Transcript Document

New Agent Development – Really?
Chris DiSalle, Managing Partner, CMO
Complete Brokerage Services Inc.
June 1, 2011
Share the tools
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!
Share the tools
CBS - Philosophy
Changing the paradigm from “selling” to
SERVING by realigning financial
expenditures with core values.
Share the tools
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
Share the tools
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
Share the tools
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
Share the tools
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
Share the tools
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