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Sarano Kelley

Challenging Financial Professionals to Break Through Performance Barriers in their Professional & Personal lives

Sarano Kelley helps organizations discover immediate, innovative and actionable steps that will turn adversity into an advantage.

For more than two decades, Sarano Kelley has been delivering number-one rated speaking, top-ranked coaching, and world-class training to elite advisors and senior managers in the financial services industry.

Sarano’s unique philosophy of training, coaching and accountability has been called “the perfect trifecta.” Whether retained to conduct a 45-to 90-minute keynote presentation or a half-day to two-day corporate training session, Sarano can institutionalize initial results through the use of the “accountability-based coaching” found in The Game.

Sarano is more than just a ‘shot in the arm’ for your organization. Whatever your corporate challenge, his message and vibrant delivery, quickly align the disparate attitudes in your organization, spurring new levels of productivity through a focus on proven principles and methods.

His Vision

A better-than-ever financial services industry influenced in large part by The Kelley Group’s paradigm-shifting focus on RESULTS and REVENUE, a positive shift designed to honor and support the financial services industry’s leaders, professionals and their clients.

His Mission

To deliver world-class training to the financial services industry through The Game technology, thereby helping financial advisors realize substantial increases in their production, expertise, communication skills, and experience profound improvement in the areas of their personal lives that matter most.

We partner with Sarano Kelley and The Kelley Group to deliver keynote speeches, 4 to 6-week training programs, 1/2 day to 3 day programs, and their 90-day coaching program.

 

Keynotes

In his keynote speeches, Sarano not only customizes his content to the challenges and goals of your organization, but he also shows participants how to create and welcome challenges in their work and personal lives.

  • Operating in a Virtual World – How Do You Come Across over Camera?
  • Client Acquisition in a Virtual World
  • COIs: Tapping into a Profitable Resource for Asset Gathering
  • Mastermind Groups – Elevating Your COI Relationships to the Next Level
  • The Game: Double Your Productivity in 90 Days
  • Reframes: The Art of Overcoming Resistance and Handling Objections
  • The Referral Game: 90 Days to Limitless Prospects
  • Beyond Prospecting: Reversing the Deal Flow
  • Special Customized Keynote Topics (contact us for further details)

Training

The Kelley Group offers the following training programs which can be customized to your organization’s goals:

  • Presentation Skills: Beyond Communication to Conviction
  • Goals-Driven Selling: From Financial Advisor to Wealth Advisor
  • Social Networking Skills: Artfully Turning Social Interactions into Business Development Opportunities

Coaching

  • Corporate Training – Results That Stick
  • The 90-Day Game
  • The 18-Month Elite Advisor Training Program
  • The Recruiting Trainer

Over the last four days I have spoken to dozens of our FAs (financial advisors). The theme is the same, from FAs with 30 years of experience to 30 days of experience: it was the best conference they have attended and the impact of your presentation was remarkable.”
Jeff Durkee, Director, southern division, Legg Mason

“I was able to increase my production, gain balance in my life and attract the type of client that I enjoy working with. I truly live a more complete and fuller life thanks to participating with Sarano Kelley.”
Morgan Stanley financial advisor

During my 90 day game being coached by Sarano, I was able to bring in 300 referrals in just 90 days while handling some personal challenges that would have otherwise devastated me and anyone else in my position. Over the 18 months time that I worked with Sarano, I watched my production go from $1.7 to $2.4 million.

I told senior management that I was going to start charging for plans and do $100,000 in my first year of charging.  I’ve been doing plans for years but for free.  One of the things I learned from working with Sarano is that the reason I followed thru with my commitments to him is because I had skin in the game, just like when I pay a personal trainer I tend to show up at the gym.

I called Sarano right away shared with him the goal, and he prepared me.  He is big on training, practice and coaching, something I understand very well being a former Marine. Well I didn’t reach $100,000 but in my first year charging fees for planning but I did go from $0 to $80,000 in fees charged for plans that were definitely a direct result of the training I received by Sarano.”
JesseVitagliano, $2.4 million dollar producer

