KRISTA SHEETS Accelerating Team Performance to  Maximise Client Relationships   Why Building a Team is Critical to  Creati...
Who is Paragon Resources? <ul><li>Founded in 1994 in Atlanta, Georgia to help investment advisors build and manage success...
Value Defined
Developing Themes of Successful Advisors <ul><li>Working ON the business not just doing it </li></ul><ul><li>Build the tea...
Business Optimization Less Effort Good Results Great Results More Effort
Practice Management <ul><li>Vision </li></ul><ul><li>Business Obesity </li></ul><ul><li>Systems =   Capacity </li></ul><u...
The Building Blocks of Business GRIND MIND FIND
What are the Core Functions of Your Business? Practice Management Marketing Sales Wealth Management Portfolio Analysis Inv...
Teams are the Solution <ul><li>3 Types </li></ul><ul><ul><li>Vertical </li></ul></ul><ul><ul><li>Horizontal </li></ul></ul...
Results-Driven Team Defined The right PEOPLE doing the right THINGS the right WAYS for the right CLIENTS at the right TIME...
Formula for Team Success <ul><li>Complementary Behaviors (DISC)  (HOW) </li></ul><ul><li>+ </li></ul><ul><li>Compatible Mo...
 
 
5-Star Service Turns Clients into Advocates <ul><li>LTV = Real Profitability </li></ul><ul><li>Referrals define your succe...
Design a Service Menu <ul><li>Results of Designing a Service Menu: </li></ul><ul><li>Not all clients are created equal, bu...
Service by Segment <ul><li>How? Assess your clients: </li></ul><ul><li>Client scorecard </li></ul><ul><li>Define ideal cli...
Why Define Your Ideal Client? <ul><li>Helps you make wiser decisions on where or where NOT to spend your efforts </li></ul...
Define Your Ideal Client <ul><li>Factors to Consider </li></ul><ul><li>Quantitative </li></ul><ul><li>Influence  </li></ul...
Differentiating Standard vs. Signature Service <ul><li>Standard </li></ul><ul><li>Service elements to  MEET  expectations ...
Connect with Your Clients <ul><li>Communication </li></ul><ul><li>#1 complaint by clients: “I don’t hear from my  advisor ...
Commit and Act! <ul><li>Engage in the  right activities  with  passion  and results will follow </li></ul><ul><li>Never st...
THANK YOU! Contact information:  Krista S. Sheets [email_address] www.ParagonResources.com US: 770.319.0310 | Skype: parag...
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Why Building a Team is Critical to Creating Value in Your Business

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  • What an honor to be here today. In the next hour, I promise to give you what I know after working almost 12 years with successful investment advisory practices as being the best practices to maximizing your business potential and the relationship you have with your clients. I probably won’t take too many breaths as I feel there is so much to share with you. Our time together is short, but I hope everlasting and valuable to your business.
  • Why Building a Team is Critical to Creating Value in Your Business

