The following are a list of topics and descriptions for our most popular program, Advisor Solutions Pipeline & Sales Group Coaching Program. These topics were chosen based on thousands of hours of individual and group coaching sessions! However, will be adding topics in the future and always welcome requests for topics that are of interest.
The Orientation Session
This session is designed to help you fully understand The 9 Step Client Acquisition Process. Every advisor and agent has a clog in their pipeline somewhere. By the end of this session you will know what the entire course curriculum will be and how YOU will find your pipeline clog and get rid of it!
Week 1: Mastering Time Management
This session is designed to help you create structure to your day and manage interruptions. We want to turn your daily activities into a game, complete with reward and punishment systems and be given tools to help you do that. You will also be assigned an accountability partner that will help you in your quest to succeed!
Week 2: The Time Management Mastermind Session
This session is designed to help you utilize the tools from Week 1. We realize that it may take a little time to fully incorporate new tools and we want to ensure your success; the best way to do that is to make sure you are working smarter and not just harder.
The Conversation Series
Week 3: Mastering the Conversation
This session is designed to help you understand how to grab the prospect’s attention in 60 seconds or less and to know how to handle any objection. You will learn about a tool called the Advisor Solutions Handling Objections Matrix which was created so that you can handle any objection that comes your way. This give you the confidence you need to prospect like a pro!
Week 4: Handling Objections Role Play
This session is designed to increase your ability to be even more effective with the tools you learned from the previous week. This is a fast session which will turn getting past objections into a game! Once you master this, you will find prospecting easier!
The Questions-Based Selling Series
Week 5: Understanding the S.P.I.N Selling Model
This session is designed to give you a very in-depth look at Questions-Based Selling. People hate to be sold to but they love to buy! This session will help you to be able to easily identify a pattern of questions to help them understand why they should buy. At the end of this session your action step will be to strategically ask S.P.I.N Questions for five days so you can report back your results. You will also be introduced to a new tool, The Advisor Solutions S.P.I.N. Selling Target Market Matrix which will help you map out what to listen for and what types of questions to ask when you are prospecting your target market. You will be amazed at what happens when you know how and when to ask the right questions!
Week 6: The S.P.I.N. Selling Target Market Matrix Role Play
This session is designed to make you much more fluid in using S.P.I.N Selling! After completing last week’s assignment, you should have already started using it. In this session we will be role playing to help you get even better at it! This will be a fast-paced session turning the art of uncovering a prospect’s need into a game!
The Agreement Close Series
Week 7: Mastering the Advisor Solutions Agreement Close Process
This session is designed to help you to identify key opportunities of when to ask for the order and to have a strategic process before ever even asking for the order. People tend to find it difficult to disagree with you when you are agreeing with them. And, when you use this sales strategy that agreement is built right into the close! At the end of this session your action step will be to strategically apply it for five days so you can report back your results. Use these techniques to increase your closing (success) rate!
Week 8: The Advisor Solutions Pivotal Moment Drill
This session is designed to strengthen your closing skill sets by role playing the Advisor Solutions Agreement Close with an exercise called The Pivotal Moment Drill! Becoming a great closer is essential to being a successful advisor or agent. This is a fast-paced exercise that (if you do your homework first) will have you sounding like a sales champion!
The Pre-Appointment Follow-Up Series
Week 9: Mastering the Re-confirm of an Appointment Conversation
This session is designed to help you understand how to remind a prospect in 60 seconds why they should show up for the appointment and to know how to handle any objections you encounter. You have already learned about the Advisor Solutions Handling Objections Matrix, so now it’s time to apply it to re-confirm the appointment.
Week 10: The Re-confirming the Appointment Handling Objections Role Play
This session is designed to increase your ability to be even more effective with the tools you learned from the previous week. This session will keep you on your toes since it will be a process of elimination. Test your skills with your peers to see how great you are!
The Lost Art of Listening Series
Week 11: The Lost Art of Listening
This session is designed to help you understand the 4 Levels of Empathetic Listening. Most advisors and agents are stuck on Level 1 or 2 and they don’t even know it. At the end of this session you will be able to understand what level you most frequently listen at. And, you will be given a basic action step to increase your awareness for five days so you can then report back your results. Do you think you’re a good listener? Come find out!
Week 12: The Advisor Solutions 4 Levels of Empathetic Listening Role Play
This session is designed to dramatically increase your ability to create deeper responses after listening to a prospect or client. People don’t care how much you know, until they know how much you care. This is a role play exercise that shows the listener that you care. Whether you are a rookie or veteran, when you learn this process you will make a much better connection with your prospects and clients!
