The average investor today does business with six to eight different financial professionals: he has a banker, a mortgage broker, a life insurance agent, and three or four different financial advisers. When he retires, he goes from working with six to eight, to one or two.
The business of financial advice has changed continually over the last 30 years. When Mark passed his Series 7, the business cards read “stock broker.” Then came the titles “investment advisor” and “financial planner.” Today we are expected to be comprehensive wealth managers. But this isn’t just a name change on a business card; it’s a fundamental change in the way we run our business and market our services. The recent financial crisis has created even more dramatic change in our market. More than ever we need to ask ourselves, “What changes am I making to change with it?” As the front edge of the baby boomers start to retire this year, the question is: will you be the adviser that the money is being transferred to —or one of those it will be transferred from?
In this dynamic presentation, your advisors will discover…
- Doing business the way your clients want business done
- Building a business, not just a “book”
- Refining a plan to get your clients’ financial house in order
- How to work more efficiently to maximize your day
When Mark was the national spokesman for Sir John Templeton, one of the most respected money managers in the world, he would speak at locations around the world to some of the top producers in the financial industry. Afterward, Mark would often speak individually and continue to correspond with these high level producers and discuss “Out of all the financial advisors in the U.S., what is it that you do that makes you one of the best?”
Mark has pinpointed the common traits of the most successful advisors in the country. In this high energy, thought provoking presentation you will hear the insightful observations.
- How to talk so your clients will listen…and how to listen so your clients will talk
- How to see it before it becomes obvious
- How to get automatic referrals
- Where the roadblocks to success are and how to avoid them
- How to create a business plan that works vs. one that is one created but never followed
It’s been many years since the financial crisis, yet pessimism persists. Budget crises, long-term unemployment, volatile foreign markets – bad news has become the ‘new normal’. And the public doesn’t know which pundit to believe. Should we be worried about inflation or deflation? Government debt or declining demand? No wonder polls show that most Americans believe we’re still in recession, and investors are sitting on cash, too afraid to get back in the market.
What if they are all wrong?
Have we been blinded by it all? Are we extrapolating the present? The history books are full of examples of previous technology revolutions: the Industrial Revolution, the railroad revolution, electrification, mass production, and most recently, the information revolution. Have we failed to peer around the corner and see that there is a new engine of growth in its very early stages?
The world is changing – technology is accelerating – fortunes are being made. Now is the time to ask yourself, “What Happens Next?”
In this presentation, you will learn:
- How history has repeated itself, and how it will continue to do so in the future.
- How, with consistent regularity, the evolution of a new technology revolution unfolds, and how it always unfolds in exactly the same manner.
- That we are in the early stages of the next technology revolution.
- How these technology revolutions always complete their cycle in 45 to 60 years. (The microprocessor was invented in 1971, 43 years ago!)
- To acknowledge the past as a guidepost and use it to see the future before it becomes obvious to everyone else.
Optional macro-economic segment for financial audiences:
- Why the outlook for the economy is positive and why stocks will continue to rise, with the DOW possibly reaching 30,000 by 2020.
- Why the recovery has been so slow and how the Federal Reserve plans to get the economy moving again.
- What Ben Bernanke meant when he said the Fed has new “tools”, and why Janet Yellen’s first move may be “down”, not “up”.
- What the Fed’s “exit strategy” will be and how it is pioneering techniques to control inflation and manage interest rates.
This high-energy and informative presentation is designed to help attendees see the world in a different, more positive way.
The economist Milton Friedman famously believed that the Fed caused the Great Depression. In 2002, Fed Governer Ben Bernanke agreed – “You’re right. We did it.”
We have entered an unprecedented era in the history of monetary policy. Are we fighting inflation or deflation? Are interest rates going to rise or fall? And why has this recovery been so weak? Are there lessons we can learn from our past?
This presentation examines the history of the Fed, how it caused the Great Depression, and how the Fed will make sure it never happens again. Since the financial crisis, Ben Bernanke and Janet Yellen have completely revamped our nations monetary policy and introduced new tools to guide interest rates. Bernanke called it “replacing a dull ax with a sharp scalpel.”
In this presentation you will learn:
- How the Fed caused the Great Depression
- Why printing over $3 trillion (QE1, QE 2, Operation Twist and QE3) did not create inflation
- How we are still fighting deflation
- Why the old method of moving interest rates will not work today
- What the new tools are and how they work
- -Why Alan Blinder told Janet Yellen that she should consider going “down, not up” for her first move as Fed Chairwoman
This presentation boils down complicated Fed reports so that audience members can make sense of the changes taking place at the Fed. Participants will leave with a broader, better understanding of the Fed and the knowledge to better allocate their clients’ portfolios.
You will be surprised to learn that what you thought was going to happen is no longer valid.
Have you ever hired a wholesaler trainer who has never “carried the bag”?
If you have been in the business long enough, you know exactly what Mark is talking about. The trainer can’t differentiate between a wirehouse advisor and one that affiliates with an independent broker/dealer. Or maybe they simply haven’t ever sold an “intangible” before. They taught basic presentation skills and how to speak in threes – “Tell them what you’re going to tell them, tell them, and then tell them what you told them.” Doesn’t it sound sophomoric?
Do your wholesalers have trouble setting appointments, so they default to calling on advisors that already are producing? The prospects they do visit are the ones that will take the appointment – C and D prospects. It looks good on the call report, but then you wonder why they aren’t moving the needle on sales.
When an advisor asks your wholesaler “What ‘cha got?”, what do they say? Do they just recite the marketing material?
How do they use their internal? Are they simply sending out literature and making endless thank you calls that get little or no response? Are the internal and external in sync at all?
Ask any advisor, and they will tell you that wholesalers add little value. I can help you change that, and all I need is a committment from the wholesaler to want to imporve. The technique is simple, but it’s not easy.
- Do you want them to double their sales? I’ve done it, and I’ve shown others how to do it as well.
- Do you want them to stand out?
- Do you want the advisor to ask them for their recommendation? Mark will show them how.
- Do you want them to work with their internal as a partner versus an associate?
Follow his suggestions and going forward, their problem won’t be getting into offices but getting out!
Client events need to both engage and educate, and Mark Zinder will give you the perfect balance of both. In this lively presentation, Mark will share stories that paint a picture of what to expect in the new economy going forward. This presentation is humorous and entertaining throughout, while at the same time providing your clients with historical perspective and an overview of where we are today. The end result, a memorable program that will help instill in your clients confidence in you and in their future.
