Courses for New Financial Consultants

Areas of Training: The Four Pinnacles of Success Course Overviews List of Representative Courses For New Consultants Skill Sets Representative Courses Special Offer For Producers Under $350K For Mid-Level Producers ($350K-$1M) For Top Producers For Senior Consultants For Sales and Office Managers For Administrative and Sales Assistants For Bank Platform Personnel Our Experts Biographical Sketches An Offer You Can't Refuse Our Guarantee Request for More Information Return Home

Training for new financial consultants is a significant investment for any firm. With the failure rate approaching 80% through attrition in the first two years, the financial and human capital losses are enormous. Since these new financial consultants often need more guidance and support than their managers or mentors can provide, we can make up the difference. Our comprehensive package for this demographic group offers a complete training program that can be delivered over a one-year period. Each participant is provided with practical ideas and proven strategies that will keep them productive, motivated, and challenged. [Return to Top] Skill Sets for New Financial Consultants 1. New financial consultants must understand that their job is to help clients identify, define, and achieve their financial goals. To do this they must have the necessary skills which includes the ability to effectively prospect, profile, and offer financial solutions with the customer's needs in mind. The modules in this section emphasize the skills and attitude necessary for building and sustaining long-term customer relationships.    2. New consultants must learn how to "juggle" a variety of tasks without losing their focus. Essential business development skills are emphasized to help make the financial professional more productive for the first couple of years of production. 3. The information needed to pass the General Securities Exam (Series 7), plus a firm's product/marketing brochures, often constitute the bulk of a new broker's investment knowledge. That is, they know some of the terminology, some of the features and some of the benefits, but generally have no concept on how everything fits together. They have the pieces of the puzzle, but they need to understand the big picture. The modules in this section remedy this by solidifying the pieces into the "big picture" wherein individual products and services now make sense in the overall scope of the firm's business. This crucial knowledge allows the new financial consultant to develop an investment philosophy and to become substantially more confident in broker-client relationships. 4. It's all about attitude. The financial professional can be invigorated and highly motivated, or stressed and ineffective. Maintaining personal motivation and focus when faced with rejection, down markets, and performance pressures are essential to achieving career success. Rookie attrition is frequently caused by the individual's inability to handle stress and maintain personal motivation. These modules go beyond pep talks; they help participants learn how to avoid and manage stress as well as generate and maintain their personal desire to succeed. Most importantly, they learn a "proven system" to maintain self-motivation. [Return to Top] Representative Courses for New Financial Consultants 1. Sales Strategies & Consultation Skills Relationship Building Essential Verbal Skills Getting Referrals Probing Questions Effective Listening The Inherited or Assigned Book Developing a Client Base Generating Trust and Confidence in Others Introduction to Investor Psychology Effective Telemarketing/ Prospecting Techniques Converting Resistance into Receptivity Making Powerful, Persuasive Sales Presentations Features, Benefits, and Advantages Buying Signals Closing the Sale Follow-Up After the Sale Basics of Financial Profiling Suitability Managing Client Expectations The Sunday Night Ritual Defining Your Weekly Game Plan and Goals in 20 Minutes Centers of Influence: Your Inner Circle Getting the Appointment Pre-Call Planning Why Are You in Business? (An explanation of "consultative selling") 2. Business Practice Development Time Management Time Blocking Managing Oneself Working with Sales Assistants/ Administrative Assistants Marketing Approaches and Campaigns Identifying and Developing a Niche Market Lead Generation: How to Keep the Pipeline Full Developing a Business Plan You Are The Value Measuring the Effectiveness of Your Sales and Prospecting Efforts Creating Your Personal Commercial, Using Clients' Words and Thoughts 3. Professional Knowledge Developing an Investment Philosophy What Money Managers Do Behind the Scenes Market Strategies Asset Allocation Principles How to Use the "Investment Pyramid" as a Tool to Gather and Allocate Client Assets Risk Tolerance and Suitability Specific "Product Knowledge" modules available upon request on virtually any topic 4. Maintaining Motivation Developing a Business Plan: Establishing an Action Sales Plan Introduction to Goal Setting Overcoming "Telephone-a-Phobia" Stress Management Being in Control [Return to Top] Special Offer For a limited time, The Progress Center offers a sample introductory module for new financial consultants, entitled The 2% Differential: The Difference That Makes The Difference, in which the four pinnacles of success are discussed. Each of these pinnacles is broken down into key components and skills that are taught as separate modules. It sets the stage for participants committing themselves to personal success. For more information about how to obtain this demo, complete our Request for Information form or e-mail the Sales Department of The Progress Center. [Return to Top] 41 East 400 North #543 Logan, Utah 84321   Phone: (435) 753-8848    Fax: (435) 753-8847   E-mail: Sales@TheProgressCenter.com