The Monologue vs. Dialogue Series
Week 13: The Advisor Solutions Monologue vs. Dialogue Exercise-Week 1 of 2
This session is designed to help you to stretch your level of communication and connection during role play by toggling between several types of questions. This exercise when done properly will get the prospect or client to open up and feel connected to you. Get ready to have fun testing your question asking skill sets!
Week 14: The Advisor Solutions Monologue vs. Dialogue Exercise-Week 2 of 2
This session is designed to give you a second helping of learning how to connect with prospects. Just as you did the previous week, you will be applying this exercise to increase your communication and connection skill sets. It gets easier the second time around and it won’t take long before you realize that your awareness level of the types of questions that can be asked is better than it has ever been!
The Question Pattern Series
Week 15: Finding Your Question Pattern Exercise-Week 1 of 2
This session is designed to help you understand Your Question Pattern—the types of questions you typically use in an appointment. Most advisors and agents are stuck in asking the types of questions that do little to get the prospect or client to open up. At the end of this session you will clearly see that you have a pattern and you will be given an action step to try and break that pattern in only five days! You will be shocked at how a simple strategy can create a better connection!
Week 16: Finding Your Question Pattern Exercise- Week 2 of 2
This session is designed to help you improve on Your Question Pattern—the types of questions that you typically use in an appointment! The previous week you were introduced to this exercise. In this session you will be moving to Round #2, #3 and possibly #4. Once you have mastered this content you will truly be ready for any first appointment!
The Filler Series
Week 17: The Filler Formula Exercise-Week 1 of 2
This session is designed to help you go from simply asking questions to knowing how to make a connection after the prospect answers! This is what we call “Filler”. There are 5 Fillers that you will learn in this session. Once you learn them, you will combine S.P.I.N Selling Questions with Fillers in this dynamic game called the Filler Formula Exercise! Once you learn content, you will know the secret to connecting with any prospect!
Week 18: The Filler Formula Exercise-Week 2 of 2
This session is designed to help you reinforce what you learned in the previous week! The more you practice this the easier it gets and soon it will flow effortlessly. By the end of this session, you will sound like you have been in the business for over 20 years!
The Story-Based Selling Series
Week 19: Understanding the Top 5 Most Effective Stories to Tell
This session is designed to give you the Advisor Solutions Top 5 Most Effective Stories. People will never buy if they don’t understand what they are buying. This session will help you easily explain your products and services using metaphors, analogies and stories. At the end of this session your action step will be to strategically apply stories for five days so you can report back your results. You will be absolutely shocked at how easy it is!
Week 20: The Advisor Solutions Story-Based Selling Exercise
This session is designed to strengthen your story telling skill sets by using the Advisor Solutions Story-Based Selling Exercise! Knowing a story is one thing but being a great story teller is another. This exercise will help you to understand the #1 thing to bring prospects and clients into the conversation with you. Get ready to tell great stories!
The Psychology of Closing the Sale Series
Week 21: The Psychology of Closing the 2nd Appointment
This session is designed to teach you how to get a prospect to buy! People hate to be sold to but they love to buy and once you understand this step-by-step process you will be closing prospects left and right! In order to ensure your success you will learn a tool called The Advisor Solutions 2nd Appointment Worksheet. It will map out everything that you need to know to duplicate your success!
Week 22: The Question Block Exercise
This session is designed to go further in-depth from what you learned during the previous week’s lesson. We will explore the concept of taking a prospect down the “Question-Path” which is a series of questions to help them understand what they need and the reasons why. Once you learn this content your prospects will close themselves before you ever show them a recommendation!
The Breaking through Your Limiting Beliefs Series: Unclogging Mental Blocks
Week 23: Understanding the Breaking through Your Limiting Beliefs System
This session is designed to help you understand your limiting beliefs, uncover the pleasure you are getting from keeping them, uncover the long-term pain if you don’t change them and how to take action. This is a “no-wimps allowed” series! At the end of this session you have homework to dig deep into your limiting beliefs. If you want to get a system that works, then you want to sign up for this series!
Week 24: The Breaking through Your Limiting Beliefs Exercise
This session is designed to discuss the homework for breaking through your limiting beliefs! This will absolutely open your eyes to why you are holding onto your limiting beliefs and what’s going to happen if you don’t let go. It is one thing to discuss the concept of limiting beliefs but it’s another to admit what yours are. Once you learn this process you must put it into practice right away and keep at it.