Financial Planning Pro (Part 2): No Beginners Allowed!
0.0 (0 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
19 students enrolled

Financial Planning Pro (Part 2): No Beginners Allowed!

Financial Planning Sales Tips and Techniques to Get Your Clients To Quadruple Their Savings With You
0.0 (0 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
19 students enrolled
Created by Jim Teteak
Last updated 12/2017
English
English [Auto]
Current price: $139.99 Original price: $199.99 Discount: 30% off
5 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 6.5 hours on-demand video
  • 34 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
Training 5 or more people?

Get your team access to 4,000+ top Udemy courses anytime, anywhere.

Try Udemy for Business
What you'll learn
  • Get Your Clients To Quadruple Their Savings With You
  • Identify How Valuable You Are
  • Accept How Valuable You Are
  • Bring that Value to the Rest of the World
  • Live Out Curiosity
  • Listen to Understand
  • Overcome Being Defensive
  • Establish that the World is Gray
  • Live Your Authenticity
  • Assess Who You Are
  • Put Yourself Out There
  • Go Big
  • Live Out Giving First
  • Identify Your Greatest Gift for Others
  • Live Out the People You Serve
  • Live Out How Well You Serve Others
  • Live Out Your Savings Values
  • Save Radically in Your Own Life
  • Get Buy-In for Radical Saving from Your Clients
  • Perpetuate Radical Saving Beyond the Client Meeting
  • Live Out Accepting Lots of Money
  • Feel Your Clients Are Worthy of Success
  • Feel Worthy of Success for Yourself
  • Be Truly Open to Receiving
Requirements
  • It is crucial that you download the workbook to help you master the skills in the lessons.
Description

You were born a Pro-level financial planner, you just haven’t realized it yet.

Most financial planners, advisors and reps only capture 1% of their clients’ income in premium. They don’t actually capture the dollars. If those reps just worked with the same people in the same meetings and actually captured the dollars, they’d all be Pro-level (we call it "Forum") reps.

Most reps that get to "Forum" can’t explain how they got there, and when you ask, they tell you how they stay at Forum status is often by building an investment empire. But, how did they get there in the first place?

It was by getting people to save more money. In Become a Forum-Level Rep, we show you, step-by-step, how to get your clients to quadruple their savings with you.

After interviewing hundreds of advisors, we discovered the top fifteen things advisors worry about when it comes to becoming a "Pro" Financial Planner. Ask yourself if you have ever had any of the following concerns?

  • "I’m not smart enough.”

  • “I don’t have enough energy.”

  • “My clientele isn’t wealthy enough.”

  • “My staff isn’t competent enough.”

  • “I don’t deserve it.”

  • “I’m not worthy.”

  • "I have to work too many hours.”

  • “I wasn’t born a Forum-level rep.”

  • “I’d have to betray my values.”

  • “I’d have to become somebody I’m not.”

  • “I don’t have the right personality.”

  • “I’m not organized enough.”

  • “I’m not strong enough.”

  • “I’d have to become slimy.”

  • “I don’t need anybody to teach this to me. I’ll figure it out myself.”

We’ll address each of these fifteen concerns, and more, in this program. You’ll learn how to leverage "Forum status" and live out the "Forum life".

Most gurus just say, “Here’s the gold,” but many advisors don’t know what to do with the treasure, or it simply doesn’t work. The point is, the gurus often don’t give the precursors as to why it works. Conversely, this program breaks down each and every technique to make it simple for you to understand. We will tell you why it works so that you can apply your knowledge to new situations day after day. In each circumstance, you will know how to leverage Forum status and live out the Forum life.

Here are fifteen new "Forum-level mindsets" this program will help you achieve:

  1. “I am smart enough.”

  2. “I do have enough energy.”

  3. “My clientele is wealthy enough.”

  4. “My staff is competent enough.”

  5. “I do deserve it.”

  6. “I am worthy.”

  7. “I don’t have to work too many hours.”

  8. “Everyone was born a Forum-level rep.”

  9. “I don’t have to betray my values.”

  10. “It’s not necessary for me to try to become somebody I’m not.”

  11. “I have the right personality.”

  12. “I am organized enough.”

  13. “I am strong enough.”

  14. “I will be genuine.”

