A One-Day Workshop For Top Financial Advisors

Transcription

1 A One-Day Workshop For Top Financial Advisors

2 A Personal Roadmap To Build The Practice Of Your Dreams Ready To Cross That Bridge?

3 Helping Advisors Chart A Personal Course To Even Greater Success Realizing The Opportunity is a one-day workshop that empowers financial advisors to begin to build the practice of their dreams. Based on proprietary empirical research with more than 2,000 elite advisors and the practical experience of CEG Worldwide s principals, this workshop delivers break through results that advisors otherwise would struggle to achieve on their own. The workshop inspires and guides advisors as they develop a personal roadmap to build a simple and elegant wealth management business. Wealth management is a superior business model over the investment generalist model because: Wealth managers earn on average nearly three times as much annually as investment generalists ($881,000 vs. $279,000). Wealth managers have more than double the assets under administration of investment generalists ($645 vs. $307 million). Wealth managers have deeper, longer lasting, and more mutually satisfying client relationships that provide stable long-term income. Wealth managers address a wide range of needs of the affluent, making them indispensable. Rather than focus on investments alone, they lead a team of experts who create value across the entire spectrum of the concerns, goals, and values of the affluent. Realizing The Opportunity, in one day, gives advisors insights into the needs of the affluent and the best practices of elite advisors. No other workshop in the world provides this depth of information and a practical personal roadmap that advisors can begin to implement immediately. Average Annual Income Wealth Managers Investment Generalists Assets Under Admin. Wealth Managers Investment Generalists $279,000 $307 M $645 M $881,000 Wealth managers earn nearly three times the annual income of investment generalists and have more than twice the assets under administration. N = 2,094 financial advisors. Source: CEG Worldwide, 2007.

4 The Advisor Challenge Taking Advantage Of Today s Tremendous Opportunities According to research conducted near the end of 2008, four out of five affluent individuals with more than one million dollars in investable assets are considering switching advisors right now. There have never been this many affluent individuals in transition at the same time. This creates an unprecedented opportunity for financial advisors to win new clients and substantially increase assets under administration and associated income. To win these affluent individuals, advisors must understand deeply what the affluent care about. Our research indicates affluent individuals want a different advisory experience. Working with an investment generalist is simply not enough for the affluent. They want a relationship with their advisor that puts their concerns, goals and dreams at the center. They want a higher level of service, a deeper level of commitment, and a client-intimate relationship. They want advisors to understand them and then work collaboratively to address all their financial challenges. So how can advisors do this? First, advisors must recognize that the world has changed. What has made them successful in the past will not work in the future. We are witnessing history in the making as this recession and other circumstances ravage the financial services industry. Times like these always bring about a shift in the way companies do business and how they deliver value to their clients. We are in the midst of that shift right now. Second, to succeed in this new market advisors must have a plan they can immediately implement. They need a clear roadmap, realistic goals, proven business practices that address the needs of the affluent and the focus to implement those practices right away. Time is of the essence because the affluent investors are in transition right now. So where can advisors turn to find insights into the needs of the affluent and business practices that win the trust and assets of the affluent? To earn the trust and the assets of the affluent in transition, advisors must deliver business practices that put the affluent at the center.

5 The Value Proposition A Personal Roadmap Based On Empirical Research And Best Practices In the Realizing The Opportunity workshop, advisors gain insights into the two key areas that will help them build the practice of their dreams: The needs of the affluent. The best practices of elite advisors who utilize wealth management principals to deliver an advisory experience that earns the trust and assets of the affluent. But that s not all. The workshop, in one day, will help advisors create their own personal road-map to: Transform their practice into a great business that supports the quality of life they want. Utilize the proven seven strategies of elite financial advisors who, by serving their clients well, have substantially increased their net incomes - all while improving their quality of life. Guide advisors from where they are now to where they want to be. CEG Worldwide s proprietary empirical research is based on a simple philosophy. Our principals, through years of industry experience, noted that truly elite advisors practice just a handful of tactics and strategies. We set out to discover those through both qualitative and quantitative research techniques. What we discovered is that success is realized through focus focusing on the right clients, the right services for those clients and the right approach to delivering those services. We talked to more than 2,000 top advisors and learned that they routinely use just 7 major strategies and a handful of tactics. We share these strategies and tactics in these workshops. The Affluent Have Many Financial Advisors Those With One Advisor $500K- 1 Million 86.1% $1-2 Million 26.5% Those With Two Advisors $500K- 1 Million 12.6% $1-2 Million 61.3% Those With Three Advisors $500K to 1 Million 1.3% $1-2 Million 12.3% $2-6 Million 2.5% $2-6 Million 56.0% $2-6 Million 41.5% N = 1,417 affluent individuals. Source: Russ Alan Prince and David A. Geracioti, Cultivating the Middle-Class Millionaire, 2005.

