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Current news and trending topics for sales and financial industry professionals


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Creating An Ocean-View Culture – Is It For You?

iStock_000009568716MediumInterested in boosting employee productivity, engagement and loyalty? If you haven’t entertained the idea of creating a culture with an office desk on the beach, it is time to rethink the possibilities and go outside of the box. Employers are reluctant to entertain the idea of remote workplaces despite the benefits. Remote, virtual or telecommuting office culture is becoming more and more common as employees thrive and excel in their “beach setting” environment.

As a proponent of remote workplace alternatives, I have found from personal experience the benefits out way any disadvantages. Extending from coast-to-coast across the United States, the culture cultivated by our team provides:

  • Increased productivity
  • Increased creativity
  • Empowerment for employees
  • Increased loyalty

The virtual culture works for us by providing efficient time management and innovative ways to stay connected. Skype is a tool we use extensively.

Is A Remote Culture Right For You?

Granted, some professions require onsite presence. Firms now, however, have the opportunity to take a more flexible look at the standard office environment; allowing employees to use technology enabling them to connect and collaborate from anywhere.

Small changes can produce significant benefits simply by empowering employees to gain more control over their schedule. Studies have shown that telecommuters increase productivity by eliminating the worry of driving to work, cutting gas expenses and removing office politics. Firms who engage in creating a virtual culture reduce business costs on overhead, reduced sick leave and less turnover.

Research conducted at Stanford with a Chinese company reveals working from home is actually more productive than working in the office, as well as other benefits in the form of increased job satisfaction and fewer people leaving.  The study revealed employees who worked from home reported higher job satisfaction and were 50% less likely to leave than their colleagues who worked in the office.

Another study compiled information from Kate Lister, author of Undress For Success—The Naked Truth About Making Money at Home (Wiley 2009) and the whitepaper, Results-based Management: The Key to Unlocking Talent and Increasing Productivity. This research revealed virtual workers are more productive and happier than traditional workers.

Virtual Employees:

  • Best Buy, British Telecom and Dow Chemical found that virtual workers are 36% – 41% more productive.
  • The work-from-home nature of virtual work reduces absenteeism by $1,134 per employee, every year.
  • 79% of traditional workers would prefer to work from home and 61% would take a pay cut to be able to do so.
  • Virtual workers get an extra 2-3 work-weeks of free time in commuting savings and report they use this time to spend with family, friends and for leisure.

Traditional Employees:

  • Gallup found that 54% of traditional U.S. workers sleep walk through their day.
  • An additional 18% are “actively disengaged” (meaning they actively undermine what an engaged worker accomplishes). Together, these groups make up a shocking 72% of the traditional workforce.
  • Another poll found that 1 in 3 high-potential traditional employees do not put full effort into their job.

Times have changed, and with that, firms need to stay abreast of the options and benefits available to them. Leaders should face the importance of an employee’s autonomy and the increased results of productivity and fulfillment by incorporating or exploring a remote culture.  Lifestyle will often trump salary in an employee’s decision making process. Firms who embrace a remote culture can gain an edge in recruiting highly-skilled employees.

 Question:  Does your firm engage in a virtual employee culture?  If so, what advantages and disadvantages are you finding? You can leave us a comment by clicking here!

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:

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SWOT Yourself! How I Saved Hours Every Day & You Can Too

fly swatter“Boss man, I just don’t have enough time to get everything done!” How often are you hearing this from your rock-star team? This time of year we should be feeling a sense of renewal and experiencing a fresh start! Often times, the opposite occurs as we are inundated with year-end reports, implementing new strategies and keeping up with daily business.

Embedded in my mind are the weekends as a youngster. Every Saturday, like clock-work, my mom and I had “chores” to do inside the beautiful farmhouse where I grew up. She always told me, “We have to finish our work first and then we get to go have fun.” Why that is stuck in my mind 30 years later, I have no idea. What I do know is she knew how to manage time.

We have all read hundreds of articles on time management tips, taken time management courses and received multitudes of advice. All of these workshops, articles and advice have provided me exceptional tools as well as vital components to effective time management. Time Management models will vary for each person on your team but the goal will be the same – Effective Time Management. I have found the best way to keep myself on track is through the development and use of a “model day” format where I create blocks of time from my job description.  I have taken my so-called short fallings from last year and incorporated time for interruptions, time for NO interruptions and time for unplanned urgencies. Start your new year with these simple steps, perform them yourself and then share with your team.

