lead adviser training programme

Lead AdviserTraining Programme

The Lead adviser Training Programme is a client centred approach to financial project-management advice.

The Lead adviser is focused on helping clients’ and their families get better financially organised. most wealthy clients don’t have the time or resources to project-manage their financial affairs, which represents an opportunity for professional services firms.

Focusing on the clients aspirations (not only) personally but for their family creates a deep sense of purpose which drives home the need for action.

This is where a strong bond between adviser and client is an emotional goldmine to really focus on what’s important to them about their financial affairs

Transitioning a client or family to the Lead adviser process is a journey and, so too is the development of skills and knowledge needed to sustain this client centred approach to advice.

The Lead adviser Training Programme will provide you with a roadmap of where you are now; want needs to happen next and how to go about it.

The questions you need to ask!

▶ Are you happy with your current business model and client engagement process?

▶ How good would you feel if you had fewer clients who are with you for longer while securing fees over years?

▶ Would you like to take back control of your time and the time that your business controls you?

▶ Do you want to improve your service to wealthy clients and their families?

Kind regards,

Paul Salmon Dealers’ Group

Programme Agenda

Engagement frameworkat the front-end engagement process, the Lead adviser model is focused on the client setting the agenda. Focusing more on a coaching process then an interviewing technique, good Lead advisers drive discussions without influencing the client’s agenda. What would make a great life for the client and their family?

8.30am – 10.30am

Front-end engagement process▶ Client agenda setting▶ Content vs context▶ interviewing process▶ Discuss fee structures▶ engagement summary

Outcomes for attendees▶ Conduct an initial interview with client▶ Demonstrate an understanding of key concepts ▶ articulate client’s current situation

10.30am – morning Tea

Emotional intelligenceemotional intelligence is considered a new area of focus for advisers. good Lead advisers have the ability to connect with their clients on an emotional level as well as the financial. What emotions are driving the client’s financial decisions? What are the emotional goldmines i can drill into with my client?

11.00am – 1.00Pm

Emotional competence▶ emotional intelligence - personal and social competence▶ my ei and its impact on clients▶ PieS model▶ Labelling feelings

Outcomes for attendees▶ How emotionally aware am i?▶ Where do i need to focus more training on?▶ application of ei in client relationships

1.00Pm – LunCH

Day 1: Programme agenDa

Scott Fitzpatrick CHairman, FiTZPaTriCkS auSTraLiaScott is a Certified Financial Planner and has been a keen participant of industry change from product-based advice to a holistic approach to client affairs. Scott regularly trains and coaches other financial planners, and regularly presents this unique approach to professional organisations across the country. He maintains a small client base from his gold Coast office.

Presentation skillsArticulating the Lead Adviser’s role and positioning requires the use of different communication vehicles. None more important than a whiteboard, which can be simple but effective. Using visual tools to coach clients through complex structures and strategies will assist in the delivery of content.

2.00pm – 5.00pm

Connection through effective communication▶ White board techniques▶ ▶ Understanding the “right to speak”▶ ▶ Development of your pitch▶ ▶ positioning tools▶ ▶ Overcoming objections

Outcomes for attendees▶ Effective use of white board▶ Build the framework for on-going communication▶ Rapport building with clients

5.00pm – CLOsE Of DAy 1

Workflow management In this session we delve into the written back-end communication documents which are client driven summaries from the interview process. focusing on areas of concern, key conversations, long-term aspirations and outcomes from the adviser/client relationship.

9.00Am-10.30Am

Back-end engagement process ▶ Discussion documents▶ Engagement agreements▶ scope of work documents and pricing

Outcomes for attendees▶ Template documents▶ Articulate client agenda in their words▶ produce client driven documents

10.30Am – mORNINg TEA

DAy 2: pROgRAmmE AgENDA

A Lead Adviser needs a solid balance of the hard and soft skills when it comes to providing strategic advice for wealthy clients and their families. The hard skills are the technical elements of advice. The soft skills are the personal, emotional and communication-based skills.

The Lead Adviser collaborates with and manages the team of experts required for clients as and when needed. The client is informed and educated about the options available to them and managed through their journey. Lead Advisers work only and exclusively in the client’s interests.

There is a significant opportunity for professional services firms to position their business as leaders in the management of this client segment. For clients the benefits are untold in that they can entrust a valued adviser with all their personal and financial affairs, maximising and protecting their wealth.

