BETTER LISTENING, BETTER QUESTIONS, BETTER RELATIONSHIPS TRAINING
the goal and the requirements
*Includes four on-demand videos that you must complete before the one-day live virtual session.
This is our Foundational Training that is applicable to all client-facing professionals. This Academy focuses on helping professionals close engagements faster, deepen their understanding of what the client really wants (for both the client and the advisor), and deepen client relationships. We also provide you with a simple way to clarify and establish mutually agreed-upon expectations that allow dreaded conversations to be easily addressed. Over the past 20 years of training, we have heard three consistent themes from our Better Listening, Better Questions, Better Relationships Academy attendees:
They use the training we provide every day with almost every client and in their conversations with everyone - family, friends, etc.,
The training paid for itself when they used it with their first client or prospect,
The skills and tools they learned helped them build deeper relationships with both their existing clients and their families, which resulted in more current revenue, higher retention, and more referrals.
This training qualifies for up to 15 Continuing Education credits for CFP (likely other organizations, too)
The Training includes:
How to understand and facilitate your client/prospect’s decision-making process;
Using the 7-step Alignment Conversation to create deeper relationships with your existing clients, distinguish yourself from their other advisors (and competitors), and engage new "A" level clients; and
Using the Expectations ConversationTM to set clear, agreed-upon expectations with your clients and prospects. One definition of disappointment is “the difference between someone’s expectations and their experience.” Clients often have unstated (and sometimes unrealistic) expectations. If you do not know what those are, you are likely to unknowingly disappoint them;
When multi-generational planning is appropriate for a client, an overview of The Heritage Process®, and where and how it can fit within your existing practice (which may be through collaboration).