    1. 1. KRISTA SHEETS Accelerating Team Performance to Maximise Client Relationships Why Building a Team is Critical to Creating Value in Your Business
    2. 2. Who is Paragon Resources? <ul><li>Founded in 1994 in Atlanta, Georgia to help investment advisors build and manage successful businesses. </li></ul><ul><li>We are a practice management training and consulting firm specifically focused on ROP – R eturn o n P eople . </li></ul><ul><li>Our clients are brokerage firm leaders and successful $1MM+ teams focused on fee-based asset management and wealth management services. </li></ul>
    3. 3. Value Defined
    4. 4. Developing Themes of Successful Advisors <ul><li>Working ON the business not just doing it </li></ul><ul><li>Build the team and it shall come </li></ul><ul><li>Client Advocacy vs. Client Acquisition </li></ul>
    5. 5. Business Optimization Less Effort Good Results Great Results More Effort
    6. 6. Practice Management <ul><li>Vision </li></ul><ul><li>Business Obesity </li></ul><ul><li>Systems =  Capacity </li></ul><ul><li>Resource Utilization </li></ul><ul><li>Workload Capacity Gap </li></ul>
    7. 7. The Building Blocks of Business GRIND MIND FIND
    8. 8. What are the Core Functions of Your Business? Practice Management Marketing Sales Wealth Management Portfolio Analysis Investment Management Research Portfolio Reviews Client Service Relationship Management Administration & Operations
    9. 9. Teams are the Solution <ul><li>3 Types </li></ul><ul><ul><li>Vertical </li></ul></ul><ul><ul><li>Horizontal </li></ul></ul><ul><ul><li>Hybrid </li></ul></ul>Which one is right for you?
    10. 10. Results-Driven Team Defined The right PEOPLE doing the right THINGS the right WAYS for the right CLIENTS at the right TIMES for the right REASONS
    11. 11. Formula for Team Success <ul><li>Complementary Behaviors (DISC) (HOW) </li></ul><ul><li>+ </li></ul><ul><li>Compatible Motivators (Values) (WHY) </li></ul><ul><li>= </li></ul><ul><li>Results-Driven Team </li></ul>
    12. 14. 5-Star Service Turns Clients into Advocates <ul><li>LTV = Real Profitability </li></ul><ul><li>Referrals define your success </li></ul><ul><li>Organic growth </li></ul><ul><li>Consistently exceed expectations </li></ul><ul><li>Service drives sales </li></ul><ul><li>Actions speak louder than words </li></ul>
    13. 15. Design a Service Menu <ul><li>Results of Designing a Service Menu: </li></ul><ul><li>Not all clients are created equal, but all deserve SOME level of service </li></ul><ul><li>Keep your clients ENGAGED </li></ul><ul><li>PROACTIVE communication strategies </li></ul><ul><li>Show your clients you APPRECIATE them </li></ul><ul><li>ATTRACT ideal clients by delivering a memorable client experience </li></ul>
    14. 16. Service by Segment <ul><li>How? Assess your clients: </li></ul><ul><li>Client scorecard </li></ul><ul><li>Define ideal client </li></ul><ul><li>Classify each client </li></ul><ul><li>Develop opportunity and elimination lists </li></ul><ul><li>Determine your core, standard service ingredients then your signature ones </li></ul>
    15. 17. Why Define Your Ideal Client? <ul><li>Helps you make wiser decisions on where or where NOT to spend your efforts </li></ul><ul><li>Allows you to target your marketing messages which leads to results </li></ul><ul><li>Leads to win-win relationships </li></ul><ul><li>Focuses you so you say no to the wrong business </li></ul>
    16. 18. Define Your Ideal Client <ul><li>Factors to Consider </li></ul><ul><li>Quantitative </li></ul><ul><li>Influence </li></ul><ul><li>Qualitative </li></ul><ul><li>From: Know Service, Authors: Dale and Sheets </li></ul>Know WHO Your Ideal Client is and WHAT they need and want
    17. 19. Differentiating Standard vs. Signature Service <ul><li>Standard </li></ul><ul><li>Service elements to MEET expectations </li></ul><ul><li>Typically more reactive </li></ul><ul><li>Examples: mailing statements, issuing checks, returning calls within x hours </li></ul><ul><li>Signature </li></ul><ul><li>Service elements to EXCEED expectations </li></ul><ul><li>Typically more proactive </li></ul><ul><li>Examples: offering holistic advice on more than just insurance or investments; serving clients their favorite beverages; inviting a client and spouse to dinner; personalizing their appreciation items </li></ul>
    18. 20. Connect with Your Clients <ul><li>Communication </li></ul><ul><li>#1 complaint by clients: “I don’t hear from my advisor enough.” </li></ul><ul><li>Type, purpose, frequency, and method </li></ul><ul><li>Appreciation </li></ul><ul><ul><li>Show them you care </li></ul></ul><ul><ul><li>Notes, cards, gifts, and events personalized to them </li></ul></ul><ul><li>Environment </li></ul><ul><li>Give them a memorable, enjoyable experience </li></ul><ul><li>What is it like to do business with you? Conduct a client experience exercise </li></ul>
    19. 21. Commit and Act! <ul><li>Engage in the right activities with passion and results will follow </li></ul><ul><li>Never stop learning </li></ul><ul><li>Take baby steps – one idea at a time </li></ul><ul><li>Invest in your team – they are integral to your ultimate success </li></ul><ul><li>Simplify the complicated </li></ul><ul><li>Behavioral change is difficult, be consistent – you can’t “fly-by-the-seat-of-your-pants” anymore </li></ul><ul><li>Patience – anything worth it, takes time! </li></ul>
    20. 22. THANK YOU! Contact information: Krista S. Sheets [email_address] www.ParagonResources.com US: 770.319.0310 | Skype: paragonresources

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