owl
DESCRIPTION
Chris Burns Sales Model PresentationTRANSCRIPT
Homework
The Pursuit of Happiness(Will Smith)
Dr. Randy Pausch’s Last Lecture: Really Achieving Your Childhood Dreams
http://download.srv.cs.cmu.edu/~pausch/Randy/pauschlastlecturetranscript.pdfhttp://www.youtube.com/watch?v=ji5_MqicxSo
Measures To Success
• Scorecard• Compensation• Accolades/Awards• Professional Development
The OWL’s Sales Process
• Acquisition• Initial Stages
(Meeting Immediate Needs)• Planning Stages
(Planning For Future Needs)• Relationship Stages
(Client For Life-Follow up & Follow Through)
O.W.L
What Is OWL?
• Owning
• Winning
• Leading
Owning
1. Ownership of Your Roles & Responsibilities(Institution You Represent)
2. Ownership of Your Roles & Responsibilities(Client)
(The Self-Employed Should Fully Understand #1)
Institution
• Firm’s Role In The Industry-Meet Financial Goals & Objectives
• Firm’s Dedication To Industry-Provide Cutting Edge Products (CDARS)-Efficient Delivery-Knowledgeable & Experienced Advisors (You)
YOU
MOST IMPORTANT CONCEPT
• YOU ARE YOUR [BANK] AND YOUR [BANK] IS YOU!!
• YOU MUST BE MORE PROFITABLE THAN THE [BANK] ACROSS THE STREET OR YOU WILL BE
THE [BANK] ACROSS THE STREET!
YOU
• Utilize the resources of your institution to achieve the goal of the firm
• Understand the goal of the firm• Agree with the goal of the firm• Deliver the goal of the firm to the client• Insure the firm is profitable- It is up to YOU to make the
company profitable and it is up to YOU to make sure the fees are offset by service, savings, & Most Importantly, meeting their financial goals they may not otherwise meet or may not have known they had!
Client
• Financial Doctor (Not A New Concept)• Keep a Client Financially Modern!• GATHER• ASSESS• RECOMMEND• IMPLEMENT• MONITOR
Client (Continued)
• GATHER• ASSESS• RECOMMEND• IMPLEMENT• MONITOR• GATHER• ASSESS• RECOMMEND• IMPLEMENT• MONITOR
Owning
• OWN YOUR ROLETraining manuals & development websites are great resources to master this
• OWN YOUR CLIENTOnce you own your role, your confidence in your client meetings will help you master this
Sub Sections
Many seminars and trainings are designed to provide a daily structure for OWNING. Some of Sub Sections Include:
• Financial Profiling• Credit 101• Connecting Needs With Solutions• The Value of You (OWNING)
Winning
Once you are comfortable you OWN your role and you OWN the client, it is time to WIN!
You OWN through the relationship, you WIN in the Planning Stages (Planning For Future
Needs) & Relationship Stages (Client For Life-Follow Up & Follow Through)
***For This Model, You Have Not Won “Meeting The Immediate Need”, But You Have Successfully OWNED***
To Win Or Not To Win
TO WIN• Earn Trust• Earn Referrals• Receive Christmas Cards From Clients• Client Initiates Contact For Advice• Thank You Cards• Unexpected “Windfall” Business(Note That You Can Use Some of These Yourself To
WIN!)
NOT TO WIN• Client Will Not Give Additional Data• No Referrals• Reactive Selling• Complaints : (
(There are others, but this model is not about LOSING. These examples only restart the OWL process. Back to OWNING!)
Winning In The Process
To clarify, sales is closing deals. A closed deal is a win. This model guarantees a multitude of closed deals, month after month, quarter after quarter, year after year. We are not referring to a Win, But WINNING!
Winning is the Planning and Relationship Stages. WINNING provides a strong pipeline for success. It also allows a financial associate the ability to control their position on the scorecard and control of their income.
Sub Sections
Many seminars and trainings are designed to provide a daily structure for WINNING. Some of Sub Sections Include:
• Financial Planning: Putting It All Together• Client Relationship Management 101• The Value of You (WINNING)
LEADING
• LEADING is the ultimate WINNING
• At This Point, You Have Won With The Client’s The Institution, & The Industry
• This Comes Naturally, You Don’t Plan When You LEAD, it just Happens
TO LEAD• Partnering With Other Professionals• Utilizing the Entire Financial Team (CPA, Estate Attorney, CFP, Broker)• Training Other Industry Professionals
-Developing “OWL”• Creating More Efficient Ways to do Business
-Product Structuring-Process Structuring
• Speaker for the Industry-Graduations-Company Meetings-Client’s Events
• Hosting Your Own Client Events
LEADING
• On the Client Level, LEADING is the Relationship Stages of this model-Follow Up & Follow Through-Celebrating Financial Successes
• On the Institution Level, LEADING is best described on the scorecard. LEADING is mastering OWNING & WINNING on the client and Institutional Level, & mastering LEADING on the Client Level
Sub Sections
Many seminars and trainings are designed to provide a daily structure for LEADING. Some of Sub Sections Include:
• Professional Development & Training to be a Trainer
• Networking 101• The Value of You (LEADING)
The OWL’s Comments
This presentation is for overall success. Do not discount the day to day trainings and sub sections of this model. TAKE ADVANTAGE OF ANY OPPORTUNITY TO REFRESH YOUR SKILLS. Many seminars will provide new catchy terms that will help to simplify the steps to success. Professionals are constantly learning from mistakes and failures. LEADER’s help make sure you do not fall in the same hole. DO NOT REINVENT THE WHEEL!
What the LEADER does in the beginning, the others will do in the
end.I have customized a Spanish proverb. Another version was quoted by Warren
Buffet, but I felt this to be more politically correct.
SUMMARY• OWNING
-Acquisition-Initial Stages (Meeting Immediate Needs)
• WINNING-Planning Stages (Planning For Future Needs)-Relationship Stages (Client For Life-Follow up & Follow Through)
• LEADING-OWNING-WINNING-Relationship Stages (Client For Life-Follow up & Follow Through)
Homework
The Pursuit of Happiness(Will Smith)
Dr. Randy Pausch’s Last Lecture: Really Achieving Your Childhood Dreams
http://download.srv.cs.cmu.edu/~pausch/Randy/pauschlastlecturetranscript.pdfhttp://www.youtube.com/watch?v=ji5_MqicxSo