6 Realizing The Opportunity Workshop Overview Workshop Services Group Coaching Sessions Printed Materials Peer Coaching Breaking Through Book Nine sessions in one day. These intensive workshop-style sessions deliver focus and intentionality as advisors examine their practices, learn about the affluent and the practices of elite advisors, and develop their personal road map build the practice of their dreams. 30-page workbook. Packed with the most recent research about the needs of the affluent and practices of elite advisors, this workbook helps advisors develop their personal road map. Included. Advisors interact with each other and compare notes on their individual practices, goals, and the strategies and tactics they will include in their personal road maps. Included. Every advisor receives a copy of Breaking Through Building A World-Class Wealth Management Business. This book offers insights, based on proprietary empirical research, into the needs of the affluent and the practices of elite advisors. Workshop Benefits Immediacy Focus Confidence Timeframe Advisors walk away from the workshop with a plan in hand that they can begin implementing right away. The workshop helps advisors focus on the right behaviors and right attitudes to attract the right affluent clients. The workshop gives advisors confidence to know that they are implementing the best practices of elite advisors. Because this is a one-day workshop, advisors learn quickly and succinctly what they need to do to begin to build the practice of their dreams. Workshop Focus Strategy One: Strategy Two: Strategy Three: Strategy Four: Strategy Five: Strategy Six: Strategy Seven: Attract affluent private clients Strengthen client relationships Capture assets and acquire clients Manage your practice as a business Partner with financial institutions Commit to life-long learning Realize maximum equity

7 Workshop Session Topics Session One Realize the Opportunity There has never been a better time to build a world-class financial services practice. Learn how elite financial advisors who earn an average of $881,000 leverage seven proven strategies to achieve their breakthrough results. Learn how to transform your practice into a world-class business that will support the quality of life you want, by creating an exceptional experience for your clients. Session Two Attract the Right Affluent Clients Uncover the key concerns of affluent clients and exactly what they want from you. Then find out how to use these important insights to attract an endless stream of prequalified, pre-endorsed prospects who will move you upmarket to greater profitability. Session Three Strengthen Your Client Relationships Learn our proven five-step wealth management process that will enable you to consistently deliver an exceptional experience to your clients and empower you to be successful on purpose. Session Four Capture Additional Assets and Acquire New Clients Discover the proven elite advisor business development processes that will bring you ever-increasing financial rewards. Master client referrals and discover the breakthrough opportunities available through forming strategic alliances with attorneys and accountants. Session Five Become a Highly Successful Entrepreneur Learn the step-by-step process for building a simple and elegant wealth management business one in which you are indispensable to the right affluent clients while you build a great quality of life for you, your team and your family. Session Six Create Leverage Through Powerful Alliances Elite advisors outsource everything but client relationship management, expert relationship management and business development. To become a great entrepreneur, you will identify your core competencies, find out how to choose your outsourcing partners well and then learn a systematic process for intelligent outsourcing. Session Seven Maintain Your Competitive Edge Your clients expectations and the increasing complexity of the financial services industry are creating unprecedented demands on your skills and knowledge. Discover how to meet this challenge through highly effective lifelong learning. Session Eight Maximize the Equity in Your Business All financial advisors want to build substantial equity in their businesses, but few actually succeed at doing so. Discover the four key drivers of creating equity in your business, and learn the secrets of the elite advisors who are realizing maximum equity. Session Nine Succeed on Purpose There has never been a better time to break through to an even higher level of success. But you need a plan that works. In this group coaching session, you create your own detailed, highly actionable road map. Step by step, it will enable you to immediately implement what you have learned, so that you can achieve your own breakthrough success in today s volatile market.

