Join Us for the Referral and Revenue SuperConference In Atlanta March 15, 16 & 17th. Learn the Skills to take your Business Beyond the Next Level, to the highest Level you desire to Achieve!
happened over the course of the next 15 months for you to look back and
think to yourself that you are finally on the path to building the
practice of your dreams?
 Bob Cobb Creator of the Ultimate Bank Advisor coaching Program |
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from the desk of
Director of the Investment Professionals Association ever been a time more urgent for exploring new production and referral frontiers? Creating new, extra sources of leads and recurring income and more business from your book? Creating a million dollar practice from scratch at blinding speed? The trauma in the economy isn't anywhere near over, in fact, it'll soon turn even uglier, and if you just mush on doing the same things, the same way, in the same business, you're slaughter waiting to happen. NOW is THE time for new, better opportunity and very bold action. am writing this the day after one of my two day, Peak Performance Mastermind Sessions with 100 top business people from all over the world. I am up at the computer at the unconscionable hour of 5:40 A.M. even after two long days working with this elite group from 7:00 A.M. until 9:00 P.M. ....I woke up 2 hours ahead of the alarm clock....with what I wanted to say to you absolutely clear in my head. letter your attention and full consideration... ...your prosperity DEPENDS on it in time might be the most critical that you have ever faced as a financial advisor You are on the verge of the biggest opportunity in your career explain. For the last five months the Financial Markets have given the "illusion" of returning to normal. While investors are still skittish about the future, their statements are reinforcing the idea that they worst might be over. Investor confidence has actually be moving up since the middle of March (not surprisingly just in line with the market. But they are clearly skittish and scared. The only three market watchers that I am aware of that predicted the housing bubble bursting, the bank and brokerage firm collapse and the market meltdown are now warning that the unprecedented printing of money that we are seeing will lead to inflation and potential late seventies Jimmy Carter like market malaise. In all likelihood your bankers are completely traumatized. I was recently in a BB & T branch near my house and I was having a conversations with a platform rep. She had a little sign on the side of the computer that listed the things that BB & T could help me with: • Checking and Savings • Certs of Deposit • Loans • Mortgages • Investments • Trusts and Wealth Management I played dumb and asked her about Investments (in her defense this was in the middle of February and the news was not good). Here is the conversation: You guys do investments? Yes we can (with a facial expression that said in know uncertain terms that we really don't want to) It seems like it might be a good time the market is off a lot. I don't really know, that is not my department (at this point a thin glistening of sweat is forming on her forehead), If you really want to talk to someone I can have advisor contact you. She was mouthing the right words but her facial expression looked as if she was trying to warn me that danger was ahead if I preceded down that path. No that's ok I guess, neat to know that you have the option. (Looking Relieved) Yeah, well let me know if you chance your mind. I was back in the branch a few weeks later and the sign was down. Your clients felt lost and scared and without a good sense of direction when the wheels came off the cart last September, they are feeling today like they my have dodged that bullet after all, but if the next shoe drops, you have to ask yourself will your most important relationships survive? They will if you take the right action…in fact, if you are following the practices that I will teach your that the Revenue Generating Super Conference, you will not only explore strategies that will insulate you in the event the market takes a tumble but also master ideas that will have your business exploding regardless of market conditions. are some of the things that you will learn at the conference How to reset the referral process in the mind of your bankers to something that they get to do rather than just another task on their monthly to-do list • How to teach them what an Ideal Client for you looks like and what to say to them when they see one (and the Good news if your ideal clients are sitting in front of your bank partners all day every day) • How to work with the areas of the bank that can give you access to the richest clients at your institution and to be able to do it regardless of whether or not they get paid to refer to you or not • How to teach all your bankers to more easily and effortlessly engage they clients not merely introduce you when people are bitching about rates • How to teach your bankers to powerfully position you, so that when you sit down with a new prospect, that person is predisposed to business with you because the see you as the guru not the investment guy. • How to leverage the Bank Investment Advisor Story so that now prospect will dream about working with anyone that isn't bank affiliated ever again--end of story • How to get your clients to open up to you and tell you their deepest darkest desires within seconds of meeting you and why you will never want to proceed again until you have this locked up • How to close more sales the day that you meet with the client (even if you have a two step sales process today) • How to elicit your clients and prospects Personal Persuasion Process P3 (This is the strategy that they use inside their own mind, we all have one that tells us if this a decision that we should proceed with). This process alone will be worth dozens of times the investment in the conference. • How to build a unique presentation for each client and prospect that mirrors his or her P3. This will make your presentations absolutely irresistible in the only place that it really matters, the mind of your client and prospect. • How to seed future sales. You will master one of the key skills of the Ultimate Bank Advisor--seeding future sales. You will also learn how to already have the next investment in hand before you leave the site of the meeting that you are currently in. This will give you the same unfair advantage of the Chess