Realizing The Opportunity

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Realizing The Opportunity is a one-day workshop that empowers financial advisors to begin to build the practices of their dreams. Based on proprietary empirical research with more than 2,000 elite advisors and the practical experience of CEG Worldwide's principals, this workshop delivers breakthrough results that advisors otherwise would struggle to achieve on their own.

The workshop inspires and guides advisors as they develop a personal road map to build a Simple and Elegant Wealth Management Business^sm.
 
Wealth management is a superior business model over the investment generalist model because:

• Wealth managers earn on average nearly three times as much annually as investment generalists ($881,000 vs. $279,000).
• Wealth managers have more than double the assets under administration of investment generalists ($645 million vs. $307 million).
• Wealth managers have deeper, longer lasting, and more mutually satisfying client relationships that provide stable long-term income.

 

Wealth managers address a wide range of needs of the affluent, making them indispensable. Rather than focus on investments alone, they lead a team of experts who create value across the entire spectrum of the concerns, goals and values of the affluent.

Realizing The Opportunity, in one day, gives advisors insights into the needs of the affluent and the best practices of elite advisors. No other workshop in the world provides this depth of information and a practical personal road map that advisors can begin to implement immediately.

The Advisor Challenge

Taking advantage of today's tremendous opportunities

According to research conducted near the end of 2008, four out of five affluent individuals with more than $1 million in investable assets are considering switching advisors right now.

There have never been this many affluent individuals in transition at the same time. This creates an unprecedented opportunity for financial advisors to win new clients and substantially increase assets under administration and associated income.

To win these affluent individuals, advisors must understand deeply what the affluent care about. Our research indicates affluent individuals want a different advisory experience.

Working with an investment generalist is simply not enough for the affluent. They want a relationship with their advisors that puts their concerns, goals and dreams at the center. They want a higher level of service, a deeper level of commitment, and a client-intimate relationship. They want advisors to understand them and then work collaboratively to address all their financial challenges.

To earn the trust and the assets of the affluent in transition, advisors must deliver business practices that put the affluent at the center.

So how can advisors do this?

First, advisors must recognize that the world has changed. What has made them successful in the past will not work in the future. We are witnessing history in the making as this recession and other circumstances ravage the financial services industry. Times like these always bring about a shift in the way companies do business and how they deliver value to their clients. We are in the midst of that shift right now.

Second, to succeed in this new market, advisors must have a plan they can immediately implement. They need a clear road map, realistic goals, proven business practices that address the needs of the affluent and the focus to implement those practices right away. Time is of the essence because the affluent investors are in transition right now.

So where can advisors turn to find insights into the needs of the affluent and business practices that win the trust and assets of the affluent?

The Value Proposition

A personal road map based on empirical research and best practices

In the Realizing The Opportunity workshop, advisors gain insights into the two key areas that will help them build the practices of their dreams:

1. The needs of the affluent
2. The best practices of elite advisors who utilize wealth management principals to deliver an advisory experience that earns the trust and assets of the affluent

But that's not all. The workshop, in one day, will help advisors create their own personal road map to:

• Transform their practices into great businesses that support the quality of life they want.
• Utilize the proven seven strategies of elite financial advisors who, by serving their clients well, have substantially increased their net incomes - all while improving their quality of life.
• Guide advisors from where they are now to where they want to be.

CEG Worldwide's proprietary empirical research is based on a simple philosophy. Our principals, through years of industry experience, noted that truly elite advisors practice just a handful of tactics and strategies. We set out to discover those through both qualitative and quantitative research techniques.

What we discovered is that success is realized through focus—converging on the right clients, the right services for those clients and the right approach to delivering those services. We talked to more than 2,000 top advisors and learned that they routinely use just seven major strategies and a handful of tactics. We share these strategies and tactics in these workshops.