  15. “Leveraging other people is the easiest way to become successful.”

By the End of this Program, You Will Learn How to...

Session #1: Leverage Your Focus

  • Stay focused outside of work

  • Stay focused at work

  • Leverage others to stay focused

Session #2: Leverage Your Boundaries

  • Identify forum-level boundaries

  • Recognize boundaries where you fall short

  • Enforce forum-level boundaries in your life

Session #3: Leverage the Client Experience

  • Ensure clients understand your value

  • Let the clients experience your success

  • Share your unique gifts with clients

Session #4: Leverage Your Prospecting with Clients

  • Get your advocates in place

  • Expect highly tee’d up introductions

  • Reap the reward of your new prospects

Session #5: Leverage Your Staff

  • Empower your staff to take things off your plate

  • Inspect delegated tasks to ensure exceeded expectations

  • Fix minor issues before they become a big problem

Session #6: Leverage Your Office

  • Leverage leadership

  • Leverage in-house staff

  • Leverage joint-work both ways

Session #8: Live Out Your True Worth

  • Identify how valuable you really are

  • Accept how valuable you really are

  • Bring that value to the rest of the world

Session #9: Live Out Curiosity

  • Overcome being defensive

  • Establish that the world is grey

  • Listen to understand vs. listen to respond

Session #10: Live Your Authenticity

  • Assess who you are

  • Put yourself out there

  • Go big

Session #11: Live Out Giving First

  • Identify your greatest gift for other people

  • Live out the people you serve

  • Live out how well you serve them

Session #12: Live Out Your Own Savings Values

  • Save radically in your own life

  • Get buy-in for radical saving from your clients

  • Perpetuate radical saving beyond the client meeting

Session #13: Live Out Accepting Lots of Money

  • Feel your clients are worthy or success

  • Feel worthy of success for yourself

  • Be truly open to receiving

Why Rule the Room Financial?

There are three key reasons why Rule the Room Financial is different:

  1. You’ll learn WHY it works. We don’t just show you how to do it or what to do. We tell you WHY it works so you can learn to “fish” on your own.

  2. You’ll learn in YOUR unique communication style. We all communicate differently. That’s why every lesson is taught with four unique selling styles (fascinator, performer, inspirer, and energizer) taught by four of the top producing financial advisors in the country: Katherine Forrester, Chris Koon, Karl Dettmann, and Matt Heckmann.

  3. You’ll be able to APPLY practical techniques right away. This training actually makes sense. World-renowned trainer, Jason Teteak, is able to decode the magic that happens when top reps are meeting with their clients. He then bottles up the secret sauce and presents it to you so you can easily understand how to use it in your own style and apply it to any situation.

How Is Financial Planning Pro Different?

What causes people to be successful? It’s not one thing. It’s a thousand little decisions. This program prompts a paradigm shift in how you view your career, by helping you to adopt the mindset of billionaires. It is this mindset that drives the thousand little decisions that ultimately lead to success. We show you how to change your core thinking so that your thousand little decisions reflect that billionaire way of thinking and living.

You may have seen other ‘gurus’ teach you how to become a Forum-level rep. Chances are, they gave you their language, and you may even use it verbatim. But there is a 75% chance that they didn’t give you the right language for your style. And most gurus don’t explain why it works. They just assure you that it does. If you’re going to make up your own language, you need to understand why it works.

The reason we are so excited to have you see John, Karl, Matt, Chris, and special guest Rebecca, dive into some of this is that through the process of being taught by them, you will find nuggets of gold within yourself that you didn’t even know were there. And these discoveries will help you become a better advisor. We’re going to prove it in this program with real situations that will give you some amazing ideas for your own practice.

Our group has come up with some fantastic stuff. The techniques in this program will help you get over the hump to become a Forum-level rep. It is exciting to see what you will uncover. One of these four communication styles will be right up your alley, and the others will offer good insight and complement the things you’re already doing.

Testimonials

“This program has given me tactical, real techniques that have not only helped me survive but thrive better in this career. It also enabled me to embrace my natural style and find leaders who I can more easily emulate to propel my business further, faster.”

