What can you get out of Dani's keynote presentations?
If you want to create effective and profitable referral relationships:
If you want to persuade prospects and centres of influence to do business with you:
If you want to improve key relationships that have a crucial impact on your business:
If you want to build a more profitable and successful business:
Growthplus! Through Alliances
The benefit of a handful of committed alliances with key centres of influence is a major success driver for a financial advisory practice. This presentation looks at the challenges that advisers have creating such relationships and provides a 6 step process that can be used to create an effective and profitable referral relationship.
Why Accountants Hesitate
Accountants are the most sought-after referral partners - and the most difficult to engage. This presentation looks at the referral relationship from the accountants' perspective and explains why so many accountants are reluctant to work with financial advisers. The presentation then provides new ideas and insights that will help advisers approach this all-important relationship in a different way - with far greater success.
Powerful Words!
The ability to influence prospective clients, referral partners and others is crucial to the success of a financial advisory practice. Many consider this quality to be the key difference between highly successful advisers and the rest. This presentation takes a look at the concept of technical skills vs. enabling skills and covers selected "principles of influence" that can be immediately applied by each adviser.
Getting to Yes
Traditional selling styles are suitable for the former transactional environment. Today's advice-driven profession needs a solution that enables financial advisers to make a sale and to develop a healthy, long-term relationship at the same time. This requires a new approach to the old topic of selling skills. This presentation introduces the concept of "cognitive mapping". Psychologists have spent decades mapping the actual thought process that each person moves through when making a buying decision. Understanding the cognitive map enables an adviser to satisfy a client's key needs at each stage of the thinking process and to seamlessly shift the buyer from a state of indifference, or even hostility, to that of a motivated and committed client.
The Trust Formula
Financial advisers sell a complex and intangible product. In almost all cases the quality and wisdom of the advice provided will only be known after several years. It's not surprising therefore, that prospective clients look for one quality in their financial adviser more than any other - trustworthiness. But trust is such a nebulous concept. How can an adviser deliberately develop relationships based on trust? This presentation introduces the Trust Formula - developed by Maister, Green and Galford in their bestseller The Trusted Advisor - and shows how this can be applied specifically to the adviser-client relationship.
Dynamic Relationships!
The quality of the relationship between adviser and client is a key value driver of the financial advisory practice. Yet time constraints and inappropriate processes often lead to the majority of clients having a very limited and low-value experience with their adviser. This presentation discusses a 4-step process that is easy to implement and that will substantially enhance the experience and commitment that each client has with a practice.
A Wonderful Buzz - The DNA of Motivation
The financial services' industry is a "people industry". The difference in the performance of a practice with motivated staff is dramatic. Yet many advisers - faced with the multiple demands of marketing, advising, and face-to-face client contact - have little time to manage and motivate their staff. This presentation takes a look at the classic theories of motivation and provides ideas for the time-poor adviser to develop engaged, committed and motivated staff.
Authentic Leadership
The role of a leader is thrust upon a financial adviser. The adviser is required to lead their clients from financial uncertainty to life-changing goals, to lead their staff and, as many are self-employed professionals, to lead themselves. However, few advisers are equipped with the knowledge and insights necessary for effective authentic leadership. This presentation is based on the great work of Steven Covey - in his book The 8th Habit - and shows how Covey's immaculate model can be applied by a financial adviser with enormous impact on important relationships.
The DNA of a Great Business
This entertaining presentation introduces a business model that allows an adviser to gain perspective of the issues affecting their practice. Unlike the classic diagnostic and SWOT approaches which assume that many business issues are obvious when they are not, the model is constructed around 5 success drivers - key drivers that are responsible for the performance of the business. The presentation analyses each driver making it easy to replicate the success of others.
Shouting Value!
Most advisers offer a necessary and valuable service to their clients. But few are able to capture and communicate this value in carefully chosen words that clarify the benefits of the services offered to both existing and prospective clients. This presentation addresses the importance of a compelling value proposition, provides ideas for content and describes a process to develop the message.
Please note that new topics can be researched and developed at the client’s request.