Transcript Document
New Agent Development – Really?
Chris DiSalle, Managing Partner, CMO
Complete Brokerage Services Inc.
June 1, 2011
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30,000 Feet
This is NOT easy
It doesn’t happen by accident
Program and Process are everything
Even with that, it’s not easy!
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CBS - Philosophy
Changing the paradigm from “selling” to
SERVING by realigning financial
expenditures with core values.
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Two Problems
Finding new recruits and getting them excited
about the career.
Training – Giving them the tools and process to
actually succeed.
Recruiting – Traditional Brokerage
Observation
Word of mouth
Referrals from inside industry
Succession needs
Investment Planners adding life.
However, we have found this isn’t enough…
Recruiting – New “old” Approach
Profiling for position
Design the personality aspects of role
Design the ultimate job description
Match profile and behaviour to job.
Create attractive yet accurate posting.
Twitter, Facebook, Monster, Workopolis,
Linkedin etc.
Key to push more bodies through selection
process to end up with more matches for
success.
Avoid the choice of one.
More Reality – A tale of two recruits…
Candidate maturity required to see value in
offering. Easier to envision career opportunity
through experience and natural market.
BUT mature candidates face biggest risk from
income/responsibility/behaviour change
challenges.
The University Grad – flexible, little income risk.
Easier to teach new dog…
BUT lacks maturity, experience, market and
belief in product offering.
CBS Recruiting Process
Deliver CBS Career Presentation – Interest…
Pre Screen, IR, Credit Check, Testing, Task
Assessment and Licensing.
Great, so you have a prospective recruit that is
excited about the opportunity…
Now What? Where is the HOW?
CBS Masterworks Program
VPDP
TFP
PCN
VLP
Masterworks Presentation Software
CBS SalesForce Software
CBS Compliance Kit
CBS Video Training Library
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VPDP
12 Week Program
Group Instruction – 30 hours
One on One BBS – As needed
Product Sessions – 8 hours
Sales Building Process – Prospecting/Presenting
Client Building Process
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VPDP – Prospecting
Market Potential – Who do you know?
Target Market – Is there a pattern/NM?
Develop Networker Talk
The key…they are NOT selling ANYTHING
They are ONLY looking for introductions
Why? To reduces stress and pressure for one meeting closes
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Keys to Networker Talk
Introduce how you arrived at this gig?
Why people they know who look like your market
need to be introduced to you?
Why you and not someone else? What is your
unique positioning and story? Describe your
process – non threatening SC.
Ask for introductions…the key?
BIG BOX…little box
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Video Training Library - Support
Continued support through video repeat is VITAL
to gaining skill and developing a comfortable and
repeatable approach.
Intro to Networker Talk – Video Clip
Role Play Networker Talk “Process”– Video Clip
Meeting the Client – First Meeting
Simple Conversation – Opinions / Wishes
Make a decision: single need, planning,
postpone, discard.
Goal is the next meeting for presentation. Goal
is NOT to close.
Play Client First Meeting Intro – Video Clip
Meeting 2 – The Presentation Interview
Review initial meeting for spouse/ business
partners that weren’t at meeting one.
Review priorities from meeting one highlighting
their primary risks or concerns.
Present and Close.
CBS Video Library – Web Entry
CBS Video Library – Login
CBS Video Library - Menu
Supporting Presentation / Packaging
Masterworks Presentations including:
Life, CI, DI, Investment, Financial Planning and
Planning for singles.
CBS Salesforce which contains:
Four Presentation modules each including
graphs, spreadsheets and text.
Packaging tools for dividers, table of contents
and title pages.
CBS Compass
A new tool designed to eliminate market /
product noise
Predicated on 2 pillars
Risk Management and Wealth Building
Holistic solution based on overall goal
Simplification of process for the new agent
CBS Compliance Kit
Ensuring solid business practices are part of
every file from start to finish
6 key elements to ensure a bulletproof practice
Experience
Unfortunately it is not a perfect program.
They don’t all make it! They aren’t all great!
But there are some gems….since 2004…
Total Recruits – 106
Active with CBS Currently – 49
Active with other agencies – 12
Low FYC of under $1000
High FYC of $150,000
Thank You for listening!
Chris DiSalle