Increase Your Branch or Team AUM with Don Connelly’s Training Programs

No recruiting advisors with impressive AUM required. Instead, achieve greater productivity and increased AUM from your current advisors and teams by helping them hone the right soft skills.

The key to increasing your branch or team AUM is to help your Advisors hone the right soft skills and focus on the right aspects of their professional development that will help them to attract and retain more assets.

Many Advisors think that their success depends on product knowledge and technical skills. But it’s the mastery of soft skills that separate average advisors from great advisors.

The smartest advisors in the world, those with outstanding technical and product knowledge, won’t be successful if they can’t execute, if they can’t get an appointment, if they can’t open new accounts and keep clients.

Advisors are like Athletes: They can become elite ONLY if they become truly brilliant at executing the basics.

There’s a YouTube video of Steph Curry from the Oakland Warriors practicing three-point jumpers. It miraculously shows him making 100 straight 3-point jump shots before he quits! Think about how impressive that is! He’s not good at 3-point jump shots because he shoots them in a game. He’s brilliant at 3-point jump shots because he practices them over and over and over again until he can’t get it wrong.

Executing the basics with perfection is exactly what Advisors need to do in order to truly excel in this industry. They can’t afford to practice in front of clients and prospects. They need to have their rap down BEFORE they meet with them. And that’s what Don Connelly will help them to do.

Help your Advisors develop the soft skills that are barely, if ever taught in training.

Those are the skills that truly help advisors communicate to prospective and current clients in a manner that educates, inspires and influences client behavior. And it’s never too late to hone those skills.

Don Connelly would like to offer you three program alternatives he thinks would be most valuable to your teams. They include:

• ☛ #1. A self-paced training program for new advisors who need help mastering the basics to kick-start their practice.

  Program #1: ‘Become Brilliant at the Basics: What They Don’t Teach You in Training’ – a self-paced 24-step video training program

  
  

  Many advisors enter the industry mistakenly believing that hard skills and product knowledge are all they need to succeed. And maybe that’s why so many advisors leave the trade in their first few years – they weren’t able to cut through the noise and attract enough clients. Other Advisors get stuck and can’t get to the next level for years. Don’t let either of those things happen to your team!

  Remember: Advanced degrees and qualifications are worth nothing without the accompanying soft skills. Unless an Advisor learns how to forge emotional connections, people will remain unconvinced that he or she can do anything to help them.

  Whether you enroll your Advisors in the self-paced program or in the 12-week coaching program, this training will walk your Advisors through the process of developing the verbal competence, attitude and soft skills needed to attract and maintain clients. Developing and honing these powerful skills and techniques will help them to educate, inspire and influence people into making smart decisions.
  

  Here are the 24 steps in the course, each with a video lesson and an exercise, all designed to help you build and keep momentum:

  #1. Nothing Happens without an Appointment
  #2. Focus on Your Most Valuable Activity
  #3. How to Develop a Simple Marketing Plan
  #4. The True Value Underlying Your Fees
  #5. Ask for The Order
  #6. Create a Repeatable Process
  #7. It’s All About Your Added Value
  #8. Master the Basics
  #9. Never Underestimate Yourself
  #10. Focus on Your Soft Skills
  #11. Become a professional listener
  #12. You Must Answer the Proper Question
  

  #13. Be Distinctly Different
  #14. Become a Client Advocate
  #15. Care More Than People Expect You to Care
  #16. Sell Yourself in The First Meeting
  #17. Communicating as Intended Is Vital to Your Success
  #18. The Most Important Story You Will Ever Tell
  #19. Three Analogies to Use in Volatile Markets
  #20. Three Analogies for Explaining the Role of The Financial Advisor
  #21. The Crystal Ball Story
  #22. How to Give a Formal Presentation
  #23. How to Overcome Objections
  #24. What Exactly Is a Value Proposition

  If you enroll some or all of your Advisors in this training program, you will be helping them to:

  • Become brilliant at the basics – basics that ensure they achieve great success in this business and increase your branch or team AUM this year and maybe even this quarter!
  • Develop and hone the most important habits they must adopt in order to survive and hopefully thrive in a competitive and challenging industry.
  • Develop a confidence that they can carry for the rest of their life.
  • Get in the habit of doing the right things and learn to overcome self-sabotage.
  • Learn how to stay focused on what’s important and do what’s needed – how to get an appointment, how to ask for commitment, how to sell themselves in the first meeting, how to overcome objections, to name a few.
  • Learn how to market themselves properly.
  • Develop certain qualities prospects and clients look for in their Advisor – including likeability, trustworthiness and authenticity.
  • Learn how to keep it simple by using stories and analogies that make the unfamiliar familiar.
  • Learn what to say and how to say it to confidently educate, inspire and influence prospects and clients into action.

