Agenda & Materials
Day One Outline
Session One: The Affluent Opportunity (8:30am - 10:00am)
The Affluent Opportunity - Turning Dissatisfaction into Opportunity
-Welcome and introduction
-Framework of the weekend
-Our research methodology
-Overview of the affluent opportunity in the current market environment
-Learn how a select group is truly winning in tough times
-Master the art of offering "second opinions" on portfolios
-Introduction to 4 key affluent motivators
-Review the eight most important criteria the affluent use to select a financial professional
-Learn how the affluent make major purchase decisions
-Learn where they look for options and how they make the final decision
-Learn how the affluent determine to use the same provider again (affluent loyalty)
-How to capitalize on affluent dissatisfaction
-Learn what the affluent want in a financial relationship.
Session Two: Profile of a Rainmaker (10:20am - 12:00pm)
-Overview: Mindset, Activities & Skills of a Rainmaker
-Learn a seamless answer to the "fee question"
-Role Play - "What are your fees?"
-How to deliver a powerful and seamless value statement
-Role Play - "What do you do?"
-Review the statistics on Rainmakers - those financial professionals who bring in 10 or more $1 million+ relationships each year.
Session Three: Tools of a Rainmaker (1:00pm - 2:40pm)
-How to evaluate and profile your top clients
-How to establish your competency as a go-to financial coordinator
-Determine your IDEAL and MINIMUM client profiles
-How to seamlessly deliver your value proposition anywhere
-How to use your business cards effectively
-How to create and use a "social card"
-Learn the research and DOs and DON'Ts of using a brochure and collateral materials
-Master the Personal Financial Organizer
-Role Play: Introducing the Financial Organizer to top clients.
Session Four: High Impact Activities for Tough Times (3:00pm - 4:30pm)
Based on our ongoing independent research, identify the high impact activities of a Rainmaker and learn what tools Rainmakers utilize in their practices
-Learn the high-impact prospecting activities
-How to seamlessly arrange introductions and penetrate centers of influence
-Role Play - Arranging Personal Introductions
-How to consistently generate referrals
-How to turn referrals into Introductions.
Day Two Outline
Session One: High Impact Activities Continued (8:30am - 10:00am)
-How to establish strategic referral alliances with CPAs, Attorneys, and other non-competing financial professionals
-How to use strategic networking efforts to fill your pipeline with ideal prospects
-Learn how to hold effective Intimate Client Events that are fun and will bring Ideal prospects to you
-Learn what activities to avoid as they drive the affluent away.
Session Two: Affluent Sales Skills (10:20am - 12:00pm)
Start by assessing your affluent sales skills - then learn our 6 step process and develop sales skills so seamless they're practically invisible
-How to find an ideal prospect who's in transition
-How to get face to face with that prospect
-How to build rapport and earn their trust
-Uncover "windows of opportunity"
-Role Play - Probing Questions
-How to establish your consultative competence
-Master the "mini-close"
-Clinch the relationship and close the sale
-Role Play - Closing the Sale.
Session Three: The Mindset of a Rainmaker (1:00pm - 2:40pm)
-Review Rainmaker Best Practices - Mindset
-How to develop the mindset of a Rainmaker
-Understand the psychology of performance
-How to utilize your subconscious mind though constructive thoughts - think big in order to act big
-Eliminate negative thought patterns
-Develop the right habits
-Get out of your comfort zone
-Create your Rainmaker Affirmations and stick to them
-Set goals to develop your peak motivation
-Engage your Rainmaker Achievement Cycle.
Session Four: Rainmaker Action Plan (3:00pm - 4:30pm)
-Create your Rainmaker Action Plan
-Confirm your affluent prospecting goals
-Define your fixed daily activities
-Accept the Challenge: 30 Day Rainmaker Quickstart
-Final Q&A Session
Two Days of High Level Sales Training
A Comprehensive Set of Rainmaker Materials:
-Rainmaker Weekend Workbook (140+ pages)
-Becoming a Rainmaker book
-Rainmaker Quickstart CDs
-Personal Financial Organizer including Audio Instructional CD and Affluent Client Documents in hard copy and electronic forms (CD included)
-101 Tips for Becoming a Rainmaker
-Critical Path Organizer System: Pipeline Tracker, Contact Manager, -Critical Path Organizer, and Daily Scheduler (includes hard copy and electronic versions on CD)
A Follow-up Rainmaker Conference Call
-Reinforcement of Rainmaker Best Practices
-Review of Rainmaker Pipeline Process
-Review of High Impact Rainmaking Activities
-Review of Rainmaker Sales Skills
-Peer accountability, feedback and support
Session One: The Affluent Opportunity (8:30am - 10:00am)
The Affluent Opportunity - Turning Dissatisfaction into Opportunity
-Welcome and introduction
-Framework of the weekend
-Our research methodology
-Overview of the affluent opportunity in the current market environment
-Learn how a select group is truly winning in tough times
-Master the art of offering "second opinions" on portfolios
-Introduction to 4 key affluent motivators
-Review the eight most important criteria the affluent use to select a financial professional
-Learn how the affluent make major purchase decisions
-Learn where they look for options and how they make the final decision
-Learn how the affluent determine to use the same provider again (affluent loyalty)
-How to capitalize on affluent dissatisfaction
-Learn what the affluent want in a financial relationship.