8 About CEG Worldwide The Leading Coaching Organization For Financial Advisors CEG Worldwide is the premier coaching, consulting and research organization for the financial services industry. We empower financial advisors to achieve break-through results in their careers by substantially increasing assets under management, affluent client acquisition and personal net income all while serving their clients well. We deliver insights into the best-practices of elite advisors, garnered from empirical research, and coach advisors about how best to implement these practices into their daily routines. The result a focused, energized and enriched advisor who delivers client-centered services that build lifetime loyalty. Our Mission CEG Worldwide exists to help financial advisors and the institutions that serve them realize break-through results and achieve their full potential. Our coaching, consulting and research services are all designed with this single goal in mind. We are passionate about coaching financial advisors and consulting with institutions to Build a Simple and Elegant Wealth Management Business SM. Our Vision At CEG Worldwide, we believe success happens when advisors know what to do and then actually do it. We are constantly surveying, analyzing and developing insights into the three key groups that influence financial advisor success: the affluent, elite advisors and top financial institutions. We are continuously working to improve the effectiveness of our coaching services to help advisors bridge the knowing-doing gap and realize break-through results. Our Value CEG Worldwide produces break-through results for top financial advisors by helping them deliver the very best practices for the right clients. Whatever results a financial advisor might accomplish within 24 to 36 months on their own, we can often help them accomplish in less than half the time, all without trial and error learning. Engaging in a formal interview process with clients Wealth Managers Investment Generalists Providing clients with formal plans Wealth Managers Investment Generalists 37% 58.7% 81.9% 85.5% Providing clients with write-ups evaluating their situations Wealth Managers Investment Generalists Very Characteristic Of The Practice Type 35.1% 76.8% N = 2094 financial advisors Source: CEG Worldwide, 2007.

9 What Makes Us Unique? No Other Organization Offers Our Combination Of Services Coaching For top advisors to become elite advisors, they must make changes. Change is difficult. We characterize this as bridging the knowing-doing gap. Even if an advisor knows what to do, actually doing it consistently over time is challenging. There is much wisdom in the saying old habits die hard. Our coaching services empower advisors to focus on the key behaviors and best practices that will ensure they cross the knowing-doing gap in each phase of business development. Proprietary Empirical Research We provide empirical research in two key areas: the practices of elite advisors and how the affluent work with advisors. No other program offers this depth of insight in these areas. Our research with elite advisors shows that they consistently practice seven strategies. Our research with affluent individuals shows dramatic differences between them. Without these insights and best-practices, advisors will struggle to deliver services that resonate with and earn the loyalty of the affluent. A Step-by-Step Approach To move from good to great, financial advisors need a plan and tools. We ve developed a step-by-step approach that advisors implement in reasonable phases. Each phase delivers real business benefits. Advisors do not have to wonder where they are going or how they ll get there. We have built the bridge for them. Personal Planning and Development While we offer a step-by-step approach, it is not one-size-fits-all. Our programs engage each individual advisor deeply and ask them to examine their values, dreams, goals and opportunities. We help them translate these core elements into a personal road map that they can develop over time. Each advisor s plan is unique to their life, interests, personal goals and career objectives. Access to CEG Worldwide Principals There are many coaching programs available today for financial advisors. Our program, however, is facilitated by seasoned financial services leaders. CEG Worldwide s principals are domain-level experts, each of whom have had tremendous career success and are recognized as leaders by their peers and industry analysts. This level of credibility and focus is unmatched in the industry.