-Jessica Veitch, Financial Planner

“I want to tell you how much the Rule the Room session helped me with my phoning. I’ve already met my weekly phoning goal and you, the speakers, and the program have given me the drive to surpass it today. I feel like a weight’s been lifted from my shoulders and can’t believe how easy phoning is now. THANK YOU!”

-Jolie P. LaBarre, Financial Planner

“What you guys are doing is absolutely crucial to the success and growth of financial planners. I truly believe that you all will eventually replace all of fast tracks training and significantly modify red letter.”

-Scott Dunlap, Financial Advisor

Let's get started!...

Who this course is for:
  • Financial Representatives
  • Financial Advisors
  • Insurance Sales Professionals
  • Financial Managers
  • Business Professionals
Course content
Expand all 34 lectures 06:21:00
+ Introduction
1 lecture 00:58

What causes people to be successful? It’s not one thing. It’s a thousand little decisions. This program prompts a paradigm shift in how you view your career, by helping you to adopt the mindset of billionaires. It is this mindset that drives the thousand little decisions that ultimately lead to success. We show you how to change your core thinking so that your thousand little decisions reflect that billionaire way of thinking and living. 

Preview 00:58
+ Live Out Your True Worth
6 lectures 01:08:21

By year three, you will have done things in your career to earn the respect of others. You probably deserve more respect than you have even given yourself credit for. Now it is a matter of taking that respect and turning it into self-belief. Do that and you are in a position to live a Forum life today. 

Preview 06:49

If you don’t feel like you have anything of value to offer in your business life, you are now left with this mentality of “I need everybody more than they need me.” That means you now have to spend your time with anybody, because you believe you need everybody. This morphs your business into a transaction-focused practice with shallow relationships – not the territory of a Forum-level rep.

Some of you may be asking, “But do reps really not know how valuable they are? Even at three or more years in the business?” Yeah, really. 

Identify How Valuable You Are
11:47

You already identified numerous ways you have provided value to clients and “done good” in their lives. But for some of you, seeing a list of ways you have professional worth is not enough. It can be there on paper, but you don’t accept that the lists mean you have value.

The difference between Forum and non-Forum reps, when it comes to value and true worth, comes down to the ability to not just see the successes, but to believe them and know that you were an essential element in them. It is all up in your head. Non-Forum reps have success, thank you cards from clients, “good job” emails, etc. They just don’t yet believe them the way a Forum rep does. 

Accept How Valuable You Are
13:40

Let’s say you found a great prospect, but he isn’t on-board with you. And you are frustrated, not because you don’t think you can find another prospect like that, but because you know you can help this person and “why won’t he see it?!” Then you have accepted your value. When you believe you are valuable, but the world doesn’t engage, how do you bring that value to them? 

Bring that Value to the Rest of the World - Part 1
14:20

Prospect Up

Bring your value to others through those who have already experienced it. Focus on your top 5-10 clients, the ones you both enjoy working with and who increase the success of your practice. Be open and honest about how much the relationship means to you and how much you enjoy it, and you will be amazed at the possibilities that can result. 

Bring that Value to the Rest of the World - Part 2
11:06

Build an Attractive Practice

Did you know you are not in the financial planning business? Not really. You are in a service business. As such, you need your entire team wired with a servant- mentality. Everyone needs to be connected and dedicated to delivering a fantastic client experience. 

Bring that Value to the Rest of the World - Part 3
10:39
+ Live Out Curiosity
4 lectures 54:39

Living out curiosity is living with a constant and genuine belief in what is possible. Being curious is showing up each day with a servant-heart mentality and trying to make the most of the day and of what is possible. As opposed to going through the motions of doing the same thing day-in and day-out. If you are living curiosity, you want to see how big can you live that day, how big your impact can be that day. 

Preview 06:25

People often joke about selective hearing – kids with parents, spouses, roommates, even pets. The idea is you selectively hear things and somehow turn off your ears for the messages you don’t want to even enter your brain. 

Listen to Understand
14:08

The very thing that will help you overcome defensiveness is to tamp down that relentless pursuit of perfect (or Forum, or whatever) enough to let inflated, unfounded, or emotionally-hyped criticism of you roll off. 

