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Richard Weylman, CSP, CPAE

THE POWER OF WHY: Breaking Out in a Competitive Marketplace

Elevating Business Performance In Today's Marketplace

Travels From:  Florida
City: Sarasota

Biography

Over the past three decades Richard Weylman has established a worldwide reputation for helping hundreds of clients better understand how consumer trends and expectations are creating enormous opportunities for profitable growth. Most importantly, he communicates how to make the organizational and professional changes needed to attract and retain new customers and talent to effectively elevate business performance.

He has authored three landmark books; two of which are international best sellers, including his most recent, The Power Why- Breaking Out in a Competitive Marketplace- an 800CEORead.com best seller as well.

Richard’s Accolades include:

  • Forbes Media calls Richard’s content & presentations “brilliant.”
  • The Council of Peers Award of Excellence (CPAE)
  • Induction into the Professional Speakers Hall Of Fame
  • Direct Selling Association Partnership Award for measurable impact on member companies
  • Nominee for the Horatio Alger Award

Richard was orphaned at the age of six, and spent his childhood living in 19 different foster homes and attending 11 different schools.  However, he has always framed that life experience as great training; “no problem meeting and connecting with new people!”

He believes in philanthropy and provides ongoing support for many organization

Presentations

No longer is being “different” enough to stand out in the marketplace. Customers engage based upon the over-arching distinctive value they perceive you offer as a provider of products or services.

Based on the input we received from 350 face-to-face interviews of affluent consumers, this presentation will teach advisors how to position their expertise so they are able to ENGAGE NEW PROSPECTS. In addition, advisors will learn how to communicate the value of their recommendations both functionally AND emotionally to clients and prospects to reduce fee and pricing pressures.

Specifically, this 60-minute keynote presentation addresses:

  • How do you answer the question, “WHY should I do business with YOU?”
  • The importance of having the RIGHT VALUE PROMISE so that you will ENGAGE your prospects.
  • Why your “years of experience, expertise or education” is NOT the reason people today initially inquire and engage.
  • How to uncover the REAL reason your best clients do business with you.
  • Closing the value understanding gap so that your recommendations resonate as THE SOLUTION they seek.
  • Communicating the EMOTIONAL value of your recommendations so fee or price pressures are significantly reduced.
  • Moving past “following up” and proactively setting “the next steps.”

MEASURABLE OUTCOMES: Increased revenue and marketplace distinction.

At a time when products, processes and platforms are increasingly commoditized, an elevated experience is a key part of how clients and prospects determine value. No longer is it enough to be transactionally efficient. Every advisor — and by extension their firm — needs to deliver an end-to-end elevated experience to set themselves apart from all others. The key components of an elevated experience and the actionable tactics to execute, as expressed by financially successful individuals, are detailed.

Specifically, this 60-minute keynote presentation addresses:

  • Why good, great or even personal service is no longer enough to retain their business.
  • How a client or prospect’s overall experience is now an integral part of their perception of real and perceived VALUE.
  • Why an elevated experience illustrates a relational approach over a transactional approach.
  • How delivering an elevated experience becomes a very clear point of distinction from other firms and advisors.
  • Why a consistently elevated end-to-end experience creates emotional chemistry, stronger relationships, repeat business, and brand advocacy.
  • The six psychological needs that drive their desire for an elevated experience AND the specific tactics for each; tactics that will set you apart as an advisor and as a firm.
  • Why consistent delivery is about mindset; not about time or investing treasure.

ROBO advising, DOL, ubiquitous sources of information and shifts in consumer behavior all are forces that can affect acquisition and business growth. This presentation breaks through the barriers and provides advisors with proven strategies and prescriptive tactics needed to target and acquire more of the right clients.

Specifically, this 60-minute keynote presentation addresses:

  • Why mass marketing is out of synch with the behavior and advisor selection process of the financially successful.
  • How 87% of individuals network and communicate with one another and why it matters.
  • Why your current book has markets and networks that are just waiting to be uncovered.
  • How to clearly identify and uncover those markets and networks and move forward.
  • The most effective ways to be highly visible and a “go to” financial advice resource in your chosen markets.
  • How to leverage your best client relationships to gain a steady flow of targeted warm introductions to the RIGHT prospects, not just some random referrals.
  • How to improve your social prospecting skills with the exact words that enable you to confidentially move from “meeting people” to “meeting WITH people.”
  • How to proactively execute and make the changes that will move you into growth.

Leading a multi-generational workforce, increasing advisor productivity, changes in consumer expectations, as well as improving recruiting and retention, are just a few of the issues facing every leader in the financial services industry today. Regardless of title or role, these issues require each leader to now see their role through a different lens – the lens of the individuals they lead and the external clients they ultimately serve. Specifically, this 60-minute keynote presentation addresses:

Specifically, this 60-minute keynote presentation addresses:

  • The importance of a clear strategic vision for each team and the overall enterprise.
  • Why strategies that are not firmly based on a larger overall vision fail.
  • How to develop a clear vision, create willing followers and bring new leaders forward.
  • How to ensure every team member, regardless of their role or tenure, is working with a true sense of purpose.
  • Key insight and prescriptive tactics to communicate more effectively with today’s diverse multi-generational team members.
  • Proven steps and strategies to craft a team and client-centric culture that makes your organization a beacon to which prospects and new team members are drawn.
  • How attendees can assess how they currently lead and identify areas of needed improvement.

Leading a multi-generational workforce, increasing productivity, as well as improving recruiting and retention are just a few of the issues facing every leader today. Whether they are CEO, president, department head or team leader, these issues require each to see their role through a different lens.  The lens of the individuals they lead and the external clients they ultimately serve.

Consequently, leadership at every level requires a clear definable vision of the future and a communication reset that delivers direction and promotes collaborative processes.

These required shifts, coupled with a caring culture that focuses your team on demonstrating the core values of your organization, ensures the future growth and sustainability of every organization. This presentation while inspirational in tone, calls all audience members to ask themselves the tough questions about how they currently lead and where they need to improve.

 

Areas of expertise

  • Marketing
  • Sales
  • Understanding the Affluent
  • Telling Your Story
  • Connecting to the Different Generations in the Marketplace
  • Leadership
© 2019 Ro Morrison & Assoc.