A Partial List of Sarano’s Clients in the Financial Services Industry

  • AIG
  • AIG SunAmerica
  • Alliance Bernstein
  • Allstate Financial
  • American Express
  • Ameriprise Financial Services Inc.
  • AXA
  • Bank of America Investment Services Inc.
  • Charles Schwab
  • Citigroup
  • Deutsche Bank
  • Fidelity
  • Financial Planners Association
  • GAMA International
  • GE Financial Advisors
  • Genworth Financial
  • Guardian Life Insurance Company
  • HD Vest Financial Services
  • Ivy Funds
  • Jackson National Life
  • Janus
  • John Hancock
  • LPL Financial
  • Merril Lynch
  • MetLife
  • MFS
  • Morgan Stanley
  • NAIFA
  • New York Life
  • Oppenheimer
  • Pioneer Investments
  • Putnam Investments
  • Raymond James
  • RBC Wealth Management
  • Senior Market Advisor
  • Smith Barney
  • State Street Global Investments
  • Sun America
  • Suntrust
  • UBS
  • Wells Fargo
  • and The White House
Travels From:  California
City: Los Angeles
$10,001 to $15,000

Biography

Sarano Kelley, founder of The Game and author of The Game: Win Your Life in 90 Days, grew up in a gang-infested neighborhood of Brownsville, New York. At age 16, he was accepted and began his studies as Vassar College. By the time he reached 23, he was already earning $400,000 in commissions as a Wall Street stockbroker. It was at the height of his professional success when a family tragedy occurred and Kelley lost some of his beloved family members in a sudden fire. The somber experience was the driving force behind Kelley’s journey of new beginnings where he discovered how to produce results, while achieving a life based on the principles of balance and purpose.

Kelley’s experience as a motivational speaker and life coach has allowed him to train more than 250,000 people. While serving as a media coach, Kelley trained several corporate leaders and government representatives. Because his trainees were frequently interviewed on CNN, 20/20 and 60 Minutes, it was up to Kelley to properly prepare these individuals for their public exposure. His media coaching experience also gave Kelley an opportunity to coach President Clinton’s White House Fellows, a leadership group which included Gen. Colin Powell.

For several years running now, Kelley has been rated as the number-one speaker for the Securities Industry Institute at the Wharton School of Business. Kelley has appeared on Good Morning America and his non-profit foundation teaches the same principles to schools across the nation. Additionally, his own ABC prime-time television special for children called The Game: Winning at Life likewise espouses these same successful principles and ideas.

In February 2007, Sarano won his own personal game when he married his partner in life and in business, Brooke Kelley. He is the proud father of two beautiful daughters, Georgia and Grace.

Presentations

In today’s world, more and more professionals depend on virtual communication to connect with clients and prospects. However, many advisors haven’t been trained to effectively use this medium to provide a “personal touch.”

Advisors gain a satellite overview of the how virtual selling is the wave of the future. They’ll be introduced to a unique system that is ideal for strengthening client relationships and for bringing prospects into the fold during challenging times.

In this session, advisors will learn important presentation skills for:

  • Ensuring their message is professionally delivered
  • Delivering a message that is highly interactive and encourages feedback.
  • Identifying physical traits that show/tell if the participant is actively engaged.
  • Checking in to confirm the message has been properly received.

In this highly information and dynamic presentation, Sarano Kelley will teach attendees how to break the typical prospecting mold to successfully turn prospects into enthusiastic clients. They’ll explore ways to engage with almost anyone, whether face-to-face, via telephone, video conferencing or emails. Equally important, they’ll learn how turn rejections into successes by reframing the prospect’s point of view.

Attendees will learn:

  • How to have clients become their advocates by helping friends and family members who are being underserved by or who have lost confidence in their current advisor.
  • A step-by-step process for having current clients help them find prominent Centers of Influence (COIs) who they can develop productive and profitable relationships with. These power players represent “money in motion.” They are well established in the community and are influential socially, politically and/or economically.
  • How to educate and convert COIs to be their “early warning systems” for identifying and referring clients who are dissatisfied with their investment results and with their advisor’s approach during market upheavals.
  • The power of a pre-planned and meticulously delivered script. Instead of just “winging it,” advisors will learn the value of having a well-prepared script that is rehearsed and expertly delivered to prospects.

Advisors who know how to properly communicate with clients during a crisis will outshine those who are MIA. By being proactive, they can increase client confidence and provide a valuable and timely community service.

In this program, advisors will learn a step-by-step process for finding influential Centers of Influence (COIs) and developing productive and profitable relationships with them. These power players are well established in the community and are influential socially, politically and/or economically.  Once advisors know the secrets for finding and negotiating a mutually beneficial referral relationship with COIs, they will find them to be instrumental in helping to take the advisory practice to incredible heights.