  This self-paced program includes:

  • 24 video lessons.
  • 24 exercises.
  • An Exercise Guide to use as a working document during the course but also, to refer back to it and refine it through the years as your business evolves.
  • Always open – enroll and start watching videos and completing exercises as quickly or as slowly as you wish.
  • A weekly email reminder to watch a video lesson and take an exercise (24 weeks).
  • A certificate of completion (downloadable upon course completion)

  IMPORTANT: Because this is a self-paced program, you can enroll as many Advisors as you wish, whenever you see fit – get in touch and enroll your Advisors today!

• ☛ #2. A 12-week coaching program for new and experienced Advisors who would benefit from a more guided approach to mastering those same basics.

  Program #2: ‘Become Brilliant at the Basics: What They Don’t Teach You in Training’ – a 12-week coaching program

  
  

  Many advisors enter the industry mistakenly believing that hard skills and product knowledge are all they need to succeed. And maybe that’s why so many advisors leave the trade in their first few years – they weren’t able to cut through the noise and attract enough clients. Other Advisors get stuck and can’t get to the next level for years. Don’t let either of those things happen to your team!

  Remember: Advanced degrees and qualifications are worth nothing without the accompanying soft skills. Unless an Advisor learns how to forge emotional connections, people will remain unconvinced that he or she can do anything to help them.

  Whether you enroll your Advisors in the self-paced program or in the 12-week coaching program, this training will walk your Advisors through the process of developing the verbal competence, attitude and soft skills needed to attract and maintain clients. Developing and honing these powerful skills and techniques will help them to educate, inspire and influence people into making smart decisions.
  

  Here are the 24 steps in the course, each with a video lesson and an exercise, all designed to help you build and keep momentum, and at which stage each coaching session will take place:

  ☛ Intro LIVE Coaching Session (available only with the 12-week coaching format)
  #1. Nothing Happens without an Appointment
  #2. Focus on Your Most Valuable Activity
  #3. How to Develop a Simple Marketing Plan
  #4. The True Value Underlying Your Fees
  #5. Ask for The Order
  #6. Create a Repeatable Process
  ☛ LIVE Coaching Session (available only with the 12-week coaching format)
  #7. It’s All About Your Added Value
  #8. Master the Basics
  #9. Never Underestimate Yourself
  #10. Focus on Your Soft Skills
  #11. Become a professional listener
  #12. You Must Answer the Proper Question
  ☛ LIVE Coaching Session (available only with the 12-week coaching format)

  #13. Be Distinctly Different
  #14. Become a Client Advocate
  #15. Care More Than People Expect You to Care
  #16. Sell Yourself in The First Meeting
  #17. Communicating as Intended Is Vital to Your Success
  #18. The Most Important Story You Will Ever Tell
  ☛ LIVE Coaching Session (available only with the 12-week coaching format)
  #19. Three Analogies to Use in Volatile Markets
  #20. Three Analogies for Explaining the Role of The Financial Advisor
  #21. The Crystal Ball Story
  #22. How to Give a Formal Presentation
  #23. How to Overcome Objections
  #24. What Exactly Is a Value Proposition
  ☛ Closing LIVE Coaching Session (available only with the 12-week coaching format)

  If you enroll some or all of your Advisors in this training program, you will be helping them to:

  • Become brilliant at the basics – basics that ensure they achieve great success in this business and increase your branch or team AUM this year and maybe even this quarter!
  • Develop and hone the most important habits they must adopt in order to survive and hopefully thrive in a competitive and challenging industry.
  • Develop a confidence that they can carry for the rest of their life.
  • Get in the habit of doing the right things and learn to overcome self-sabotage.
  • Learn how to stay focused on what’s important and do what’s needed – how to get an appointment, how to ask for commitment, how to sell themselves in the first meeting, how to overcome objections, to name a few.
  • Learn how to market themselves properly.
  • Develop certain qualities prospects and clients look for in their Advisor – including likeability, trustworthiness and authenticity.
  • Learn how to keep it simple by using stories and analogies that make the unfamiliar familiar.
  • Learn what to say and how to say it to confidently educate, inspire and influence prospects and clients into action.

  The next 12-week coaching program ‘Become Brilliant at the Basics: What They Don;’t Teach You in Training’ is scheduled to start on April 14 – this could be an exclusive event for Wells Fargo Advisors if Wells Fargo branch managers fill in all seats before March 25 and it includes:

  • 24 video lessons.
  • 24 exercises.
  • An Exercise Guide to use as a working document during the course but also, to refer back to it and refine it through the years as your business evolves.
  • LIVE coaching sessions with Don Connelly, every third week that cover the assigned video content and exercises for that specific period.
  • A set schedule and weekly reminders to build momentum, keep you accountable and complete the course in 12 weeks with a group of peers.
  • A certificate of completion (downloadable upon course completion)

  IMPORTANT: You can enroll your entire team in a personalized 12-week coaching program at dates that are suitable for you if you have a minimum of 20 Advisors (subject to availability), or you can enroll some of your Advisors in the next open program that we have scheduled to start in May. Don’t delay – make this a Wells Fargo exclusive program – get in touch and enroll your Advisors today!

