THE KELLEY GROUP GET YOUR GAME ON

Transcription

1 THE KELLEY GROUP GET YOUR GAME ON

2 GET YOUR GAME ON Games are proactive mechanisms that have historically produced the highest levels of performance. All games have certain key elements in common like: rules, a finish line, a score, competition, fun and challenge. To increase the performance of any area of life, it is possible to use the fundamental elements contained in games. SARANO KELLEY, TOP PRODUCER, MOTIVATIONAL SPEAKER, AND LIFE COACH

3 THE KELLEY GROUP GET YOUR GAME ON For more than two decades, Sarano Kelley and The Kelley Group has challenged elite financial advisors and senior managers to break through performance barriers, both in their professional and personal lives. How? By turning daily performance into a quarterly contest. The 90-day game method, as described in Sarano Kelley s groundbreaking book, The Game: Win Your Life in 90 Days, holds advisors and managers accountable to themselves as they strive to make significant improvements in key areas of their lives in a short period of time. It offers them a deadline and the blueprint for creating effective motivation, strategy, and tactical awareness. Just as study, practice, measurement, evaluation and coaching help elite athletes break barriers, Kelley s Game method produces specific, measurable results throughout your organization. THE MODEL FOR SUPERIOR RESULTS What if the next 90 days or 18 months could change your entire life or radically improve your business? What if you could draw upon the fundamental elements of games and competition to experience this lifealtering breakthrough? It will cover nine areas of performance improvement that are part of The Kelley Group keynote presentations and training: THE GAME METHOD The Game-Playing Field Accountability Plan Reversing the Deal Flow Strategy Rating System for Daily Motivation Presentation Skills Reframing Skills Recruiting Skills This brochure will introduce you to The Game Method concepts Sarano and Brooke Kelley use in their training programs and #1-rated keynote presentations to help elite financial advisors and senior managers break through performance barriers, both in their professional and personal lives. (866) FAX (866)

4 GET YOUR GAME ON

5 THE KELLEY GROUP THE GAME METHOD The Game Method challenges you to improve your performance in key areas of your life, by examining your motivation, your strategy and your tactics. MOTIVATION. How do you get in the zone? The Kelley Group trains individuals to take responsibility for rating themselves across all areas of the game-playing field. That includes work, home, physical health and even spiritual goals. The concept is simple: When you measure and record your efforts consistently, you create the competitive mindset that spurs high achievement. Competition creates automatic focus, accountability and motivation. STRATEGY. The goal of developing the correct strategy is to reach a place in your business career where wealthy people track you down to do business with you, eliminating the need to prospect, ever again. When you reach that position, you ve reversed the deal flow. The Kelley Group trains individuals to develop a unique brand, a unique message, and a unique ability to deliver that to a unique audience. Strategy development focuses on centers of influence, identifying strategic partners and features unique concepts pioneered by The Kelley Group. When you measure and record your efforts consistently, you create the competitive mindset that spurs high achievement. TACTICS. Why study subjects like body language or how to read a prospect s unconscious objections? Because communicating at an elite level is the final piece of the puzzle. Even the highest-achieving financial advisors and managers must practice their communication skill set. The best ones usually have a coach. The Kelley Group training ensures you will never wing it in a sales presentation. Knowing the most impactful words to say, and how to artfully address questions and resistance is vital. Don t reach the end of a productive presentation meeting only to be blindsided by an objection. (866) FAX (866)

6 GET YOUR GAME ON MULTIPLE POINTS OF ACCOUNTABILITY LEAD TO MORE CONSISTENT RESULTS.

7 THE KELLEY GROUP PREPARING TO TAKE THE FIELD As you start working on motivation, strategy and tactics, you must first conduct a full selfassessment and uncover the areas of your life that are not functioning optimally. This is typically something that people only do when they are facing an emergency or worse yet, when they face a potentially life-threatening illness. The Kelley Group shows you how to rate yourself honestly in 13 areas of your life before there s a crisis. You take a hard look at your health, finances, and relationships. This unique Game-Playing Field worksheet is based on the concept of continual improvement. Interestingly, when asked to rate themselves on a scale of 1-10 (with 10 being the CREATING AN ACCOUNTABILITY PLAN After you ve assessed your personal game-playing field, it s time to implement an accountability plan and daily performance goals. This is where many advisors and most coaching programs fall short. Too many coaching programs encourage you to set goals and check in with a coach from time to time for what amounts to an occasional counseling session or pep talk. But true accountability hinges on having a 360-degree team around you every day holding you to stated objectives in an organic fashion. Multiple points of accountability lead to more consistent results. Think of the professional athlete who works hard every day, held accountable by: COACH WORKOUT PARTNER TEAM FANS highest) most top performers would not rate themselves as 10s, believing that they always have room for improvement. The best always attempt to get better, while also knowing that they should spend the most time on their most productive activities, their unique skill sets. The Kelley Group creates this 360-degree accountability structure for our coaching clients. And, you ll discover the three steps of greatness to mastery: TRAINING. We must first learn and study the correct skills we are attempting to master. PRACTICE. We must then practice the correct skills we learned. COACHING. We then rehearse our training and practice with a coach giving feedback, learn new skills, and the process is repeated. All great performers use this ongoing process to drive their achievement to its highest level. And so do top advisors and top managers who receive training through The Kelley Group. (866) FAX (866)