Overcome Being Defensive
16:40

When we see the world as black/white or right/wrong, we may not even allow other information to enter our minds. We don’t even hear the conflicting information; we pre-filter before we can absorb it. When John describes the world as being gray, he means that he wants to be in a place where he can embrace the nuances surrounding him and be open – to be engaged in a conversation in which he is not just seeking to be right or make the sale, but to connect with people on a basis of respect. 

Establish That The World is Gray
17:26
+ Live Your Authenticity
5 lectures 56:13

We always compare our insides to other people's outsides, creating false measures for happiness. When you can be authentic, you are happy with your own insides – you are comfortable with who you are and what you are becoming. The greatest reward of this career is to be content and happy, wherever you are in the practice, and not allow your happiness to be determined by a ribbon or production metric. 

Preview 04:12

What works for you to get in touch with who you are? 

Do you use books, leaders, coaches, podcasts, etc.? Which ones? 

What has been your hardest character traits to accept and/or leverage? 



Assess Who You Are
14:34

How do you feel you live your life differently than a non-Forum rep? 

What’s your biggest opportunity to continue to put yourself out there? 

Put Yourself Out There
17:03

What was a breakthrough moment for you that led you to Forum? 

Go Big - Part 1
11:58

What is “go big” for you now? 

Go Big - Part 2
08:26
+ Live Out Giving First
5 lectures 01:01:53

Imagine the people in your community seeing you as more than just an outstanding financial representative, but also an outstanding human being. Recognizing you as a person of great character and integrity, and as someone others feel better being around. How fulfilling might it be to know that people say you are very aware of your surroundings and aware of what other people are going through, and noticing and appreciating how you try to lift people up? When you live out giving first, you are taking the steps necessary to allow this public perception and understanding to take place. 

Preview 11:48

Identify your greatest gift for others so that you can become the best giver possible. When you identify your greatest gift, you are able to use that to operate at your highest capacity for impact. Each person's greatest gift is unique because every human is unique and individual. So it is unrealistic to expect any two gifts to be the same.

Chris's greatest gift for other people is his ability to connect and become friends very quickly. When Chris once visited an Acme office, his day included a meeting with the CFO, who mentioned his 18 year old kid was having wisdom teeth pulled the next day. Their plans included going to a NY-style pizza place prior to surgery. That next day, Chris demonstrated his gift for connecting by asking how the pizza dinner was and how surgery went. Chris’s ability to connect with people made a huge impression on that CFO. It was clear to the CFO that Chris was really there with him during the prior meeting and not just there with an agenda. 

Identify Your Greatest Gift for Others
13:02

Relentlessly coming to the table to challenge, inspire, and ask great questions to help the people around you think about things that they would not normally think about is living out the people you serve. When you accepted the responsibility of this career, you took on a commitment to your clients, your team, and yourself. Conducting yourself always as a force for good honors that commitment. 

Live Out the People You Serve - Part 1
16:21

Honor Your Commitments to Yourself

Earlier in this chapter we said this career is all about others and not about you. Except that you do have to focus on you, a little. Your clients and team still need to be your top priority. Their success and security is a pre-requisite to your own. But you are still in that picture. To focus exclusively on others, to the neglect or outright denial of your needs, is not going to get you to Forum any more than putting yourself above your other commitments. 

Live Out the People You Serve - Part 2
14:02

The key to this section is how well. It is not just about giving and serving others, it is about doing it totally, completely, and at 110%. If you are serving and giving, you need to be rolling out the red carpet in the process. We all have gifts/wounds, ups/downs, successes/struggles, but you have to be dedicated to working through those things to create new openings for growth within your spheres of influence, be it team, clients, or home. 

Live Out How Well You Serve Others
06:40
+ Live Out Your Own Savings Values
5 lectures 01:01:01

The act of living out your own savings value will help you live out the Forum life, which will help you become a Forum-level rep. And more importantly, you will get clients to quadruple their savings with you, which brings lasting success more significant than achieving the Forum milestone. Most advisors only capture about 1% of clients income as premium, even though the clients should save 20-25% of annual gross income. Why shouldn’t some more of that savings potential be with you? 

Preview 06:06

When a (Forum) rep saves radically, it helps bring the normal person far beyond where they would have been on their own. If you expect a client to save money with you, you better be doing that to a degree significantly more than what you recommend – radically more than what you ask of the client! Remember, Forum- level reps are radical. 