The collaborative approach The opportunity

Brian Fitzpatrick PrinCiPaL, HeaDSPaCe

Brian Fitzpatrick has an innate ability to work with people of all backgrounds to assist them with realising their dreams and goals.

(note: Brian and Scott share the same last name, but are not related!). Brian works with a number of high profile and successful individuals

and organisations to help them gain a deep understanding of their motivators, dreams and goals.

Practice regime ensuring the functionality of a profitable practice requires the distribution of complicated tasks to efficient and trustworthy sources. To ensure they are not caught up with the day-to-day running of a business, good Lead advisers effectively outsource these tasks in such a fashion that leaves them with little or nothing to do but engage with clients.

11.00am-12.30Pm

Functionality in your business▶ outsource arrangements and documentation▶ Distribution and referral skills ▶ The investment conversation▶ Working towards ideal week

Outcomes for attendees▶ Develop a passion for business development▶ Set-up outsource agreements▶ Take back control of your time

12.30Pm – LunCH

Critical planningestablishing long-term goals and direction is an essential process for Lead advisers. How can lead advisers prepare for roadblocks once a direction has been set? Creating a concise 1-page business plan which clearly indicates where the Lead adviser ought to be in 12 months is an important first step, and will assist in the development of longer and more detailed action plans.

1.30Pm -4.00Pm

Developing action plans – Where to start?▶ People – systems – process▶ next steps▶ Dealing with roadblocks

Outcomes for attendees▶ 1 page business plan▶ Where do i want to be in 12 months?▶ 3 year outline

4.00Pm – CLoSe oF Training Programme


Membership is open to practicing financial planners, accountants, lawyers and family offices.

Benefits include:• Discounts to events – get

member rates when you register in any Dealers’ group event.

• Private Client Advisor newsletter – monthly newsletter covers topical issues related to private client advisory.

• Dealers’ Group website – access to papers, presentations, audio files.

• Webinars – monthly webinars direct to your desktop.

• Private lunches – Which are held quarterly in each state.

Tick to become a member

For more information contact Zaf Makdum on 02 9555 4203 or [email protected]

Web www.dealersgroup.com.au Fax 02 9810 6746 Mail Dealers’ group 212a, Darling St Balmain, nSW 2041

reGistrations Contact Zaf makdum Phone 02 9555 4203 Email [email protected]

Venue

Sydneyitalian Village 7 Circular Quay West The rocks Sydney nSW 2000

Dealers’ Group reserves the right to change the programme without notice ABN 78 117 870 943

cancellation policy privacyShould you be unable to attend a substitute delegate is always welcome at no extra cost. Alternatively a full refund, minus 50% (incl.GST) service charge will be made for cancellations received in writing up to one month prior to the event. Regrettably, no refund will be given for cancellations received later than one month prior to the event.

The information you have given will be recorded in our delegate database. Dealers’ Group may also share this information with our event sponsors. Please tick the appropriate box if you DO NOT wish to receive further correspondence.

Mr / Mrs / Miss Given Name Surname Company / Organisation Position

Address State Postcode City / Country Phone Fax Email

VISA Mastercard AMEX Cheque (Cheques to: Dealers Group Pty Ltd) If paying by credit card please complete the following details below:

Name of cardholder Card Number Expiry Date / Signature Total

Delegates will receive an email confirmation letter anD tax receipt once registereD.

Future eventS:

Please notify me of future Dealers’ Group events. I DO NOT wish to have my details made available to other organisations.

reGiSter: www.dealersgroup.com.auFax to: 02 9810 6746Mail to: Dealers’ Group – 212A Darling St, Balmain, NSW 2041


Membership pleaSe reGiSter Me For:

SyDnEy 22nd and 23rd November

early Bird rate – BooK and pay BeFore 8th octoBer 2010

Dealers’ Group Members $3000 + gst = $3300

Single Registration $4000 + gst = $4400

Standard reGiStration rate – BooK and pay aFter 8th octoBer 2010

Dealers’ Group Members $4000 + gst = $4400

Single Registration $5000 + gst = $5500

Pricing available on request for group bookings please contact Zaf Makdum on 02 9555 4203 [email protected]

pleaSe coMplete

Method oF payMent:

lead adviser training programme

Business