8 GET YOUR GAME ON LEARN HOW TO LET GO OF PROSPECTING AND HAVE CLIENTS COME TO YOU. REVERSING THE DEAL FLOW Having established your goals and accountability plan, it s time to implement an effective business strategy for maximum long-term success. The strategy at The Kelley Group is simple: Create a name-brand financial advisory practice with a stellar reputation such that wealthy people track you down to do business with you. When the right people come looking for you, instead of you looking for them, we call that reversing the deal flow. How do you achieve that? By building networks of accountants, estate planning attorneys and other professionals who share your client-base characteristics and by leveraging your client relationships for referrals. By consciously building a well-organized social network aligned to your highest business principles, individuals who are committed to your success. It goes beyond client referrals, accountants, estate planning and other professionals who share your client base characteristics. In fact, this process is so precise that if you do the right things but in wrong order, like many advisors, you will waste a lot of time and not get the payoff you would expect. When the right people come looking for you, instead of you looking for them, we call that reversing the deal flow. The Kelley Group shows you how to do this, and so much more. Going from being a producer, a rainmaker and even a deal maker to creating alliances with centers of influence makes you a connector and lets you build a critical mass of individuals who can refer you at the (wholesale) level. As you begin to invert your prospecting dynamic, you will observe that you are making more money, while enjoying a more balanced work life.

9 THE KELLEY GROUP RATING YOURSELF FOR DAILY MOTIVATION The Kelley Group teaches coaching clients how to thrive in the 80/20 rule leveraging the fewest number of clients to achieve the highest degree of success. And to do this, you must analyze your Client Capacity Utilization Ratio, determining where you are leaving money on the table, and where you could be maximizing a relationship. This stems from the idea that you should never call on strangers when you can be introduced by a friend, or what The Kelley Group calls the art of leverage. The Kelley Group has pioneered a series of steps to assess and improve your current referral status. We call this the blocking and tackling of running a great practice. THE BLOCKING AND TACKLING OF RUNNING A PRACTICE 1. Asking for more business from your existing clients. 2. Asking for the biggest business you possibly can from your existing clients. 3. Getting as many different kinds of business as you can from your existing clients (turning away potential competitive threats and mastering true goals-based wealth management). 4. Keeping the client and being able to recover the relationship should you lose it, and removing clients who are not being well served by working with you and vice versa. 5. Asking for referrals from your clients. 6. How well-priced you are for your services. (866) FAX (866)

10 GET YOUR GAME ON MASTER THE BLOCKING AND TACKLING OF PRESENTING. PRESENTATION SKILLS: BEYOND COMMUNICATION TO CONVICTION Once you have learned the strategy of reversing the deal flow, you re now in front of the right people. Now, it s time to work on the tactics that will make you a better communicator and more successful business person. Why is it that the most successful financial advisors and managers continue to brush up on their presentation skills? Because how you present yourself sets you apart. The better you can communicate with your prospect or center of influence, the more business you will close, and the more recruits you successfully bring over. Studies have shown that just 7% of the impact of your communication comes from words alone. That doesn t mean that what you say isn t important. But you must speak effectively and pay attention to your unconscious body language. You must observe and eliminate any distracting behaviors that are sending the wrong message to your prospect. The Kelley Group shows you how. The Kelley Group reinforces the basic blocking and tackling of being a good presenter. But that s not all. We consistently train speakers to go beyond good communication to the power of conviction and reach Studies have shown that just 7% of the impact of your communication comes from words alone. new highs. That s why our work was rated #1 by the Securities Industry Association at the Wharton School of Business. The skill and power to motivate an audience, a recruit or a high net worth individual, has a payoff well in excess of the time invested with The Kelley Group. We want our coaching clients to become known as the best presenters in their company, perhaps even in the industry.