Session Two: Profile of a Rainmaker (10:20am - 12:00pm)
-Overview: Mindset, Activities & Skills of a Rainmaker
-Learn a seamless answer to the "fee question"
-Role Play - "What are your fees?"
-How to deliver a powerful and seamless value statement
-Role Play - "What do you do?"
-Review the statistics on Rainmakers - those financial professionals who bring in 10 or more $1 million+ relationships each year.
Session Three: Tools of a Rainmaker (1:00pm - 2:40pm)
-How to evaluate and profile your top clients
-How to establish your competency as a go-to financial coordinator
-Determine your IDEAL and MINIMUM client profiles
-How to seamlessly deliver your value proposition anywhere
-How to use your business cards effectively
-How to create and use a "social card"
-Learn the research and DOs and DON'Ts of using a brochure and collateral materials
-Master the Personal Financial Organizer
-Role Play: Introducing the Financial Organizer to top clients.
Session Four: High Impact Activities for Tough Times (3:00pm - 4:30pm)
Based on our ongoing independent research, identify the high impact activities of a Rainmaker and learn what tools Rainmakers utilize in their practices
-Learn the high-impact prospecting activities
-How to seamlessly arrange introductions and penetrate centers of influence
-Role Play - Arranging Personal Introductions
-How to consistently generate referrals
-How to turn referrals into Introductions.
Day Two Outline
Session One: High Impact Activities Continued (8:30am - 10:00am)
-How to establish strategic referral alliances with CPAs, Attorneys, and other non-competing financial professionals
-How to use strategic networking efforts to fill your pipeline with ideal prospects
-Learn how to hold effective Intimate Client Events that are fun and will bring Ideal prospects to you
-Learn what activities to avoid as they drive the affluent away.
Session Two: Affluent Sales Skills (10:20am - 12:00pm)
Start by assessing your affluent sales skills - then learn our 6 step process and develop sales skills so seamless they're practically invisible
-How to find an ideal prospect who's in transition
-How to get face to face with that prospect
-How to build rapport and earn their trust
-Uncover "windows of opportunity"
-Role Play - Probing Questions
-How to establish your consultative competence
-Master the "mini-close"
-Clinch the relationship and close the sale
-Role Play - Closing the Sale.
Session Three: The Mindset of a Rainmaker (1:00pm - 2:40pm)
-Review Rainmaker Best Practices - Mindset
-How to develop the mindset of a Rainmaker
-Understand the psychology of performance
-How to utilize your subconscious mind though constructive thoughts - think big in order to act big
-Eliminate negative thought patterns
-Develop the right habits
-Get out of your comfort zone
-Create your Rainmaker Affirmations and stick to them
-Set goals to develop your peak motivation
-Engage your Rainmaker Achievement Cycle.
Session Four: Rainmaker Action Plan (3:00pm - 4:30pm)
-Create your Rainmaker Action Plan
-Confirm your affluent prospecting goals
-Define your fixed daily activities
-Accept the Challenge: 30 Day Rainmaker Quickstart
-Final Q&A Session
Two Days of High Level Sales Training
A Comprehensive Set of Rainmaker Materials:
-Rainmaker Weekend Workbook (140+ pages)
-Becoming a Rainmaker book
-Rainmaker Quickstart CDs
-Personal Financial Organizer including Audio Instructional CD and Affluent Client Documents in hard copy and electronic forms (CD included)
-101 Tips for Becoming a Rainmaker
-Critical Path Organizer System: Pipeline Tracker, Contact Manager, -Critical Path Organizer, and Daily Scheduler (includes hard copy and electronic versions on CD)
A Follow-up Rainmaker Conference Call
-Reinforcement of Rainmaker Best Practices
-Review of Rainmaker Pipeline Process
-Review of High Impact Rainmaking Activities
-Review of Rainmaker Sales Skills
-Peer accountability, feedback and support