Bill Walton Sales Training has created a suite of programs as a product of its 15-year history of supporting Financial Advisors and the Distribution organizations that support them. Grounded in adult learning principles with a “how to” approach, Walton offers four hard-hitting programs that advisors can self implement, and wholesalers can coach to. The Core Four are also delivered as an engaging keynote presentation.
Telling Your Story: Value Prop Mixology
Prospects respond to how an advisor describes situations they can personally relate to. Helping prospects see themselves in the relationship engenders trust and staves off procrastination. So why aren’t advisor value props better? Too many advisors fail to state why their clients work with them, and why specifically the prospect would be interested. Prospects want to hear an advisor’s credibility and issue fluency – this workshop helps advisors communicate that through three levels of messaging: a 12-word tagline, a 45-second elevator pitch and a 2-minute value proposition that answers the “why should I work with you?” question.
A Giving Hand is Always Full: A Roadmap to Lasting COI Relationships
Centers of Influence want what you want – more business. But what COIs want from advisors and their partners can be something entirely different. Credible networking sources are looking to make a valuable impact on their contacts by providing a trusted resource. And that is you. This program addresses the common categories of COIs, their sources of value, and specific relationship building tactics financial professionals can adopt to attract them. Participants learn how to trade on the insights they provide vs. simply asking for referrals.
Taking the Stress out of Asking for the Business
Closing effectiveness is declining. Bill Walton Sales Training’s recent survey of sales managers revealed that in 75% of prospect interactions, their people were not requesting commitment. In the same survey -nearly 90% of opportunities are not closing as forecasted. Participants are given a process that leverages a last call/next call rolling engagement model that orients every interaction around a client type and solvable problem. Financial Professionals will learn to present solutions with context – using the spoken words of prospects to ask for the business.
Personal Effectiveness: A Financial Professional’s Survival Kit™
Bill Walton has been coaching financial advisors for over 15 years. While smart, credentialed and well meaning, not all advisors have an inner drive to seize all opportunity all of the time. Often what’s needed is a process for getting the right work done right. In this tools-driven program, financial professionals learn to create their Perfect Week, to adopt a time-slot strategy for their outreach, and take a “Big 6” approach to what’s realistic to accomplish in one business day. This program allows for best practice share and peer coaching.
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