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| Training is the foundation of any successful sales program. It’s about maximizing sales potential and the right fit for your customer’s portfolio. |
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Retirement Planning
Focused on educating clients on the importance of planning ahead and how financial products fit their goals. This course will discuss various retirement plans, including the features of Traditional IRAs and Roth IRAs, income analysis and retirement obstacles.
Life Insurance Basics
Developed and designed for the licensed agent new to selling life insurance. Course curriculum entails: establishing the need, profiling, product/paperwork knowledge, presenting, overcoming objections, and closing.
Advanced Life Insurance
This course is for the licensed representative with previous life insurance sales experience. Topics include: insurance basics refresher, enhanced sales techniques, product specifics, and working the existing book of business.
Annuity Basics
Designed to familiarize the newly licensed representative with annuities. The attendee will learn and practice the following skills: customer profiling, overcoming objections, successful presentations, product/paperwork specifics, compliance requirements, and building branch teamwork.
Advanced Annuities
Geared toward the licensed representative with existing annuity sales experience. Topics include: annuity basics review, refresher on product specifics, and enhancing existing sales presentation skills.
Immediate Annuities
Attendees learn how immediate annuities fit into a client’s portfolio during the distribution phase of their financial life. They will learn basic income options, and how to discuss them with their clients.
Fixed Indexed Annuities
Designed to familiarize the participant with indexed annuities. Topics include: trends toward indexed annuities, client portfolio fit, mechanics of an indexed annuity, positioning and presenting, indexed vs. traditional fixed annuities, indexed crediting methods, index options, rates, and features.
Mutual Fund Series
This four, mini-module series gives the sales representative a clear understanding of mutual fund basics and how they fit into a client’s portfolio. Module titles are: Financial Concepts, Parts of a Mutual Fund, Mutual Fund Concepts, Mutual Fund Sales Concepts.
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Client Focused Selling
This course entails a 4-step strategy to take a deeper look into the traditional sales process. Attendees will develop a more defined skill set to ensure greater sales success (Course can be delivered over a one-day period or broken into separate workshops).
Client Referrals
This workshop will help licensed representatives build confidence in the referral process. Special attention is given to the roles of both the licensed and dedicated rep. Attendees will learn clues to look and listen for when speaking with clients. This course also gives guidance on what can be said to customers to generate referrals.
Goal Setting
This course focuses on how to increase business. Various approaches are discussed to assist the attendee in the development of a business plan. Topics include:
· Setting goals
· Goal criteria
· What activities generate sales
· How to develop a business calendar
· How to meet the commitment
Attendees will walk out with a business plan for sales success and a great motivation to reach their goals.
Overcoming Objections
Attendees of this workshop will learn how to turn objections into sales by identifying the most common objections and applying the four step objection process. The licensed representative will learn the different types of objections and how to successfully overcome them, how to prepare for the most common objections, what to do if they are encountering too many objections and how to use an objection tracking form.
Call for Success
Attendees will uncover the proven keys to successful sales phone calls. Emphasis will be placed on script development, appointment setting and conversational role playing.
Roadblocks to Financial Success
The seven major reasons why people cannot achieve or work towards financial freedom are explored in this course. This allows the seller to be better positioned as a valuable resource.
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Relationship vs. Transactions
This course will walk the attendee through the four stages of relationship development. Roles, activity management and habits for continued success will be explored.
Advanced Telemarketing
Scripting and appointment setting techniques at an advanced level are covered in this course. Focus will be given to coaching the branch team on successful outbound calling.
Working With Your Top Clients
This course assists the seller in defining who their top clients are and managing their expectations. The course also uncovers activities that will deepen the client relationship.
Coaching and Mentoring
This session focuses on activities that develop stronger coaching styles. Attendees will learn how to plan a coaching session and will be provided the necessary tools to ensure sales success from the team.
Deeper Profiling
Designed to take the client interview process a step further. This training shows the attendees the value of the profiling process as a critical tool in establishing their relationship with the client.
Time Management Strategies
This course helps identify urgent and important activities. Attendees will be given tools to help define efficiency and effectiveness, mapping out a true “productive” day.
Prospecting
This course will explore three prospecting audiences and activities that can be utilized to gain opportunities.
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Managing your Licensed Bank Employee
This class provides a clear understanding of the licensed bank employee’s role. Keys to hiring a successful platform rep, building a successful investment branch team and other proven activities to ensure greater sales success in the branch are explored.
Leveraging Interpersonal Styles
This course identifies the four key personality types of the sales representative and the client. Attendees will learn how to better position themselves with their clients to increase sales success. Key activities covered:
· How to identify the style type of your client
· Understand what is important to that client based on their type
· How to adapt your style to the client’s style thereby enhancing therelationship
Branch Referral
Focusing on branch teamwork, this course is structured to be delivered to all branch staff. The workshop will train branch personnel on what to look and listen for from clients to provide quality referrals to the licensed/dedicated representative. This is a lively and fun training to increase branch referrals and cross selling.
Retirement Realities
The focus of this course is to uncover and explore the financial obstacles that face today’s baby boomer generation. How to create a sense of urgency with the client and activities to help the client achieve financial freedom are discussed.
Social Security
This class focuses on the impact of social security as we move into the 21st century. Social security myths will be uncovered. Attendees will have a stronger arsenal in which to discuss social security and the effect it has on client’s financial freedom.
Maximizing your Branch Team
The roles and expectation of each bank team member are defined in this class. The discussion is focused on the attendee’s responsibilities and activities on making the branch more productive.
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Building the Foundation
Builds a solid foundation focusing on financial services concepts to deepen core understanding of product solutions
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Platform Development
Designed to build the sales skills of a novice platform representative
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Dedicated Development
Provides a deeper focus on sales skills development for the dedicated representative
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Additional Curriculum
Provides a wide range of skill building processes to ensure greater sales success
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