SWOT Yourself!  

Most of us have participated in SWOT analysis projects, but usually related to our overall business plan.  Have any of you or your team members performed a personal SWOT analysis? You can incorporate an individual SWOT analysis into your overall business plan; link them to personal team development, tracking goals and performance reviews. Once you have completed your analysis, incorporate your strengths, weaknesses, opportunities and threats into a list of tasks to complete with an action plan and make it happen!.  

Download Ironstone’s SWOT Analysis Template Here

Create Your Time Management Plan

Having a snapshot of how you intend to perform your day is essential to effective time management.  Time and time again I end up with “to-do” lists scattered everywhere, 10 post-it notes stuck on my desk serving the purpose of reminding me what needs to be done. Rather than giving me a sense of organization, I am bogged done with stress, anxiety and a sick feeling in my stomach caused by ineffective time management.

We have created a model day template to assist you to:

  • Manage time effectively
  • Improve organization skills
  • Boost time management skills

Ironstone’s template allows you to organize, track and monitor progress by providing 4 tabs within one worksheet.

  • My Model Day Your model day is your intended plan for completing job duties. Use this as a guide to manage your time each and every day.
  • Time ManagementUse the time management worksheet to gain understanding of how much time is spent on projects scheduled in your model day plan. You don’t need to do this on a daily basis; a periodic check will give you insight on how much time you are using wisely, wasting or necessary adjustments needed to improve time management.
  • Priority ItemsAt the end of each day, allow yourself time to organize and prioritize the most important tasks you want to accomplish the following day. This will allow you to start each day feeling energized, empowered and organized. Keep your priority items to 5 or 6 tasks depending on the amount of time you anticipate will be needed for each.
  • Other projects I like using the “other projects” worksheet to record my never ending list of things to be done. Having this worksheet incorporated into my time management plan allows me to keep my “to-do list” in one location and transfer projects easily to my priority worksheet as others are completed.

 Download the Ironstone Model Day Worksheet  HereTip- add a worksheet to the template with a monthly calendar.

Question: What challenges do you face in your office with time management?  You can leave a comment by clicking here.    

Additional Time Management Resources;

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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STOP ROLLING THE DICE! 2013 Resolution: Focus on what NOT to do…

yes_no_maybe_red_dice_small

It’s hip to focus on getting things done; check marking and scratching things off the proverbial “To Do” list.  Often times, the biggest challenge is deciding which task to tackle first.  Even more often, we find ourselves either accomplishing nothing or only a little bit of everything.  As the saying goes, the definition of insanity is doing the same thing over and over while expecting different results; so why not try something different this year.  If you have trouble deciding what to do, try focusing on what not to do.  This list of 10 things not to do can help you get closer to successfully attaining your goals.

DO NOT get caught up in resolution overload-
Don’t try to change all of your unhealthy habits at the same time. Try to replace one unhealthy habit with a healthy one before moving onto the next. Set small, measurable and attainable goals that will yield feedback and results within a few weeks. Break goals down into daily, weekly, monthly or quarterly milestones.  Don’t expect them to take the full year to materialize.

DO NOT be owned by possessions-
Go through a “de-cluttering”. You may find that so much of your previous brain activity was run by stress, commitments and money that was put into vehicles, vices, up- grades and space to keep stuff working or just maintained.  Once you look critically at what you truly need, no longer will you need to tolerate all of these additional vacuums for your thoughts and moods.

DO NOT check e-mail constantly-
E-mails can certainly be an important and valuable tool, but the sad fact is people let their inbox rule their day. Set time aside daily where you respond to e-mails, typically later in the day. Earlier in the day you will want to do things that will move your business and daily goals forward. When you are answering e-mails, you’re in the reactive mode – you’re responding to other people’s needs.  Typically, when you respond to an e-mail it only needs to be a few short sentences. If you realize it will take longer, usually a quick phone call will handle it better than an e-mail. Most e-mails can wait 48 to 72 hours for a response. Do not e-mail first thing in the morning or last thing at night.  The former scrambles your priorities and plans for the day, and the latter just gives you insomnia. E-mail can wait until 10am; after you’ve completed at least one of your critical to-do items.

DO NOT promise to multi-task-
The truth is, there is great power in Single Tasking. If you multi-task, you tend to switch gears between what you should be doing and what you shouldn’t – the important vs. the useless tasks. Every time you shift gears to work on something else, you are not giving your priorities your full attention. It is very important to absorb yourself in one thing at a time; give it your fullest attention and complete it before moving on.

