on the psychological aspects of working with women, either as singles or in couples and allow the advisor to win over the hearts and minds of their women clients without falling into unexpected traps.

Learning Objectives – Audiences will take away:

1. Understanding who drives the bus in the relationship
2. What’s the ONE question you NEVER ask a woman?
3. The Psychology of placement in the room
4. What Women REALLY want in an advisory relationship
5. How to prevent a female client from feeling patronized and/or marginalized

Most advisors ascribe to Modern Portfolio theory and the 4% rule when it comes to designing portfolios.  Erin believes MPT works great under two circumstances – if the client doesn’t need to live off their money or if the financial markets always go up.  Where MPT can fall apart is after the client retires, and needs access to their money; if the markets stay flat, or worse, go down for a sustained period of time, MPT can be disastrous! Erin Botsford created an alternative to MPT over twenty years ago and has been using it ever since.  Described in her best-selling book, The Big Retirement Risk: Running out of Money Before You Run out Time, it Lifestyle Driven Investing™ has been adopted by many advisors who want to protect their clients’ portfolios in good markets and bad. Dr. Wade Pfau, PhD, of the American College refers to Lifestyle Driven Investing™ as a second school of thought to MPT, adding it to his “safety first” styles of money management. Advisors would be well served to have an alternative money management style in their back pocket before the next major market correction.

Learning Objectives – Audiences will take away

1. What is Lifestyle Driven Investing™ and when it is appropriate to employ
2. The inherent problem(s) with Modern Portfolio Theory
3. Why building a client’s “House of Security” is paramount to long term success
4. The filters and criteria for asset selection in Lifestyle Driven Investing™
5. Why Lifestyle Driven Investing™ could protect an advisor’s business in a down market

This program gives advisors the easiest ways to “systematize the predictable’ which, in turn, creates exceptional and
repeatable client experiences. This leads to more client referrals – the lifeblood of a successful business

Most often overlooked in other trainings, building a unique brand message is a missing key to advisor success. Erin
teaches how to articulate your value proposition, appear “BIG,” and create a winning sales formula, regardless of the
size of your practice.

With margins on asset management shrinking, the need to create alternative streams of income has never been
greater. Learning how charging financial planning fees not only increases your bottom line but also guarantees all
other product revenues.