paragon resources © 2008 paragon resources, inc. | | 770.319.0310 krista sheets accelerating team...

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© 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310© 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310

KRISTA SHEETS

Accelerating Team Performance to Maximise Client Relationships

Why Building a Team is Critical to Creating Value in Your Business

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Who is Paragon Resources?

Founded in 1994 in Atlanta, Georgia to help investment advisors build and manage successful businesses.

We are a practice management training and consulting firm specifically focused on ROP – Return on People.

Our clients are brokerage firm leaders and successful $1MM+ teams focused on fee-based asset management and wealth management services.

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Value Defined

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Developing Themes of Successful Advisors

Working ON the business not just doing it

Build the team and it shall come

Client Advocacy vs. Client Acquisition

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Business Optimization

Less Effort

Good R

esu

lts

Gre

at

Resu

lts

More Effort

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Practice Management

Vision

Business Obesity

Systems = Capacity

Resource Utilization

Workload Capacity Gap

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The Building Blocks of Business

GRIND

MINDFIND

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PracticeManagement

Marketing Sales WealthManagement

PortfolioAnalysis

InvestmentManagement

ResearchPortfolioReviews

ClientService

RelationshipManagement

Administration& Operations

What are the Core Functions of Your Business?

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Teams are the Solution

3 Types

Vertical

Horizontal

Hybrid

Which one is right for you?Which one is right for you?

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Results-Driven Team Defined

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Formula for Team Success

Complementary Behaviors (DISC) (HOW)

+

Compatible Motivators (Values)(WHY)

=

Results-Driven Team

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5-Star Service Turns Clients into Advocates

LTV = Real Profitability

Referrals define your success

Organic growth

Consistently exceed expectations

Service drives sales

Actions speak louder than words

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Design a Service Menu

Results of Designing a Service Menu:

Not all clients are created equal, but all deserve SOME level of service

Keep your clients ENGAGED

PROACTIVE communication strategies

Show your clients you APPRECIATE them

ATTRACT ideal clients by delivering a memorable client experience

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Service by Segment

How? Assess your clients:

Client scorecard

Define ideal client

Classify each client

Develop opportunity and elimination lists

Determine your core, standard service ingredients then your signature ones

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Why Define Your Ideal Client?

Helps you make wiser decisions on where or where NOT to spend your efforts

Allows you to target your marketing messages which leads to results

Leads to win-win relationships

Focuses you so you say no to the wrong business

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Define Your Ideal Client

Factors to Consider

Quantitative

Influence

Qualitative

From: Know Service, Authors: Dale and Sheets

Know WHO Your Ideal Client is and WHAT they need and want

Know WHO Your Ideal Client is and WHAT they need and want

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Differentiating Standard vs. Signature Service

Standard

Service elements to MEET expectations

Typically more reactive

Examples: mailing statements, issuing checks, returning calls within x hours

Signature

Service elements to EXCEED expectations

Typically more proactive

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

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Connect with Your Clients

Communication

#1 complaint by clients: “I don’t hear from my advisor enough.”

Type, purpose, frequency, and method

Appreciation

Show them you care

Notes, cards, gifts, and events personalized to them

Environment

Give them a memorable, enjoyable experience

What is it like to do business with you?Conduct a client experience exercise

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Commit and Act!

Engage in the right activities with passion and results will follow

Never stop learning

Take baby steps – one idea at a time

Invest in your team – they are integral to your ultimate success

Simplify the complicated

Behavioral change is difficult, be consistent – you can’t “fly-by-the-seat-of-your-pants” anymore

Patience – anything worth it, takes time!

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Contact information: Krista S. Sheets

[email protected]

US: 770.319.0310 | Skype: paragonresources

Contact information: Krista S. Sheets

[email protected]

US: 770.319.0310 | Skype: paragonresources

paragon resources © 2008 paragon resources, inc. | | 770.319.0310 krista sheets accelerating team...

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