11 THE KELLEY GROUP DEVELOP SKILLS TO OVERCOME HURDLES AND ACHIEVE YOUR GOALS. REFRAMES: THE ART OF OVERCOMING RESISTANCE The ability to handle resistance and objections is a critical tool for reaching your goals as financial advisor and a manager. If you have followed a well-prepared presentation, you will likely not be blindsided by an objection. However, objections occur and there is a successful methodology for how you handle them. This is just one more example of the actual skills successful advisors and managers learn from The Kelley Group training. The Kelley Group provides you with specific steps and verbiage to use in presentation meetings to uncover and overcome objections. Our coaching clients learn the following techniques: Replay. Repeating the objection to ensure understanding and to show empathy. Verification. Getting confirmation from the client that the advisor understands the objection. Acknowledgment. Letting the client know that you re glad they shared their concern. Isolation. Making sure that there are no other hidden or unspoken objections. Probe/Reframe. Using a series of probing questions designed to change the way the prospect or client is relating to their concern. REPLAY VERIFY ACKNOWLEDGE ISOLATE PROBE/REFRAME (866) FAX (866)

12 GET YOUR GAME ON RUN YOUR RECRUITING LIKE A BUSINESS.

13 THE KELLEY GROUP RECRUITING SKILLS: BUILDING A DURABLE FOUNDATION FOR YOUR BRANCH Recruiting activities often get set aside as managers deal with more pressing branch concerns. Over time, however, neglecting recruiting can have a spiraling negative effect on branch productivity. Without a steady stream of new recruits, managers experience greater business risk from potential defections. The Kelley Group provides managers with advanced strategies, highlevel communication tactics, and structures for consistent engagement that will drive them to the highest level of success. While most managers inherently know systematic contact wins over new recruits, they often don t organize or visualize their data in a way that allows for serious analysis. The following diagram illustrates how we can use metrics and quantitative data to aid in recruiting efforts. 1. All desirable recruiting prospects. 2. Prospects with whom you ve made first contact. 3. Prospects who agree to a face-to-face meeting. 4. Prospects who have had a face-to-face meeting. 5. Prospects who have had first meeting, and agreed to additional contact The Kelley Group teaches managers to use the above graph to discover their strengths and weaknesses in the recruiting Game: What is the typical number of phases or cycles to bring in new advisor or recruit? How long are the individual phases in each of the key cycles of turning a prospect into a successful recruit? Where do you tend to get bogged down? Where do you tend to most lose people? Based on this analysis, managers will know where they should focus most of their time to get the greatest results. And they will then be prepared for The Kelley Group s advanced communication tactical training. Ultimately, we use simple, powerful, strategic and tactical tools to hold managers accountable, and help them master the art of recruiting. Many managers have commented that The Kelley Group training shows them how to run recruiting the same way they run their business. (866) FAX (866)

14 GET YOUR GAME ON THE KELLEY GROUP DIFFERENCE.

15 ABOUT THE KELLEY GROUP SARANO KELLEY Sarano Kelley, founder of The Game and author of The Game: Win Your Life in 90 Days, grew up in a gang-infested neighborhood of Brownsville, New York. At age 16, Sarano was accepted at Vassar College, where he went on to pursue a degree in economics. By 23, he had earned $400,000 in commissions as a Wall Street stockbroker. At the height of his professional success, a sudden house fire killed some of Sarano s beloved family members. This tragedy inspired Sarano to pursue new directions professionally, dedicated to the principles of balance and purpose. As a motivational speaker and coach, Sarano draws upon his compelling life experiences and has trained more than 250,000 individuals, including some of the most successful financial advisors in the industry. For several years, he was invited by the Clinton White House to provide media training to senior government officials. BROOKE KELLEY Brooke Kelley is an accomplished business executive, speaker, and cofounder of The Kelley Group. Born in Los Angeles, Calif. to a family of educators, she pursued athletics and academics throughout her school years, and graduated with honors from Pepperdine University in She then became one of the youngest top sales reps for King Pharmaceuticals. In 2003, Brooke was recruited by Pfizer Pharmaceuticals where she continued to achieve high honors and awards, developing sales relationships with some of the leading physicians at Cedar Sinai Hospital, and ranking in the top 10 for sales of a popular drug line. Brooke s background as a competitive swimmer, corporate sales ace, and her inherent drive gave her the perfect qualifications to help found The Kelley Group and coach the nation s elite advisors which include members of The Barron s Top GIVING BACK TO THE COMMUNITY We believe in giving back, helping others experience greater success through the application of sound, financial principles and good advice. THE KELLEY GROUP Here are some of the ways we make an impact: Financial Literacy Campaign. By the year 2020, we pledge to recruit 30,000 financial professionals, athletes and celebrities to volunteer at the nation s high schools every April during National Financial Literacy Month. Broke and Famous. A few years ago, Sarano was featured on a VH1 special titled Broke and Famous, showcasing his work with celebrities whose lives have faltered. When even the most successful individuals can lose everything, it reminds us all the value of sound financial principles and advice. At-Risk Children. The Kelley Group was also featured on an ABC special series on children and the pressures they face in society. We believe that all children can benefit from the principles of The Game, that through hard work, and belief in themselves, they can reach their potential. (866) FAX (866)

16 THE KELLEY GROUP (866) FAX (866)