Clients for Life

Two-day financial seminar
for wholesalers

This two-day workshop combines relationship and consultative selling approaches to help wholesaler’s position themselves as problem solvers in a changing market.

Our research with top producers and experience with AIM wholesalers and their clients will allow us to pinpoint specific issues and create a customized process for success.

Suggested agenda

	Repackaging yourself as a solutions provider
	Building and leveraging relationships in a challenging market
	Helping brokers solve their problems

Repackaging yourself as a solutions provider Being a valued resource

	Separating yourself from the growth-shop image
	Transitioning from vendor to advocate
	Increasing your visibility: Showing-up and staying in-touch
	Personal branding: Core concepts and supporting beliefs
	Broker focused solutions: Pinpointing their pain
	Leveraging existing relationships and developing new clients
	How to discuss value-fund and mid-cap success without pushing products
	Developing educational programs that create broker loyalty Getting in front of the clients not just the brokers
	Analyzing the feedback from your most successful wholesalers

 

Presentation skills that will really
make you a better speaker

	Discovering your animation and presence threshold
	Turning fear into talent
	Increasing your visibility: Showing-up and staying in-touch
	Simple Power Point with high impact results
	Discovering your original humor ™ How to make sure they remember you and your presentation

Building and leveraging relationships in a challenging market: Being the best vs. being consistently chosen

	There is more to success than being the best
	Understanding the common agenda
	Dealing with your own ego issues so you can help the brokers with theirs
	Personal branding: Core concepts and supporting beliefs
	Believability: The cornerstone of marketing and sales
	Staying popular when your products are not
	Surviving the blame
	How to prevent your intelligence from working against you
	Why so few people leverage relationships effectively
	Are you losing your effectiveness by making people wrong?
	Dropping your judgments and raising your insights
	How detectible is your compassion
	Repairing deteriorating relationships
	How concern and competency create trust: Clients for life
	How to make the connection: Business friendships that get results
	Proving integrity and stability: Effectively explaining your value
	Will doing business with you make them look good to others?
	Difficult personalities and how to use them to your advantage
	Developing a simple easy-to-maintain customer care process
	Being competitive by doing more of what you do well

Defining and managing advocate relationships

	Level 1: The business buddy
	Level 2: The champion
	Level 3: The advocate

Knowing the level of your relationship
Internal and external leveraging: Targeting your opportunities

Listening like the trusted advisor

	The listening exam that 75% of the population will fail
	Listening problems: Do clients feel heard or endured?
	How to avoid robbing people of their uniqueness
	Simple Power Point with high impact results
	Neurological facts: The pituitary-gland advantage
	Letting them talk about themselves
	Effective responses
	The truth about body language and eye contact

How the top 2% manage relationships

	Managing expectations and emotions
	Structuring your clients’ expectations
	Delivering bad news effectively
	Developing your insights
	Being a one-stop-shop
	Being a trusted resource
	Restoring relationships with disappointed clients

Helping brokers solve their problems: Consultative selling

	Defining your client’s agenda
	Gaining agreement on the value of your service
	How to expand your expertise: Coaching and problem solving
	Being the support they need when they need it
	Presenting your expertise to gain influence
	Working strategically
	Building trust: Managing client interactions
	Creating work agreements and commitments
	Developing a customized prospect to client process
	Implementing solutions and making them stick

Train the trainer: A facilitated implementation process

	First impressions: Creating impact
	Time control: Focusing on what's important
	Persistency that’s well received
	Monitoring events and measuring progress

Measurable results

1. Improved talent driven performance
2. Increased productivity

Assessment Tools Available

Team member assessments are available to help managers and salespeople quickly identify strengths and weaknesses. Tools include online assessments, one-on-one interviews and historical data reviews to determine the most effective ways to help team members maximize their talents.

Available online assessments for team members include:

• Personal Interests, Attitudes and Values

• Sales Strategy Index

• Complete Sales Profile
  Sales Characteristics, Value to the Organization, Checklist for Communicating, Don'ts on Communicating, Selling Tips, Ideal Environment, Natural and Adaptive Selling Skills, Keys to Motivating, Keys to Managing Areas of Improvement, 12 Behaviors Targeted to Sales, Employee/Managers, and Customer Service

Please contact Wynn Solutions to discuss your training needs. Due to our partnerships with some of the nation's best speakers, trainers and leading authorities, we are able to offer your company a large variety of the highest quality training solutions. Phone: 888.833.2902, e-mail Wynn Solutions