• ☛ #3. A virtual or onsite workshop for experienced and veteran advisors who want to ignite their business and reach new heights in 2022.

  Program 3: A Three-day Workshop ‘Become the Obvious Choice’ – available as a virtual or onsite event.

  
  

  During this workshop your Advisors will learn why it’s important to Become the Obvious Choice and how to do it in order to open new accounts, attract unsolicited referrals from clients, and influence their behavior so they make informed and better decisions.

  It shouldn’t come as a surprise that Elite Advisors easily stand out as the ‘obvious choice’. They attract referrals. They expertly influence client behavior. They have mastered the basics and execute them like professional athletes do.

  Elite advisors are distinctly different from the crowd. They are known for their authenticity, charisma and ability to explain complex concepts in a way that prospects and clients can understand and are drawn to. They say more by speaking less.

  Furthermore, they all develop strong relationships with clients based on trust. Everything they write, say or do allows them to Become the Obvious Choice.

  Are your Advisors ready to join the Elite?
  

  Here’s the detailed agenda for the workshop ‘Become The Obvious Choice’ virtual event (on request, also available as an onsite event as a full-day workshop):

  Day One – Differentiation

  Topics that will be covered during this day are:

  • How to brand yourself as distinctly different
  • Make yourself irreplaceable and priceless
  • Don’t listen to the short-term noise
  • The importance of a clear value proposition
  • What makes Elite Advisors referable?
  • Learn how to articulate your added value

  Day Two – Say it So it Makes a Difference

  Topics that will be covered during this day are:

  • Analogies that resonate with clients
  • The message triangle
  • Take the first steps to becoming a master at building and telling stories in a style that best suits you.
  • Learn how to build your ‘Who I Am’ story (and why you should do that!)
  • Learn to use the powerful Crystal Ball Story

  Day Three – Be Brilliant at the Basics

  Topics that will be covered during this day are:

  • Why EQ is more important to your success than IQ
  • Embrace the monotony of success
  • The shared traits of elite Advisors
  • How to close
  • Closing Comments

  Follow-up Session – Interactive Q&A session

  Six or seven weeks after the virtual LIVE workshop, a follow-up group coaching session will take place – an interactive Q&A session with Don for all attendees to discuss and share any challenges, changes and successes, along with and any single idea they’ve implemented since the workshop.

  If you enroll some or all of your Advisors in this workshop, they will:

  • Uncover the traits and habits Elite Advisors share that make them the obvious choice.
  • Learn what makes Elite Advisors referable.
  • Learn how to establish trust early on in the relationship.
  • Learn how to articulate their value & develop their own clear value statement.
  • Acquire the knowledge to make themselves irreplaceable and priceless in the eyes of their clients.
  • Learn how legendary ‘caring’ leads to legendary service.
  • Understand why affluent investors focus on the EQ, not the IQ.
  • Take the first steps to becoming a master at building and telling stories in a style that best suits them.
  • Learn how to build their ‘Who I Am’ story (and why they should do that!)
  • Start using analogies to keep their message simple.
  • Learn the greatest equity story ever told.

  At the end of this virtual workshop, your Advisors will have the tools they need to BECOME THE OBVIOUS CHOICE – an Advisor who gets selected over the competition, attracts unsolicited referrals and expertly & confidently influences client behavior.

  What’s included in the workshop ‘Become The Obvious Choice’

  This workshop is usually delivered in a virtual format over three consecutive Tuesdays (next starting date is April 12 – this could be an exclusive event for Wells Fargo Advisors if Wells Fargo branch managers fill in all seats before March 25). This way participants have enough time to work on assignments and perfect their craft between weekly sessions. However, upon request, if you enroll your entire team or branch, it can be also delivered onsite at your office or online in a different duration – e.g. a full-day workshop or in three consecutive days.

  The workshop attendance also includes:

  • Workshop materials, including a downloadable Workshop Guide (pdf), 18 In-Person Client Event Ideas (pdf), Crystal Ball Story (VIDEO and pdf), 17 Great Stories and Analogies (pdf)
  • Six weekly follow-up emails after the workshop with implementation activities to help attendees to put the new knowledge into practice.
  • A group follow-up coaching session with Don Connelly and other workshop attendees 7 weeks after the workshop to check in and make sure everyone implements the needed changes to their presentations and work flow so they better communicate with prospects and clients.
  • Some bonus materials like the mp3, How to Excel in the Securities Industry ($89 retail value), discount codes for other products and services available on Don Connelly’s websites, and more.

  IMPORTANT: You can enroll your entire team in a personalized workshop ‘Become the Obvious Choice’ in a format and at dates that are suitable for you if you have a minimum of 20Advisors (subject to availability), or you can enroll some of your Advisors in the next open program that we have scheduled to star in May. Don’t delay – make this a Wells Fargo exclusive program – get in touch and enroll your Advisors today!

What Financial Advisors say about Don Connelly’s training