DO NOT carry your cell phone 24/7-
Take a break from daily digital leashes at least one day per week. Turn them off or, better still, leave them in the garage or in the car. Choose one day a week to leave your cell phone turned off and consider leaving it at home if you go out for dinner.

DO NOT let work become your life-
Work cannot fill the void of non-work relationships and activities. Your co-workers shouldn’t be your only friends. Schedule life and defend it just as you would an important business meeting. Never tell yourself, “I’ll just get it done this weekend”.  Parkinson’s Law states, “work expands to fill the time available for its completion” – if you give yourself a week to complete a two hour task,  (psychologically speaking) the task will increase in complexity and become more daunting so as to fill the entire week.  It may not fill the extra time with more work, but just stress and tension about having to get it done. By assigning the right amount of time to a task, we preserve time; which in turn will reduce the complexity of tasks to their natural state.

DO NOT work more to fix overwhelm-
If you don’t prioritize, everything seems urgent and important. If you define the single most important task for each day, almost nothing seems urgent or important. The answer to overwhelm is not spinning more plates — or doing more — it’s prioritizing and defining the few things that can really fundamentally change your business and life.

DO NOT allow yourself to work while hungry-
You will be less efficient; you will bring a negative energy to the things you do; you will become agitated and ineffective.  The key is to eat small meals with a balance of protein, healthy fats and high fiber every two to three hours.  These meals should sustain you until the next meal. This kind of eating strategy will help you feel good, give you energy and will keep you focused.

DO NOT focus on “lack”-
You are who you are and you have what you have, RIGHT NOW!  Hold on to this strongly and focus on it.  Remember that like begets like and so lack begets lack.  The energy you spend on what you don’t have can more effectively be spent on finding ways of getting what you want.  It is important to find POSITIVE thoughts/things/actions that inspire and help you move forward.

… and last but not least…

DO NOT stop making fun of yourself-
People who take themselves too seriously miss out on a whole lot of fun.

The preliminary step of prioritizing tasks is much easier once we remove the constant static and distractions that keep us from succeeding.  The important and attainable goals will reveal themselves by this process of eliminating your clutter-generating habits.  Once you have clarity on the tasks at hand, you can start setting goals that are not only SMART, but SMARTER…

Specific, Measurable, Attainable, Realistic, Timeframe, Evaluate, Reward

Question?  What resolutions have you made either personally or in your business life and

 how did you keep them or did you fall into the resolution trap?

Ironstone’s Vision is to forge and guide the personal and professional lives of entrepreneurs and business professionals alike to realize their full potential. Coaching and consulting allows us the opportunity to form an environment where success happens and goals are reached.

Read more about our coaching and consulting program here >>

 Start your transformation with Ironstone as your Partner for Performance

Contact Ironstone with your questions & let’s get started! 

Have a question or comment for Ironstone? Contact us!>>

 

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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The “I’m too busy” copout! Create TIME for results

Beware the barrenness of a busy life style

Socrates 470BC-399BC Greek Athenian Philosopher

For most of us, the holidays are the busiest time of the year. Make simple changes starting today to truly transform your work and personal life. We all wish for more time in the day. There is no better time than NOW to incorporate these tips to increase productivity, reduce stress and gain time!

How many times have we read articles on time management or referred to checklists only to put them in the “I’ll get to that later” pile?  STOP! Actually incorporate these tips into your life and reap the benefits of effective time management.

  1. Decide what you really want– Write your goals down on paper. Make certain your goals are clear, specific, time sensitive and measurable.
  2. Use a priority 5 list– Every day, before you leave the office or go to bed, write down the 5 most important tasks you want to accomplish the following day. Having your priorities in order reduces stress and will provide direction, organization and more time.
  3. Stop Multi-tasking– I have repeated this one over and over. Multi-tasking is gone. It is unproductive, results in errors and is a huge time waster. Single-tasking will increase your productivity and quality of work.
  4. Focus– Place relentless focus on the task in front of you. Avoid interruptions, apply “thought-stopping” and FINISH the project you have in front of you. (More information on thought-stopping)
  5. Turn off the noise– By turning off the noise you implement a “do not disturb” philosophy. Set your phone to silent, turn email notifications off (you can really do this so the pop-ups don’t show), turn off the music or tv in your office. Remove yourself from any potential distraction.
  6. Design your office to inspire Create a relaxing environment. Design your office to inspire you by adding comfort. I like to adorn my office with family pictures, candles and soft lamp lighting. Use items that work for you! You will increase focus, engagement, motivation and production. However, you may have to kick people out of your comfy cradle!
  7. Create an SOP for your day– This really works! Take time to record everything you do in your day and assess time values. Refer to your SOP (standard operating procedures) daily and track your time on each item. This will give you a clear view of where your time is spent and how you can improve your time management. The trick is to be totally honest with yourself. If you spend time on emails, phone calls and idle chit-chat, implement ways to reduce wasted time by creating time-blocks.

