#1: Politics and Economics will not be reconciled at any time soon
This has and will continue to lead to volatile times in most things that impact investing and money management. The emergency steps taken by the public sector are going to cause major disruptions to the private sector. Inflation will be difficult to gauge and will impede the recovery process. Insurance will play a greater role in protecting long term assets.
#2: Being the best at what you do will be more of a premium than ever before
The “flat world” will greatly enhance competition from emerging nations and will require you to invest serious time to isolate and sharpen specific skills. Those unwilling to improve will find themselves ineffective. Deliberate Practice will come of age in the “New Normal.”
#3: None of us have enough time to deal with life
Time management will be replaced by the ability to set priorities, as one of the most critical skills and cause people to change their practices. You have to reassess what is really important and get rid of things and relationships that are not.
#4: There is more than One Right Answer
Finding a right answer is just the beginning. The Risk-Reward parameters have changed. Horizontal versus vertical thinking.
#5: You must develop a robust capacity to enjoy the process
Creating a niche group that you enjoy and finding others that share the same hobbies and interests. Stay in the moment and get rid of negative distractions.
In this dynamic presentation, your advisors will discover…
- The importance of Communicating with clients in Volatile Markets
Gaining the trust of your clients in volatile markets by respecting their perspective
- The importance of focusing on your top clients
What % of your clients are “A” clients and where are you spending your time today?
- Evaluating Portfolio Asset Allocation in the “New Normal”
Why a broader allocation into new markets is essential
- Identifying your Niche and Building a Niche Marketing Strategy
Acquiring high net-worth clients through a niche that you enjoy
Ever since Ted Levitt wrote “Marketing Myopia,” marketers have understood that the purpose of a business is finding and keeping great clients. Over the years the emphasis has shifted much more to finding any client as opposed to great clients and in the process many of our best clients have slipped away from us because our emphasis is on new accounts versus client retention. This is often not the fault of the service provider but rather it is the fault of misdirected management who are overly concerned with immediate growth metrics as opposed to creating apostles from existing clients.
The message is simple. The more effort that is put into having your best clients overwhelmed by the service that is provided to them, the more growth you will experience in almost any service business.
This talk is filled with lessons and examples of just how powerful service providers can become if they put their clients first, a lesson that has been all but forgotten in an age where short term profits, management compensation and shareholder approval have all received greater priority than the client.
You will learn the techniques to make the next twelve months your personal best.
This presentation covers the following topics
Planning:
- Profiling
- Setting meaningful goals
- Accumulating Designations
Relationship Management:
- Portfolio Reviews
- Creating a personal relationship
- Frequent Updates
Business Development:
- Creating a Value Proposition
- Marketing
- Client Events
Creating the powerful team:
- Expertise
- Delegation skills
- Communication
Service:
- Creating the “Ultimate Customer Service Model”
Investments:
- Looking for the right answers
- Asset Allocation
- Managing for the sequence of returns
This is a three hour workshop that can be condensed into a one hour presentation
The Financial Service Industry is becoming more and more complex as the functions of Securities firms, Banks, Insurance Companies and Financial Planning firms are all being merged together. The concept of the financial supermarket, where all of an individuals financial needs, including both asset and liability management are now being handled by one person. This trend has led to the creation of client service teams.
Before a team is formed, markets targeted, mission statements formulated or team member roles defined, it should be determined what services that the team is going to provide and to whom. Most teams are created before this occurs and then must force the team members into uncomfortable roles or roles that they are not capable of performing at a level of excellence.
This presentation focuses on the most successful practices in team building. Initially the team’s values statement is determined. Once this is done, you can begin to map out the type of team that should be assembled and what the individual roles for team members are. There are many different variations and sizes of teams that are examined. Different structures for teams are discussed and various roles of team members are explored from the “rainmakers” to the inside individuals responsible for a whole host of client services.
The role of the relationship manager is discussed along with techniques for strategic planning sessions for the entire team. Successful delegation to various team members is an important part of a team’s effectiveness. A delegation model is created to insure the team accomplishes this at optimum levels.
Next, the whole topic of trust among team members is explored in great detail as well as the five most common dysfunctions of a team that result when trust is not sufficient. Different practices in compensation are enumerated, and finally the whole discussion of the pre-nuptial agreement and the dissolution of the team are explored.
This is a three hour, interactive workshop for team members that can be highlighted into a one hour presentation.