Grandmaster--thinking many moves ahead. • How to turn your clients into marketing Apostles that will spread your good word inside their circle of influence. • How to automate your marketing so that you are talking to all of your clients on a regular basis…you will learn the magic number that clients say they want to be contacted by their primary provider of financial goods and services • And many more strategies, tricks and tactics that you will immediately be able to put to work in your practice. border="0"> Hero Status in the minds of your Clients and Bank Partners Perhaps you are familiar with the origin legend of Superman. If so, you know he was sent to earth as a child, rushed off the planet Krypton in a one-man rocket, barely in time, before the entire planet destructed. His life saved by his father Jor-El. When he landed on earth, due to the difference in atmospheres, he had superhuman powers. He was, in fact, an alien from another planet in a distant galaxy. The analogy is obvious. Our 'planet' as we've known it is literally in destruction, with all kinds of 'regular' businesses endangered by economic upheaval legitimately beyond advisors' control. Out of the ashes will come a New Economy with new opportunity and new prosperity for many, but in the interim, continuing to do as you've done guarantees pain and suffering. OR YOU CAN CHOOSE TO ROCKET TO A DIFFERENT PLANET IN A DIFFERENT UNIVERSE NOW, and create a bright, exciting, prosperous reality with He was, in fact, an alien from another planet in a distant galaxy. The analogy is obvious. Our 'planet' as we've known it is literally in destruction, with all kinds of 'regular' businesses endangered by economic upheaval legitimately beyond advisors' control. Out of the ashes will come a New Economy with new opportunity and new prosperity for many, but in the interim, continuing to do as you've done guarantees pain and suffering. OR YOU CAN CHOOSE TO ROCKET TO A DIFFERENT PLANET IN A DIFFERENT UNIVERSE NOW, and create a bright, exciting, prosperous reality with "No Waiting." border="0"> event will show you YOUR completely different Planet! Many of you viewing this page have seen me live before. You know that even in a 90 minute format I am going to deliver solid usable strategies that you can put to work in your practice, and many of you will have been to multiday training sessions with your firm, or vendors or other organizations…I can assure you that this training is completely different and unique. It is unlike anything that you have done before, I guarantee it. Conference is Not • It's not about the market and how President Obama's policies are going to effect returns • It is not a conversation of top down vs. bottoms up money management or how to create better asset allocation • We won't bring up style boxes • We don't talk about alpha, beta or standard deviations from the norm • Nothing on the economy • Nothing from compliance • In short, none of the stuff that often has you scratching your head and saying, "I want my day back" is just a sampling of what we will focus on is: quantity an quality of the your referrals-Let's face it, isn't that why you came to the bank in the first place? However, in times like these the quality and quantity of referrals starts to suffer. You are often positioned as the " you are even positioned at all. We are going to dive deep into strategies that will have your bankers wanting to refer business do you, not feeling like you are one more task on their already too long "to-do" list. This is one of the 7 Deadly Sins that stifle the production of the average financial advisor, and we are going to be digging deep into this one before lunch on day 1. • How to get pre-positioned so your prospects see you as the Guru about this for a second, at the moment that your prospect sits down with you what are there thinking about you? Are you the rate specialist or are you The Recognized Expert at Solving the Problem they are up against? The difference between those two is the difference between eeking out an okay living or being able to fund the lifestyle that most people only dream of... • How to convert prospects into clients with greater ease suspect you have had meeting like the one that I am about to describe...you sit down with a client and things just seem to click. You like them and the feeling is mutual. They just open up to you and things really start to flow. They tell you what they are up against, you find out just what you need make the perfect recommendation and create an irresistible presentation in their mind. As I am describing that scenario I bet you are calling to mind a recent prospect that fits that to a tea, right? Here is a question for you...How does that happen? If you are at all familiar with my work, you already know the answer to this one. It is the same way that everything happens to you, one of the only two ways that anything can happen to you: or Purpose All too often for many advisors this process is not by design. When it happens it is just considered a little bit of serendipity. A pleasant surprise that perhaps you weren't expecting at all. I will reveal to you the secrets that have only previously been explained to my top Private Coaching Clients (I have covered the very basics of this in some previous live seminars but the problem has been that the limits of time that I am usually working in during the private events have made it impossible for me to do it during most of those events). During this event we will have the luxury of time, to delve more deeply into the process and teach you exactly how some of the highest paid sales people on the planet make the perfect sales call happen nearly every time they sit down with a prospect. By design, on purpose...predictably and repeatedly. Because here's the thing--even though it might be accidental when it happens to you, there is a process that is unfolding under the surface. The problem is you are only occasionally stumbling on it because you are leaving it up to chance. Not after the Super Conference • How to answer most objections before they come up one simple strategy will be worth hundreds of times the price of admission for you over the course of the years to come. We will teach you a very advanced strategy called Objection Inoculation. Which is a systematic approach to virtually read the mind of your client and answer objections before they present themselves. This strategy is so deceptively simple you will be shocked at how well it works, yet it doesn't come from the world of sales or