Celebrate Life RI Conference Vietnam March 2015 Positively Transform Simple ideas that can really...
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Transcript of Celebrate Life RI Conference Vietnam March 2015 Positively Transform Simple ideas that can really...
Celebrate Life
RI ConferenceVietnamMarch 2015
Positively TransformSimple ideas that can really change your business
Michelle GonzalesNSW Sales Managerwww.asteronlife.com.au
EM
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Entrepreneur
Technician
Manager
Are you still the Entrepreneur in your business?
• Have a clear picture of what your company will look like when it’s finally done.
Vision
• Decide how a company like yours will have to act.Behaviour
• Decide that unless you begin to act that you’ll never get there.Action
Having an Entrepreneurial perspective
The Vision thing (The Entrepreneur)
Vision 1
• External• How do I want the
outside world to perceive my business?
• What are the values and principles that we must adhere to?
• What is my vision for “How things are done around here?”
Vision 2
• Internal• How do I want my
business to run operationally?
• Am I structured for success?
• What type of culture do I want for my business?
Vision 3
• Personal• What are my personal
goals and aspirations?
• Am I happy currently doing the things I’m doing?
• Do I have the right balance in my life?
Keep it simple and personal
5
Holding the mirror up (The Manager)
What’s working?
• Business Profitable
• Good referral relationship
• We have a good segmentation model
• Para-planning unit efficient
• New CRM system excellent
• Team culture strong
What’s not working?
• We have a strategy but we don’t
always implement
• Unstructured client service
proposition
• Poor time management - balance
• Office space does not present well
• No structured approach to marketing
Holding the mirror up (The Manager)
7
Holding the mirror up (The Manager)
The difference between successful people and unsuccessful people is the successful people do all the things the unsuccessful people don't want to do. - John Paul DeJoria
What are the possible solutions?
How much is the budget?
Who owns it?
When does it need to be done by?
What is the priority?
Plan to Act (The Technician)
…then agree action!
What are the possible solutions?
Plan to Act (The Technician)
Advisory Board
YOU
Who else?
Who else?
Who else?
Who holds you accountable?
What are the possible solutions?
Plan to Act (The Technician)
Structured
Service
Proposition
F2F
Private Briefings
Direct Access to
‘ME’
Boardroom Lunches
Networking Seminars
Special Interest Events
Newsletters
What’s your service proposition?
Survey monkey www.surveymonkey.com
Understanding your clientsUse a survey to assess and diagnose focus areas
Themes Survey Questions
Relationship/FamilyHave there been any significant changes within your family? E.g. Birth of a child, marriage, divorce, death
Profession Have there been any changes in your work/business/new venture?
Health Have you had any health concerns in the year?
AdviceWhat types of additional services can we provide to help you be more confident in achieving your goals?
Implementation In what ways have we exceeded your expectations?
Concerns What are your biggest financial concerns?
Understanding
Are you still confident in understanding the initial plan we have put in place to achieve your goals?
Do you have any new short term goals you are trying to achieve?
Personal AchievementsWhat are some of this years highlights?
Travel, exercise, competitions
Communication
What is the standard of communication you receive from your Adviser regarding relevance, quality and frequency of communication, including letters, newsletters, telephone calls, seminars etc?
What is your preferred method of contact?
Education What would you like to learn more about?
Understanding your clients
What are the possible solutions?
Plan to Act (The Technician)
New client meeting
New client meeting
Client Review meeting
To do list To do list To do list
New client meeting
Asteron BDM
Zurich BDM
Tower BDM
Team Meeting
New client meeting
To do list
including client preparations
AFA PD Day
Suspense update meeting
Client Review meeting
Client Review meeting
Coach under 7’s
Gym
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion
Time cushion Time cushion
Time cushion New client meeting
Marketing Planning Meeting
Client dinners
Review the week
Be ruthless with your time
Plan your time and review any time wasters
Be ruthless with your time
Plan your time and review any time wasters
What are the possible solutions?
Plan to Act (The Technician)
It’s just what we do here
Use the delightful 1%’ers
How can you ‘Wow’ your potential and existing clients?> Your credibility> Personalised touch
What are the possible solutions?
Plan to Act (The Technician)
21
Word of “Mouse”
22
The Gen Y way
Website design and build
Newsletters
Lead generation
Company brochures
Calculators
Marketing made simple
Learn some savvy SEO techniques
•SEO (Search engine optimisation)
•Organic vs Paid
Optimise your accessibility
Allow new clients to find you
• Have a clear picture of what your company will look like when it’s finally done.
Vision
• Decide how a company like yours will have to act.Behaviour
• Decide that unless you begin to act that you’ll never get there.Action
Having an Entrepreneurial perspective
Positively Transform your business
Simple process, everyday ideas, big results
It all starts with you
Start with one idea
Agree to act
Finish, then start on the next
It’s actually that simple!