MODULE 1

Building Client Partnerships

Building Client Partnerships That Last For Years

This initial module has three practices that if followed will lead to rapport every time. The context of partnership will remain clear, construct of the method is unchanging, and the content of the three practices will be appropriate to the challenges and opportunities of clients.

• Practice 1: Evoking Rapport
• Practice 2: Generating Projects
• Practice 3: Forging Partnership

You’ll finish this course with a method and tools for dramatically bringing out your natural ability to build partnerships with clients and colleagues. Without partnership a del process can be a bumpy ride o nowhere.

MODULE 2

Packaging Client Presentations 

Ensure Your Audience Receives, Retains, & Replicates Your Message

This second module covers the next step in the conversation which is presenting presentations for clients that generate a compelling reason for them to move forward with you into a transactional relationship.

This module has three practices that if followed will lead to a transactional relationship that will serve the best interest of the client every time.

• Practice 1: Strategic Analysis
• Practice 2: Positioning Your Value
• Practice 3: Building Presentations that Connect

You’ll finish this course with a method and tools for dramatically bringing out your understanding of how to build compelling presentations that generate client actions and accountability leading to completed transactions, repeat business, referrals and great recommendations.

MODULE 3

Launching Client Projects 

Get Client Projects On the Right Track and Then Keep Them On Track

Client projects are more likely to be successful if they are launched with full power and in the right direction. The secret to launching projects requires that you fully understand and practice the following practices. 

• Practice 1: Defining Client Challenges
• Practice 2: Designing Compelling Client Projects
• Practice 3: Defining Clear Rules of Engagement

You’ll finish this course with the ability to expose unseen client challenges that could undermine a deal, design a project that will show the client how their future can and will be achieved, and access, set up rules of engagement to keep the project on track until a successful completion. 

METHOD 4

Managing Client Accountability

Ensure That Clients, Colleagues, and You Make Promises You Can Keep & Fully Keep Them

The biggest enemy of success in business if a failure of integrity. People have power when the make promises and keep them and hold others to account to do the same. Such failure takes us down the tube. You will learn:                

• Practice 1: Establishing Alignment with Clients
• Practice 2: Initiating Actions with Clients
• Practice 3: Reaffirming Client Commitments

You’ll finish this course with a clear understanding of how to establish and maintain a commitment-based relationships with clients and team You ;earn to stay out ahead of any broken promises so that commitments made are commitments kept every time.

METHOD 5

Creating Client Breakthroughs

By Risking a Client Relationship You Can Build  a Stronger Relationship Every Time

At a point in virtually every deal the client comes to a point of major concern and moves toward shutting down the transaction. This is because they have some hidden unresolved concern that must be dealt with effectively or the deal will likely fall through.

• Practice 1: Talking Straight With Clients
• Practice 2: Drilling Down to the Core Issue
• Practice 3: Rebuilding Trust with Clients

Having tough conversations with clients is like a surgeon who first must cut the skin, the reach in and take out the bullet, then patch up the wound. It's about having a conversation that a client needs to hear to prevent them from making choices that are not in their own best interest.

METHOD 6

Completing Client Projects

Learn to Generate Repeat Business, Many Referrals, and Great Recommendations

For most agents and advisors when a transaction has been completed, they choose to move on. But this is the greatest business generation missed opportunity ever. With these three practices you learn how to:

• Practice 1: Securing Approvals
• Practice 2: Executing Transactions
• Practice 3: Celebrating Completion

When these steps are followed precisely the joy and freedom of that comes with completion can happen and there is also a higher likelihood of repeat business, a higher number of referrals, and better recommendations will occur thus spreading your brand.