10 Some Of Our Key Principals CEG Worldwide Principals Take An Active Role In Delivering Programs John J. Bowen Jr. - Founder & CEO John Bowen founded CEG Worldwide in 2000 with the goal of benefitting financial advisors, and the institutions that work with advisors, with the wealth of his career experiences and success. In his 26 years as a financial advisor and investment firm CEO, Mr. Bowen learned that many advisors lacked the high-quality empirical data and pragmatic business experience necessary to build hugely successful businesses. Bowen founded CEG Worldwide to fill that void, with the belief that providing advisors and institutions with research about the best practices of elite advisors and the coaching to use these practices effectively would help them achieve new levels of success. CEG Worldwide represents the culmination of Bowen s unique financial services industry experience. That experience encompasses a career as a financial advisor, including eight years as CEO of Reinhardt Werba Bowen Advisory Services, where he helped manage more than $1.6 billion in assets. Bowen sold that company and subsequently became CEO of Assante Capital Management. He served as a member of Assante s senior team as the firm more than tripled assets under management to more than $25 billion. Through these experiences, Bowen learned firsthand the best practices necessary to achieve substantial success. He also learned that the vast majority of advisors and institutions lacked a road map to build a simple and elegant practice so he founded CEG Worldwide to provide to other advisors and institutions the lessons CEG Worldwide s ongoing research and his experience had taught him. Bowen is widely recognized as a leader in the financial services industry. He writes a highly acclaimed monthly column for the leading U.S. financial services trade journal Financial Planning. He is the author or co-author of several books, including Breaking Through: Building a World-Class Wealth Management Business, The Prudent Investor s Guide to Beating Wall Street at Its Own Game and Creating Equity: How to Build a Hugely Successful Asset Management Business. Bowen received his BS degree in economics from the State University of New York Fredonia, an MBA in taxation from Golden Gate University and a master s degree in financial services from The American College.

11 Patricia J. Abram Senior Managing Principal Patricia Abram works with financial institutions to develop and implement customized, actionable strategies for improving productivity through value-added marketing strategies. She leads coaching programs, practice management forums and custom workshops to help advisors and financial institutions break through to a higher level of success. On behalf of CEG Worldwide, Abram is a featured columnist each month in Research magazine and a co-author of Breaking Through: Building a World-Class Wealth Management Business. Abram spent five years with American Skandia as SVP, National Sales Manager and CMO. Before American Skandia, Abram served as SVP and CMO of Mutual Service Corp. Abram has conducted hundreds of presentations in the U.S. and abroad, for groups such as the Financial Planning Association, Financial Services Institute, and National Association of Variable Annuities. Jon J. Powell Senior Managing Principal Jonathan Powell has considerable expertise in developing top-performing financial advisors. Working with many of the nation s top financial firms, he enjoys helping advisors transform their professional and personal lives by using CEG Worldwide s research-backed principles. He is a co-author of Breaking Through: Building a World-Class Wealth Management Business. Mr. Powell has hired and coached hundreds of top financial advisors for more than 25 years. He spent more than two decades with Citigroup before retiring to pursue his passion for training and coaching. In his lengthy career, Mr. Powell has managed branches for Smith Barney and led Citibank s West Coast brokerage business, overseeing 290 financial advisors and 20 managers. Robert Niederman Director of Coaching Bob Niederman worked with CEG Worldwide to design, develop and facilitate its results-oriented Breaking Through coaching program, which teaches financial advisors how to optimize their businesses to achieve significant growth in profits and assets under management. He was instrumental in building CEG Worldwide s Elite Advisor Forum a focused study group of top-level financial advisors that provides participants with unique breakthrough opportunities in business development. Mr. Niederman is a pioneer in the field of corporate coaching, having coached more than 100 Silicon Valley CEOs since Niederman earned a BS Psychology from UC Santa Cruz and a PhD in educational psychology from the University of California, Berkeley. He also completed postdoctoral work at Stanford University and received coach training at Newfield Network. Henry S. Miller Director of Training Henry S. Miller is responsible for developing CEG Worldwide s coaching programs in conjunction with John Bowen. As Director of Training, Miller has facilitated coaching program sessions with virtually all major CEG Worldwide clients for the past six years helping to train and coach close to a thousand financial advisors. Mr. Miller is an organization-transformation consulting and training expert who has helped dozens of organizations maximize the opportunities available to them as they make the transition to world-class 21st-century institutions. Mr. Miller has served as a senior consultant for the Tom Peters Company and spent nearly 20 years in management and senior staff positions, primarily in the areas of financial and strategic planning at IBM.

12 1954 Hayes Lane, San Martin, CA Copyright CEG Worldwide LLC. All rights reserved. No portion of this document may be used without the express written consent of CEG Wordwide.