MEETING
EFFECTIVENESS
Nothing of significance gets done in the institutional investment field without a face to face meeting.
Given the time and resources required to arrange and conduct meetings it is imperative that you maximize the impact of each and every opportunity to be in front of prospects and clients. Our Meeting Effectiveness program uses the lessons learned from 30 plus years of participating in thousands of meetings with hundreds of professional colleagues to provide frameworks, tactics and group exercises guaranteed to immediately improve the meeting effectiveness of any relationship professional, regardless of experience. Go beyond “presentation” training and super charge your team’s performance when it counts.
Some of the topics covered include:
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Identifying meeting minefields
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Understanding the three phases of meetings and what you must focus on in each
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Bringing your A game to each and every encounter
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Crushing questions
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Closing strongly
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Assessing meeting quality and deriving strategies for constant improvement
Meeting Effectiveness
Checklist
TERRITORY AND
BOOK MANAGEMENT
Managing a large territory or book of clients requires a disciplined and focused approach.
Some of the most successful investment firms use a systematic process to identify investment opportunities and manage risk. You can apply a systematic approach to sales and client service with powerful benefits including clearly identified goals and action items for the team and individuals, dramatically improved productivity, higher closing rates, improved retention, and results that are repeatable year in and year out.
Topics covered include:
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Defining success
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Developing a plan for a territory or client book that identifies key goals, action items and potential issues
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Classifying clients and prospects in order to determine priorities and resource utilization
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Managing and implementing in a systematic fashion
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Maintaining a robust pipeline
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Tactics and tips for building trust, qualifying prospects and improving retention rates
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Elevating your personal brand in the industry