Working towards being a perfect Financial Advisor

Training proposal for sales-skills aimed at advisors, managers and trainers

Sales Training 2016 Skills-set program

Excellent course where I found the practical side very useable, and it will change my work and personal life. Sr. Atzel Peña Ruiz Skandia, México City, Mexico

A very good course with no pressure! I will immediately correct the errors I find, to improve my sales technique with clients. Sra. Bertha Mares Aquilar Skandia, Guadalajara, Mexico

Great fun-way to learn! I will be able to use all the learnt ideas with my team immediately. Sr.Rogerio Unerte Inzunza Old Mutual Guadalajara, Mexico

To my surprise I had a great time. I never expected a insurance training course to be so much fun and enriching and I am excited to start training my team with all this information to create a new plan of action. Sr. Luis Nori Ortega Old Mutual Monterrey, Mexico

Having completed my B.Com degree in finance I was ready to work but only because of your training did I become a professional in my field. I have achieved many accolades over the years from companies like Metropolitan Odyssey and Old Mutual. I would refer anyone to you as a Mentor, Facilitator and Coach as I have seen the results from the great skills-training that you provided me . Michael Bracher Old Mutual AFD, Johannesburg South Africa

Very good course: thank you. I will arrange the themes of the course and then adjust them to my needs, as well as to my goals, both personal and sales. Sr. Alvaro Villarino Zuniga Skandia, Mexico

You are a true leader in my eyes. I have my own successful business since completing the training you provided me with in just 5 days. I have won numerous awards from different companies and that's because you showed me the practical ways to sales, and how to adjust the technique to suite the clients needs. I owe you more than just a reference letter to say thank you. Derek Lallyett – Discovery Insurance Services,

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Sales Solutions

A  sales  solution  for  you,  the  individual,  or  for  your  team,  to  up-­‐skill  technique  in  giving  good  proper  advice  allowing  the  client  to  guide  you  towards  what  it  is  they  need  and  want.  

1

Smart employers in the small and

medium enterprise (SME) sector

are investing in a range of

innovative employee perks because

they realise that happy employees

are also more productive and

engaged. Ongoing training is a perk

that lasts far afield.

And, according to Forbes magazine, the relationship between an employee satisfaction/perception and a company’s success is a dynamic component.

The best way to build credibility isn’t to talk about the company or yourself for five minutes, but to talk about your prospective clients’ challenges (and concerns) in an intelligent and insightful way showing that you understand them and their goals/ambitions.

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Skills Set Training Package is not about any product but rather the theatrics of selling.

• WHY: client’s personal Value Propositions have changed and with that their needs have also changed so the way we approach a sale needs to be different.

• WHAT: a 5-day Intensive Sales Program or a condensed 1 day revised program.

• HOW: refer to page 5 for the full theatrical outline

• HOW MUCH: the fee is based on a daily fee allowing for a maximum of 10 people per class. More people are allowed to be included at an additional cost. (Transport and accommodation not included)

Let me take your team onto a journey of self-discovery, improving their skills set to improve in all areas, starting here. Maurice Jonker - Award winning Advisor, Qualified Corporate Master Life Coach, Key Note Speaker and Facilitator

Cell: +27 718 749 401 Landline: +27 21 434 0757 Email: maurice@summitry.co.za

18% increment in business achieved after the course - Skandia, Mexico 2013/14

3

Doing Presentations

of International

Standard

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There is a new job description for Financial Advisors; one that allows the FA to look after the client and not after the needs of the FA.

The very best clients expect, demand and deserve much more value and service from their FA, who must evolve into the Most Trusted Business Partner( Advisor) position.

Clients today have access to much information and they will investigate your company (and possibly you) before the meeting.

If the FA thinks that they can offer the same services year after year and effectively compete in today’s global marketplace, then they are kidding themselves.

Even the best FA’s know that they are not always equipped, or trained, to deliver world-class solutions. Sometimes a third party is needed in their experienced field. Is this a trusted relationship that will influence or damage your relationship?

Within my sales training facilitation sessions, I will assist your sales team and financial advisors to look at the way to get the client talking.

The importance is to listen to what the client is saying. This skill set is not taught as all companies concentrate rather on the ‘product knowledge’ and not on the sales

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“know – how” that most sales people don't have.

After all, we all know how to make a baby, (product knowledge) but don't know how to raise the child (the ‘skill set’).

With the vast changes happening in the Financial Advisor arena, is it not time that all companies start looking at the agents representing the company and not just at the product and sales numbers, which ultimately suffer because the agent doesn't have the proper skill?

The courses:

There is a 1-day revised seminar or the complete 5-Day Intensive seminar.

You can end the course by giving all participants a course certificate.

Further on in this brochure you will find the theatrics of the course, designed for advisors and the sales techniques that have proven to be very useful in Johannesburg and Cape Town, nationally in Mexico (sales increased by 18%), as well as nationally in Columbia.

Don't hesitate, 2016 is a time for change and you should be looking to assist your team to grow, and keep them engaged and proactive in their own careers.

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Skill Sets Objectives

Ensuring proper advice is being given and not just selling (or churning of business) to meet sales quota, and the good effects proper advice has in the long run for the client, the advisor and your company.

Planning and implementing a focused sales process to reduce mistakes and close the sale starting at management and working all the way through to sales staff. Communication is vital at all levels!

Up-skilling and equipping of the sales force with collective skills on how to build relationships with their prospective clients by building trust, and how to actively listen in order to understand the wants and needs of clients i.e. doing a proper “Needs Analysis” for the client, and protecting the company and advisors at the same time.

Develop an awareness and understanding of how a sales person’s behavior and manner of approach towards their clients will directly impact the outcome of the sales. The advisor needs to go back to basics and realise that clients have little or no knowledge of financial planning.

Ob

jec

tives

5

The Basics of sales

How to return to the basics

How to talk on the telephone

How to prospect

How to close a sale

How to ask for referrals

How to do a financial needs

analysis

Have you got a plan?

How to sell yourself in 60

seconds

Time Management

Why ‘time management’ is

important to you your team.

How to start

The Pareto Principal 20/80

Procrastination

Delegation

Organizing your work area

Managing a crisis

Planning SMART

Establishing a ritual

Value Proposition

What is your Value Proposition?

How many propositions do you

have?

How do you use your

proposition to attract clients?

Selling Lemon Juice

Buying Peanut Butter

The five P’s

The

the

ate

r C

ON

TENT

Video History: https://www.youtube.com/watch?v=CgJlCbxLzLU http://youtu.be/l2c5z7sjb-U http://youtu.be/GkejrYLZpBU Tel: (+27) 214 340 757 Cell: (+27) 718 749 401 Email: maurice@summitry.co.za http://www.comiendoentralagana.webs.com http://www.mauricejonker.webs.com

Maurice Jonker International Facilitator & Key Note Speaker

SAQA ACREDITED (SOUTH AFRICA) & CITY & GUILDS ACREDITED (UK)