selling. Therefore, almost no one in this industry is familiar with it and your clients have never heard of it. • 12 Easy Strategies to Answer any objection- mastered the Objection Inoculation they will still come up. Even after you have mastered this art you will still get them occasionally albeit a lot less. How do you answer objections today? How many ways to you have to answer an objection. for most advisors they typically have one of two ways to answer the objection and it is usually the worst way to answer it. Let me give you an example: A client says that you fees are too high. What is your typical response? Three common ones that advisors might come back with are: compared to what? much to high is it? you feel that it is too high? You might have used one or more of these before...looking at these can you identify the problem? Here is a hint...When we use any of the strategies that are listed above, what are you in essence asking the unconscious mind to do? Answer: You are asking the unconscious mind to do a search to justify the answer that conscious mind gave as an objection. Many times the objection is an verbal response to an emotional reaction that they are trying to give a voice to...you are now asking them to dig down and justify it. It is like coating what was cement with a quick drying permanent compound that is now going to make it significantly harder to change the clients mind. during the seminar you will learn and have the opportunity to practice the 12 Pillars of Mental Aikido effortlessly flip it around in such a way it ends up moving the client toward your solution. We will also cover: How to turn your clients into disciples and then into advocates- How to position yourself as the Investment Visionary they turn to for everything in their monetary life. Giving you tools, tactics and time to implement these strategies so that you have a game plan when you return to your territory on Monday. At the conference you will have the time to met and network with other Bank Financial Advisors from some of the biggest (and smallest) programs in the country. You will be able to pick their brains, study their best moves, look at your practice from a way that you have never looked at it before. Interact with the in a way that will allow you to shine a new light on your business. I am also bringing in a panel of experts that I have worked personally with over the years to provide additional strategies that you will be able to implement. I can't share the names with you just yet for reasons of their compliance departments but I can give you are glimpse of some of the subjects that we will be covering. Building your Team team is the next logical step in increasing your business. In these economic times this idea is scarier than ever. You hear from several advisors at various stages of building their team. One that is just starting out and ahs been working through the process for several months. His knowledge on the subject will be invaluable to you, if you are just reaching that stage yourself. Another advisor who has been building a team for 4 years and has systematically added talent to his staff (as well as launched a couple of careers) and quadrupled his business in the last 5 years (no that is not a misprint). Working with Non Traditional Sources of Referrals- Some of the biggest and best sources of referrals are not in the branch system. They are banking corporate, small business, wealth and other areas that are dealing with larger clients, but there is a problem, often referring business to investments isn't even on their radar screen. This is a strategy that I have mastered over the years and you will hear from me on this subject quite a bit, and you will also hear from a panel of advisors who have built there business around these channels, without compensation simply because they have been able to position themselves as an asset in the mind of the banker that makes the relationship stronger when the banker gets the advisor involved. Mastering the Entire Client Experience the Client Experience. They are all believers that small hinges swing big doors and that some of the smallest touches make some of the biggest differences in the relationship. You will hear about how to use client events as a referral catalyst, how to use open your house to get your clients to open their hearts. You will see how to position an event so that people are clamoring to be a part of it. You will hear ideas that your clients will love that won't break the piggy bank. Tapping the Ultra Affluent Market successful advisors to ever walk the halls of bank brokerage, particularly as it deals with the Ultra-affluent Market. She will spend time teach so strategies and tactics that many advisors have never heard of but every "8 and 9 Figure Investor" is dying to hear about (by the way by 8 and 9 figure I am talking about investors worth over 10 million or 100 million). She will teach you strategies that will help you identify and open the other trusted advisors that serve this market and position yourself as the go-to guy or gal inside with these ultra-affluent centers of influence. Bullet Proofing your Book- You will also hear from an industry consultant that makes his living testifying on behalf of advisors when they go to arbitration. He will talk about some of the current trends in the industry and how to steer clear of trouble. He will talk about the some of the most common mistakes that advisors make and how to avoid them, he will share you some advanced strategies to significantly minimize the likelihood that you will ever go to arbitration and the 6 things that you must know if you ever do. This won't be a boring dry presentation, in fact just the opposite. He will mix in some real life dumb ass moves some advisors have made with down to earth common sense and strategies will have you on the edge of your seat the whole time. As you think about the money that you can very quickly be making in this industry if you execute on these techniques it becomes even more important that you avoid the "bummer birthmark" that is an arbitration on your U-4. If you are serious about Building the Practice of Our Dreams, this is the one event in 2009 that you do not want to miss. Join us in Atlanta at the beautiful Sheraton Airport Hotel and Conference Center. Sign-up now and enjoy maximum Early Bird Discounts. Join the Bank Investment Professionals Association and save even more. Click on the Button Below to Register and Take Advantage of the Maximum Discounts border="0">