I have incorporated these tips into my day and found a drastic change in increased productivity, less stress and additional time.  This time, instead of putting this article in your “I’ll get to this later pile”, write down the tips and keep them in a spot where you can look at them daily. Go a step further by incorporating all or some of the tips into your business and personal life. By doing so, you will achieve the same results I have. Who doesn’t what more time, less stress and increased productivity?

Ironstone’s Vision is to forge and guide the personal and professional lives of entrepreneurs and business professionals alike to realize their full potential. Coaching and consulting allows us the opportunity to form an environment where success happens and goals are reached.

Read more about our coaching and consulting program here >>

Start your transformation with Ironstone as your Partner for Performance

Contact Ironstone & let’s get started! 

Have a question or comment for Ironstone? Contact us!>>

More on Time Management:

Learn Common Mistakes You & Your Team May Be Making In Time Management

Put Time On Your Side, Not On Your Back

 

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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Ready To Jump On The Social Media Bandwagon?

As social media has taken a front seat for many advisors, there is still a high percentage  not taking advantage of this prospecting tool.  Many advisors simply don’t have the time, knowledge or staffing to implement a social media platform.  The benefits of having a social media presence will out-weigh the efforts you invest  developing your prospecting strategy.

The fundamental element needed to implement a successful prospecting plan at your firm is to systematically position your practice to attract new clients.  Choose activities that will put you at your best in order to invoke natural enthusiasm with the purpose of cultivating trusting relationships.  Within  your marketing plan, you will need to develop a comprehensive prospecting strategy appealing to new clients.  Begin with the 7 strategies  Ironstone recommends as your foundation.  If you missed our blog, “How to Write a Prospecting Plan for Your Firm,” https://aeschlapia.wordpress.com/2012/04/05/learn-how-to-write-a-prospecting-plan-for-your-firm/you can read it here.

Top financial advisors have one common denominator:

  • A marketing plan and a follow-up strategy

 The biggest difference in this  common denominator is what is within the marketing plan and how committed each firm is to their follow-up strategy.

Adding Social Media to Your Prospecting Platform

Ironstone suggests starting small and simple.  Establish  your social media goal.  Don’t feel you need to take on the world.  Facebook, Twitter, LinkedIn and Blogging are all easily managed social media channels  you should be using; START TODAY!   By using social media, you will gain:

  • Name recognition
  • Establish credibility
  • Client acquisition and retention
  • Deepen existing relationships

 Follow Ironstone’s simple guidelines to get started with your social media presence.  By following these basic steps, your social media goals will be easier to reach and more rewarding.

Create Basic Profiles on the Social Media Channels You Wish to EngageYou must realize  social media is an active exchange of information.  In order to establish relationships, you must engage in and actively participate in discussions.

Add Your PhotoUse a professional photo.  If you don’t have a professional photo, make the investment to have one taken.

Be YourselfEngage in social interaction.  Relationships are developed when you allow others to get to know you.  Talk about your family, your interests and things that will interest them. Consider scheduling random posts or blogs about health and wellness or other generalized topics that pique interest levels.

Target MarketPick a small niche.  Remember, you don’t need to take on the world.  Find out where your target/niche market hangs out online.  You might find your COI’s on Linked In while retirees are making posts on Face Book.  Connect with your clients in these various social media channels.

Provide ValueBeing the solution to a prospect is the key to landing new business.  Provide information that will genuinely help others.  Review profiles;  find out the interests of your clients and prospects.  Gather relevant content  you can post and distribute on your social media channels that are devoted to your target market.

Provide A Capture FunnelAdd a form that is short and simple to capture information from readers and those who are downloading your content.  Do not simply ask readers to call you;  they are online and that is where they want to stay for now.  An Ironstone best practice tip is to provide a capture form that leads readers to valuable and relevant information; example:  “The Top 5 Ways To …………..”