Save Radically in Your Own Life
16:04

Using your own radical saving as an example doesn’t necessarily mean you will instantly convince your clients. You can definitely use yourself as a tangible, extreme example to get a smaller, yet significant, value from your clients with great success. But knowing how to do that will make the difference between saving and radical saving. 

Get Buy-In for Radical Saving from Your Clients - Part 1
14:55

A Forum-level rep takes a not-there-yet  approach with saving. He makes it exclusive, creates a desirable challenge out of it. Putting the $35,000 out there is not to create awe for the rep as a wealthy person, but instead to create a goal for the client – to make them want to join that $35,000 Club. A maximum goal makes the real goal seem easy by comparison, whereas a minimum amount will almost always encourage minimum commitment. 

Get Buy-In for Radical Saving from Your Clients - Part 2
11:22

If you cannot find enough safety with your own plan for saving, how are you going to radiate that to all of your clients? Part of creating safety is helping the clients stick to their decisions, help them maintain the commitment of saving. You already got the buy-in for saving, now you need to make that persist beyond the meeting, so the client can see that it is safe. 

Perpetuate Radical Saving Beyond the Client Meeting
12:34
+ Live Out Accepting Lots of Money
6 lectures 01:13:48

A lot of people might not even admit that they currently do or might eventually have a problem accepting lots of money, but the reality is they usually do when that time comes. It seems counterintuitive when the past seven programs have been teaching you how to achieve success, which often comes in the form of money. If we are all on the same page that success is good, how then is it possible to not be okay with accepting money when lots of it comes in as a result of your success? 

Preview 04:10

Before you were a Forum rep, how did you support or allow your clients to embrace your own success? 

Believe Your Clients Are Worthy of Your Success - Part 1
11:44

After you were a Forum rep, how did you support or allow your clients to embrace your own success? 

Believe Your Clients Are Worthy of Your Success - Part 2
13:53

Before you were a Forum rep, how did you feel worthy of success for yourself? 

After you were a Forum rep, how did you feel worthy of success for yourself? 

Feel Worthy of Success for Yourself
15:32

At what point in your life did you struggle to receive success? 

What opportunities did you miss out on because of that struggle? 

Be Truly Open to Receiving - Part 1
19:59

How do you leverage receiving success? 

How does leveraging success help your business now? 

Be Truly Open to Receiving - Part 2
08:30
+ Prepare for Your Certification Test
1 lecture 03:13

It’s time again to practice for your Master Your Mind assessment to show that you are ready to ace the certification. This session contains a short video that introduces you to the assessment. 

Prepare for Your Certification Test
03:13
+ Become a Forum-Level Rep Test
1 lecture 00:54

It’s time to actually take the test. This week’s session is a chance for you to actually take the test and get a score back to see how you’re doing. If you don’t pass it, you will be able to re-test next week.

What is the Assessment?

We’re excited for you to be getting certified in Rule the Room. At the very end of this program, each rep will be given an assessment. It is a performance based qualitative assessment, not a “scantron.” For Become a Forum-Level Rep you will be asked to show the different ways in which you leverage Forum-level status and how you live out the Forum life in order to get clients to quadruple their savings with you.

What is the Role of the Assessor?

The assessment is administered by your mentor and/or your facilitator. There is a complete rubric and guide on exactly how to assess each rep below.

Why is the Assessor so Important?

As you assess other reps, know that we’re trusting you to ensure that only the highest quality reps become certified. Please don’t take this responsibly lightly. This is a qualitative test, not quantitative meaning we’re looking for you to ask yourself how you feel about the rep’s abilities to get clients to quadruple their savings. At the end of the day, if the rep being assessed didn’t show how he or she leverages Forum-level status and lives out the Forum life on a daily basis, they should not be passing.

How does the Assessment Work?

The financial reps have to show the different ways in which they leverage Forum- level status and live out the Forum life in order to get clients to quadruple their savings. The assessors will score the rep using the two scenarios below. The reps can bring in whatever supporting materials they want, but again, their job is to convincingly demonstrate how they already operate as a Forum-level rep.

The scenarios below are for the assessor to use to score the rep. At the end of each scenario, add up the total points the rep earned for that scenario. 

Become a Forum-Level Rep Test
00:54