Workshop Services

Group Coaching Sessions
Nine sessions in one day. These intensive workshop-style sessions deliver focus and intentionality as advisors examine their practices, learn about the affluent and the practices of elite advisors, and develop their personal road map built the practice of their dreams.

Printed Materials
Thirty-page workbook. Packed with the most recent research about the needs of the affluent and practices of elite advisors, this workbook helps advisors develop their personal road maps.

Peer Coaching
Included. Advisors interact with each other and compare notes on their individual practices, goals, and the strategies and tactics they will include in their personal road maps.

Breaking Through Book
Included. Every advisor receives a copy of Breaking Through – Building A World-Class Wealth Management Business. This book offers insights, based on proprietary empirical research, into the needs of the affluent and the practices of elite advisors.

Workshop Benefits

Immediacy
Advisors walk away from the workshop with a plan in hand that they can begin implementing right away.

Focus
The workshop helps advisors focus on the right behaviors and right attitudes to attract the right affluent clients.

Confidence
The workshop gives advisors confidence to know that they are implementing the best practices of elite advisors.

Timeframe
Because this is a one-day workshop, advisors learn quickly and succinctly what they need to do to begin to build the practice of their dreams.

Workshop Focus

Strategy One: Attract affluent private clients.
Strategy Two: Strengthen client relationships.
Strategy Three: Capture assets and acquire clients.
Strategy Four: Manage your practice as a business.
Strategy Five: Partner with financial institutions.
Strategy Six: Commit to life-long learning.
Strategy Seven: Realize maximum equity.

Workshop Session Topics

Session One—Realize The Opportunity
There has never been a better time to build a world-class financial services practice. Learn how elite financial advisors—who earn an average of $881,000—leverage seven proven strategies to achieve their breakthrough results. Learn how to transform your practice into a world-class business that will support the quality of life you want, by creating an exceptional experience for your clients.

Session Two—Attract the Right Affluent Clients
Uncover the key concerns of affluent clients and exactly what they want from you. Then find out how to use these important insights to attract an endless stream of prequalified, pre-endorsed prospects who will move you upmarket to greater profitability.

Session Three—Strengthen Your Client Relationships
Learn our proven five-step wealth management process that will enable you to consistently deliver an exceptional experience to your clients—and empower you to be successful on purpose.

Session Four—Capture Additional Assets and Acquire New Clients
Discover the proven elite advisor business development processes that will bring you ever-increasing financial rewards. Master client referrals and discover the breakthrough opportunities available by forming strategic alliances with attorneys and accountants.

Session Five—Become a Highly Successful Entrepreneur
Learn the step-by-step process for building a Simple and Elegant Wealth Management BusinessSM—one in which you are indispensable to the right affluent clients while you build a great quality of life for you, your team and your family.

Session Six—Create Leverage Through Powerful Alliances
Elite advisors outsource everything but client relationship management, expert relationship management and business development. To become a great entrepreneur, you will identify your core competencies, find out how to choose your outsourcing partners well and then learn a systematic process for intelligent outsourcing.

Session Seven—Maintain Your Competitive Edge
Your clients' expectations and the increasing complexity of the financial services industry are creating unprecedented demands on your skills and knowledge. Discover how to meet this challenge through highly effective lifelong learning.

Session Eight—Maximize the Equity in Your Business
All financial advisors want to build substantial equity in their businesses, but few actually succeed at doing so. Discover the four key drivers of creating equity in your business and learn the secrets of the elite advisors who are realizing maximum equity.

Session Nine—Succeed on Purpose
There has never been a better time to break through to an even higher level of success. But you need a plan that works. In this group coaching session, you create your own detailed, highly actionable road map. Step by step, it will enable you to immediately implement what you have learned, so that you can achieve your own breakthrough success in today's volatile market.

Getting Started

To learn more about this workshop and to register today for the next available opening, please call Jennifer Stanton, Executive Sales Coordinator, at (888) 246-8043 or email her at jstanton@cegworldwide.com.