Manage TimeDefine your own unique publishing schedule and pick a specific time to post and read updates from those in your network.  Make adjustments as needed,  test different times and days.    If you find  you get more interaction on certain days and times, stick with it.  Maintain a continued presence online, but be cautious of overdoing it!

Follow-Up – It is imperative and courteous that you follow up with those who have accessed your information.  Be ready to provide them with additional information that will be useful to them and offer a solution to their needs.

Ironstone can assist you in developing a social media plan for your firm.  Let us know how you are using social media in your firm!

• Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Connect with us:


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Put Time On Your Side, Not Your Back!

Time management has become a topic of concern for many of the advisory firms that Ironstone works with. How do we control the amount of time we spend each day on needed and unneeded tasks while the world around us continually adds new means of technology, greater resources for us to utilize, and an endless supply of emails, tweets, blogs and messages?

In our last Time Management Blog, “ Learn Common Mistakes You & Your Team May Be Making In Time Management,”      https://aeschlapia.wordpress.com/2012/02/28/learn-common-mistakes-you-your-team-may-be-making-in-time-management-7/ we touched on the wasted efforts of multi-tasking. It still holds true today, that we must redirect our focus into single-tasking. If you are a multi-tasker, you will need to develop your own personal plan to switch from doing useless tasks (often involved in multi-tasking) to executing a strategy that ensures you remain single focused.

Ways You Can Change Improve Your Time Management Skills
List Three Top Priorities: Review your task list for the week. Choose three top priority tasks for each workday. This will allow you to hone in on the tasks that are priority items rather than randomly performing secondary tasks.

Scheduling: Block out fifteen minutes each day for planning. During this time, choose your top three priority items so that you can focus on those items at the beginning of each day. Schedule certain times every day for things like emails, phone calls, meetings, etc. Do not allow a fluctuation in this designated time.

Identify your time-wasters: Track what you do on a daily basis for several days. This will allow you to find where you are losing time. Time is valuable, we just need to know how to control and separate what is important at any given moment. By identifying your time-wasters, you can get rid of them.

Change your habits: Make a dedicated promise to yourself to change those things that are your biggest time-wasters. Write out your plan and follow it. Review it briefly each day to see how you did and what areas you can improve on.
Have good reasons to save time and reward yourself: If you make changes to improve your time management, reward yourself. Your reward will motivate you to make changes.

Get Rid Of Interruptions: If interruptions are a big waste of time in your day, find ways to get rid of them. Turn electronics off, disconnect from the internet or try closing your email. (*Tip: add a disclosure on your email indicating how often you check and respond to email.) You will be surprised at how quickly others respect your response. You can live without these interruptions and will be amazed at how much more efficient and productive you become.

Know your key times: Identify specific times of the day when you have the most energy. Align your priority tasks with those times.

Batch Your “To Do List”: We love this idea at Ironstone! Maintaining your to-do list and scheduling specific, allotted time during the day, will help you keep the list manageable and reduce stress. During the allotted time, complete as many of those tasks as possible.

Technology can be used to your advantage in saving time, but make an effort to beat technology time-wasters. If a lot of your time is spent online, surfing websites for the latest content and news, take advantage of having that information pushed directly to you by using RSS or “Really Simple Syndication.”

  • RSS is a great tool that you can use to aggregate news into one convenient location. Ironstone recommends setting up your own personalized page on My MSN, My Yahoo, Google or any of your other favorites.  On a regular basis, your RSS reader will automatically check your selected websites and will deliver the content to you in one convenient display. Watch the RSS video at http://www.efficient-advisor.com/tools-tips to learn how to set up an RSS reader.

Relocate: If you are receiving walk-in interruptions, phone calls, instant messages or even need to rejuvenate your energy levels, consider relocating to a place that will lift your mood and where you can be completely free of interruptions. A conference room, a library, a home office, etc., can aide you in completing tasks on-time in a fresh environment.

Taking Time To Make Time

Take control of your time management – the advantages will drastically improve the quality of your everyday life. When you feel that everything has to be done at once, levels of frustration increase. Don’t forget to celebrate! Time management is not an easy task. If it were, there would not be a significant amount of self help, customized training, checklists, and performance reviews regarding the subject. You owe it to yourself to pat yourself on the back if no one else does. Consider your new management skills a victory and own them! After all, you succeeded!

Take time and reap the benefits of time management.

