With the Wealth Management, Banking and Insurance industries changing practically weekly, firm leaders should be taking a hard look at their talent - specifically their sales leaders. They’re the true pivot point in an organization and when trained well, MAKE MONEY FOR THE FIRM.                     FACT - Investing in sales leadership can yield top line revenue gains of up to 29% according to Wilson Learning.  The role of the sales leader has morphed over the years, from “top closer” to “product expert” to "administrator." To win in this era of digitial client acquisition, these pros need to be freed up to coach and develop producers.
 
Listen to this engaging conversation with Bill Walton and Dr. Matt Woolsey, the nation’s leading authority on transformational leadership. You’ll be given a roadmap on how to make sales leadership a strategic advantage in your organization – one that you can drop to the bottom line. Topics include:
 

• “The Managerial Covenant”: Getting producers to commit to bigger goals
• The difference between general leadership and sales leadership
• The four competencies of effective sales leaders
• What sales leaders in financial services need to start doing, and STOP doing
• Managing across multiple generations
• Finding more time to coach

 
Click on the link to enjoy the show:
https://www.voiceamerica.com/episode/108308/transformational-sales-leadership-what-is-it
 
Share your comments with us on LinkedIn (https://www.linkedin.com/in/billwaltonsalestraining) or Twitter (@wfwalton) or at bwalton@billwaltonsalestraining.com.

​I spent the day at IN|VEST 2018 yesterday in NYC as an evangelist, a trainer and thought leader. The conference was well produced and the speaker roster couldn't have been a better fit. The goal - provide concrete ways to leverage digital wealth technology internally and externally to drive seamless financial experiences that feel like consumer experiences. Here's a list of the key observations. Please excuse the brevity:

• This is the right conference at the right time
• Investors want faster/cheaper/more personal/seamless/simple. Think Uber
• AI in the next 12-18 months will be prevalent and drive engagement
• This is still a persona-based business
• A key expectation of the digital client: "Show me you know me"
• Consumers want the ability to go from purely digital to human hand holding

REMANING QUESTIONS and TO DOs:

• Know what level of financial literacy you want to target
• How will you gauge the right level of profitable "personalization" 
• This is about speed - can your internal culture keep up? 
• Internally - figure out what your people do best, automate the rest
• Create holistic offerings vs. siloed services for investing
• Do you have the right data - consumer data, AI, etc and the actionable insights from it? 

For more insights, call or text  917-439-3271 and I'd be happy to share more.  - Bill

Financial professionals all agree that they need new clients. But the challenge    of balancing a healthy client base and dealing with an endless flow of admin is crowding out the time for a strategic prospecting effort. The result? A prospect-when-I-get-to-it approach that barely moves the needle. Without a dedicated prospecting effort, advisors, planners, bankers and insurance pros face real revenue gaps in their practice. In order to respond, this book provides a proven system that will get the growth readers need that positions them as credible, not salesy. 
 
Taming the Four Headed Dragon gives Bankers, Private Client Advisors and Insurance pros an easy-to-adopt process that validates what they’re already doing well while giving them the three things successful prospectors possess:

1. Laser beam focus on an ideal client type
2. The messaging to connect credibly
3. The time to commit to a planful approach

Without these three things, prospecting becomes tactical and sounds transactional. That's not a good thing since most any client worth attracting is with another firm and individual. Inside you’ll find:

• Templates for prospect messaging (with great samples!)
• Ideal client “declarations” to share with COIs
• Meeting agendas and constructs to make sure every contact pays off
• Closing process that gets prospects to commit

Click here to see what readers have said about Taming the Four Headed Dragon: https://www.4headeddragon.com.
 
Start winning more that your share of new business by ordering your personally signed copy of Taming the Four-Headed Dragon. Go to https://www.4headeddragon.com to order. Most credit cards accepted. For an earlier start on your client acquisition efforts, download your free copy of the chapter that helps you ask for the business. Click here to get yours: ​www.billwaltonsalestraining.com/freedownload2.html.