These proven techniques, include:

  • How to get clients onboard so they are willing to connect you with their COIs.
  • How to interview the COI to uncover his or her unique business development needs and determine if the COI is a good fit for your business objectives.

These networking groups, composed of like-minded professionals, will share business development ideas, discuss challenges, and explore and participate in joint ventures. As Mastermind Group members come to know and respect each other’s business acumen, goals and values, trust is built. At this point, the giving and receiving of client referrals is a natural progression.
In this session, you will:

  • Explore the value of organizing a COI Mastermind Group for business development purposes.
  • Step outside the “typical” COI world to identify non-traditional COIs who can add value to your Mastermind Group.
  • Create a system and learn a proven dialogue for inviting COIs to join your Mastermind Group.
  • Explore strategies for leading a successful Mastermind Group
  • Identify and learn how to overcome challenges you may face when leading a Group.
  • Develop a written plan for starting your own Mastermind Group.

The Game keynote presentation describes the highly successful Game Method in detail, as found in the best-selling book. Using lecture, story, humor, and self-diagnostic exercises, this session engages participants – giving them a rare chance to assess their performance in key areas. And it offers them a challenge over the following 90 days to make significant improvements – using key principles from sports and other forms of competition.

The Firm keynote presentation offers breakthrough strategies for individual advisors looking to better manage their teams and achieve maximum accountability.

Advisors learn the approaches and methods used by the highest-performing teams, including: how to assign team roles and responsibilities, how to choose a practice manager, how to discuss conflicts between senior partners, and how to hold partners accountable for initial agreements. This keynote also instructs advisors on the importance of quarterly performance reviews, and offsite team meetings, while showing how to establish an advisory board for their team.

This mesmerizing keynote teaches participants the powerful communication tactics mastered by the top 1% of advisors to overcome situations that can otherwise derail the selling process. It showcases techniques such as the “replay,” “verification,” “

It showcases techniques such as the “replay,” “verification,” “acknowledgment,” and “probe,” that cause a client or prospect to reconsider their objection or concern. The presentation also describes both the conscious and unconscious objections that make clients or prospects hesitate to move forward on important financial decisions.

This keynote produces a consistent and documented 1000% increase in referrals for advisors who use the proven process.

The presentation explains why the traditional approach to referrals often fails, and how with a better client service model and more advanced consultative dialogue skills, advisors can create new “advocate” relationships with their clients – turning them into business development partners, not mere referral sources.

This fresh approach to referrals empowers advisors to take advantage of the sea change in business development brought on by social media.

This dynamic keynote helps advisors build a “strategic network” that acts as a magnet for new business.

Participants learn the little-understood principles that make some people naturally better connected – connections that give them special advantages in business settings. Advisors learn a new step-by-step networking approach called “campaigning,” practiced by some of the industry’s largest and most profitable producers.

This groundbreaking presentation ranked #1 at the Security Industry Association’s Wharton School program for industry leadership for several years running.

Going beyond the basics, this training session helps participants take their communication skills to a higher level, tapping into their deepest convictions – the emotions that create the most powerful and memorable presentations.

Advisors will learn the key communication techniques that cause audiences of all sizes to take action – as well as the one little-known secret to successful speaking that is rarely taught in presentation skills programs.

This enlightening session shows advisors how to use an elite discovery process with clients and prospects that more deeply explores a prospect’s goals and values. Empowering advisors beyond financial planning, and into the wealth management arena, this session introduces a goals-driven conversation that positions the advisor immediately as a trusted resource, and creates a unique dynamic where the prospect closes the sale for the advisor.

Empowering advisors beyond financial planning, and into the wealth management arena, this session introduces a goals-driven conversation that positions the advisor immediately as a trusted resource, and creates a unique dynamic where the prospect closes the sale for the advisor.

This must-see training session explores the all-too-common challenge advisors face in social networking: how to turn small-talk into genuine business opportunities – without appearing pushy.

Attendees learn the real secret to not offending social contacts, and how even the most seasoned advisor can communicate more effectively in social settings – making social networking an integral part of cutting-edge prospecting.

Areas of expertise

  • Financial Services Sales Processes
  • Financial Services Best Practices
  • Recruiting
  • Accountability
  • Financial Literacy
  • Leadership
  • Work-Life Balance
  • Media Skills
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