Business Planning Program:

Online Program: $199 for 3-Month Subscription

This program is designed to build help financial advisors and managers be more effective in the marketing activities relating to their business. This program focuses on improving your business planning skills including: identifying your target markets, setting goals, tracking activities, and measuring results.

Audience

This course is designed for financial advisors and managers that are looking to attract new or more affluent clients or who would like to become more proficient in the financial and business planning aspects of this function.

Prerequisites

Assumes knowledge or some experience in the financial services/wealth management industry.

Skill Level

For newer financial advisors (1-3 years), this course helps to build your book of business. For more experienced financial advisors (3-10 years), this course helps to scale and optimize your practice.

Course Outline

1. Target Marketing—Target markets are defined and discussed. You will learn why defining a target market is important. You will identify your potential target markets and discover how to uncover your ‘natural’ markets. You will explore strategies for collecting and examine the ways to use this information to build your book of business.
2. List Development—You will learn the benefits of developing a good client/ prospect list. You will learn how to build and improve your current list and develop strategies for managing and organizing lists effectively. We will also share with you, the over 117 online resources available to help you build your list.
3. Client Acquisition Activities— You will learn the client acquisition activities that you will use to set face-to-face meetings with prospects in your target market. We will focus more on “what to do” as opposed to the “how to” of performing these activities. The purpose of this module is to introduce you to the variety of client acquisition activities that you can plan into your day to execute your business plan.
4. Goal Setting— Discover the importance of goal setting. We will define a formula for maximizing goal setting activities and then discuss some goal plans that will help you get started. You will learn how to clearly identify and define goals using the best practices of successful financial advisors.
5. Time Blocking—Learn what time blocking is and why it is important in your daily planning. We will introduce some successful time blocking methods and show you how to prepare for and schedule daily and weekly activities more effectively. You will learn the time blocking best practices of top financial advisors, and then build your own sample plan.
6. Keeping Score—In this module, we define the scorecard and teach you how to use it to keep track of your client acquisition activities. You will understand how to use the scorecard in goal setting activities and how to define your pipeline over 30, 60, and 90 days. We will review some best practices for keeping score used by top performers.
7. Developing Your Value Proposition—You will learn the benefits of using a value proposition and how to customize it specifically to your target market. You will learn how to communicate your value proposition in your client acquisition activities. We will review the two main types of value propositions and when to use each. You will watch several financial advisors delivering their value propositions. Lastly, you will build your own value proposition and learn how to use it in your client acquisition activities.

Related Courses

Program 2: Client Acquisition Program
Program 3: Conducting High-Impact Meetings Program

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