Ironstone can assist you in improving the time management skills of you and your team.  Check out our Time Management Tool!– (TimeManagementTool)  We specialize in identifying problem areas and then implementing the strategies needed to align with the goals of your firm. Firms with time management programs in place have lower stress levels, peace of mind, a higher sense of achievement, increased energy and productivity and a healthy cultural work environment.

Follow us as we explore each of Ironstone’s Fundamental 4™!
Strategic Planning
• Business Development
• Operational Effectiveness
• The Human Element

You won’t want to miss our next in the series: The Human Element-Culture
Email us at info@ironstonehq.com
• Call our office at 800-917-8020
• Follow us on twitter @ https://twitter.com/#!/AndreaSchlapia
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• Connect with us on LinkedIn @ http://www.linkedin.com/profile/view?id=29647364&trk=tab_pro


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Mistakes In Your Capabilities Presentation? Avoid These!

As we continue our series in Ironstone’s Fundamental 4™, we explore the common mistakes made in capabilities presentations whereas our last blog showed you how to build one –  https://aeschlapia.wordpress.com/2012/03/08/a-capabilities-presentation-a-vital-piece-in-selling-your-firm-learn-how-to-create-your-story-and-what-to-include/

The most vital component of your capabilities presentation is knowing when to share it.  Before prospective clients hire you, they want to know:

  • What you can do for them
  • How qualified you are to do it
  • How you will solve their concerns

 

Amongst many mistakes, the most common is taking the lead and jumping in front of prospects only to give them a detailed list of services offered by your firm.

Establish a process that will build a solid foundation with prospective clients.  List the steps that you currently take when holding a first time meeting, review them, and update them to avoid the mistakes and include the components described in this blog.

The Four Components That Must Happen Before You Present Your Capabilities Presentation

 

  • Ask Questions – Your first step is to understand what your clients and prospects need. A capabilities presentation without understanding needs is like a fish out of water.   You will find yourself flopping around, looking and begging for water.
  • ListenYou can only truly understand their needs if you have given them the floor to speak – free of sales pitches and interruptions.  In addition to giving them the chance to explain their wants and needs you must pay attention.
  • Build trustShow that you care for the interests of others before your own gain.  Conduct all dealings with clients and prospects with honesty, strength, and your highest ability.  Trust cultivates an environment for people to entrust you with their vulnerabilities and allows them to reach out and accept your help.  References and client testimonials are two tangible and quick ways to start building trust.
  • Show Understanding – Incorporate their concerns in all your communication back to them.  This includes your face-to-face feedback, your follow-ups, and ultimately your capabilities presentation.

 

Once you have established a solid foundation to build on, you are ready to incorporate your Capabilities Presentation.  Focus on providing highly effective communication and tailoring a wealth management approach that will fulfill needs and become a solution for your clients and prospects.  By redirecting your efforts to where they should be (towards the client and prospect) you will be creating opportunities rather than waiting idly for decisions.

Some Common Mistakes to Avoid During Your Capabilities Presentation:

 

  • Not doing your homework on room set-up, attendees, timing, expectations, agenda
  • Not understanding the client’s challenge or criteria for selecting a wealth manager
  • Lack of synergy in presentation – too many authors
  • Not rehearsing
  • Arriving late
  • Reading your presentation
  • Connecting with the wrong client
  • Spending too much time on staging the room and not enough on the presentation
  • Pointing fingers at the “Big Guys”
  • Disengaged team during the presentation – checking email, yawning, writing notes to each other
  • Interrupting
  • Multiple answers to prospect questions
  • Not finishing on time

 

In new business, you only get one chance to make a GREAT impression.

Your capabilities presentation will ensure that you, your team, and prospective clients know exactly what you do and how you can become a solution to their needs.  New business will come your way, by following the guidelines that Ironstone has established.   Knowing when to present your capabilities presentation will give you a leading edge over your competitors.

Ironstone can assist you in developing the strategies and tactical questions you need when meeting with a new prospect for the first time and provide agendas and follow-up checklists to ensure vital pieces aren’t falling through the cracks.

Contact us for assistance in starting and improving your Capabilities Presentation.  We want to hear from you!   Share your best ideas here!

Follow us as we explore each of Ironstone’s Fundamental 4™!

  • Strategic Planning
  • Business Development
  • Operational Effectiveness
  • The Human Element

You won’t want to miss our next in the series:  Operational Effectiveness-Time Management