Evaluation of Edward Jones Training Program


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Evaluation of Edward Jones Training Program

  1. 1. Evaluation of Edward Jones® Training Programas discussed at http://careers.edwardjones.com/us/index.html<br />by<br />Austin Klumpe<br />utilizing Kirkpatrick’s Evaluation Method<br />and<br />Christy Rittle<br />utilizing the Success Case Method<br />
  2. 2. “One of the first things I noticed when I went to work for Edward Jones®, even when I was in the training phase and studying for my Series 7, was the amount of support I got from the home office. It was unbelievable.”<br /> Mary Ann Weeks<br /> Financial Advisor<br /> Stanwood, WA<br />Level 1: Reaction<br />Kirkpatrick’s Four Level Model<br />
  3. 3. Q: How long was the training period, and how would you describe it?A: The initial training period was two months, plus field training, so about four months all together. It was excellent training. They take you from A to Z. This was totally different from being in petrochemical sales. With Edward Jones, it’s all about the client. In my prior experience, the customer knew what he or she wanted; all I needed to do was get the right price for the product. This was different – this was about people, about their lives. The training was incredible, from the mentors to the field trainer. It was awesome. It was the best experience I’ve ever had.<br />Q: Was the training difficult?A: Yes, it was. In fact, my first two years were a blur – new experiences and lots of hard work. You have to know what you’re working for, and as long as you can envision it, you’re going to be successful. You just have to roll up your sleeves and get into it.<br />CynthiaWemyssFinancialAdvisorLos Altos, CA<br />Level 1: Reaction (continued)<br />Kirkpatrick’s Four Level Model<br />
  4. 4. To sell securities, financial advisors have to pass the General Securities Registered Representative Examination (Series 7) and a Uniform Combined State Law Examination (Series 66).<br />Trainees commit an average of 45 hours per week studying over a 10 week course. <br />You get one shot at passing the tests.<br />Level 2: Learning<br />Kirkpatrick’s Four Level Model<br />
  5. 5. After passing the tests, trainees go through a 9 week program to prepare them further. <br />Know Your Customer (1 week)<br />Develop better understanding of the business<br />Introductions of the company’s systems and presentation skills<br />Field Foundation (5 weeks)<br />Work in the market you want for your business<br />Make 25 contacts per day<br />Sit in on meetings with clients to see how interactions are made<br />Oral exam to see if further training is necessary before next step<br />Prospecting Weeks (2 weeks)<br />Complete minimum of 125 face-to-face contacts<br />Must schedule 200 prospective client follow-up calls<br />Evaluation/Graduation (1 week)<br />Be legally qualified to give financial advice<br />Sharpen up on any skills that need improvement <br />Level 2: Learning (continued)<br />Kirkpatrick’s Four Level Model<br />
  6. 6. Ongoing training <br />During first few months as a financial advisor, you will work with the development department <br />Conference calls <br />Reinforce your learning<br />Continuous training throughout career<br />Classes<br />Workshops<br />Level 3: Behavior<br />Kirkpatrick’s Four Level Model<br />
  7. 7. Edward Jones® is always checking up on their advisors and providing additional support to enhance their company. <br />Their ongoing training program is one of the best in the industry. Results show because of it. <br />Results are watched and submitted to the corporation. Having continuous training keeps results positive and reinforces their knowledge and skills.<br />Level 4: Results<br />Kirkpatrick’s Four Level Model<br />
  8. 8. The Benefits of Training at Edward Jones®<br /> Before a person can become a financial advisor they must pass at least two exams, the General Securities Registered Representative Examination (Series 7) and a Uniform Combined State Law Examination (Series 66). It would be reasonable that passing these exams would simply be a prerequisite for beginning a training program at Edward Jones ®. However, rather than a prerequisite leaving the hopeful financial advisor to fend for themselves, Edward Jones® provides a 10 week, detailed, in-home self study training as well necessary tools such as a laptop and printer to aid in the completion of this phase of training. The learner receives a salary from Edward Jones® during this training period. People participating in this training have a 90% success rate as compared to the rest of the industry averaging a 66% success rate. <br />Success Case Method<br />
  9. 9. The Benefits of Training at Edward Jones® (continued)<br />According to the Edward Jones® website, the main reason for failure is the failure to stay focused and failure to commit the 45 hours per week required in the 10 week training session. On the contrary, financial advisors that pass the Series 7 and Series 66 exams go on to further training with Edward Jones® and successful careers. Edward Jones® boasts spending between $60,000 and $70,000 dollars on each new financial advisor. They believe this to be a very good investment rather than a cost to the company.<br />Success Case Method<br />
  10. 10. The Benefits of Training at Edward Jones® (continued)<br />Mark Vivian<br />When Mark Vivian, an Edward Jones® Financial Advisor , was questioned about his training experience with Edward Jones, some of his statements included, “They put a lot of money out, and they want to make sure you succeed. At my previous firm, we worked and then received the training. But it’s much better to get the training first so when you meet new clients, you feel more comfortable and at ease with them. I’ve seen several firms’ training programs and curriculums, and Edward Jones has the best training program hands down – the best training program out there.”<br />One of Mark Vivian’s clients had this to say about him, “Mark Vivian in this Edward Jones office has been our financial advisor for many years. He was recommended by a friend, and we have since made recommendations to our friends because of his service. He provides what we have requested, listens to our needs and points out directions which make sense at every point in our financial lives. He is an outstanding and intelligent young man, and we rely on his good advise and assistance.”<br />Mark is one of many successful Edward Jones® Financial Advisors.<br />Success Case Method<br />
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