Lead Adviser training programme in Sydney 22-23 Nov 2010.

2. Lead Adviser
Training Programme
The Lead adviser Training Programme is a client centred approach to
financial project-management advice.
The Lead adviser is focused on helping clients’ and their families get
better financially organised. most wealthy clients don’t have the time
or resources to project-manage their financial affairs, which represents
an opportunity for professional services firms.
Focusing on the clients aspirations (not only) personally but for their
family creates a deep sense of purpose which drives home the need
for action.
This is where a strong bond between adviser and client is an
emotional goldmine to really focus on what’s important to them about
their financial affairs
Transitioning a client or family to the Lead adviser process is a journey
and, so too is the development of skills and knowledge needed to
sustain this client centred approach to advice.
The Lead adviser Training Programme will provide you with a roadmap
of where you are now; want needs to happen next and how to go
about it.
The questions you need to ask!
▶ Are you happy with your current business model and client
engagement process?
▶ How good would you feel if you had fewer clients who are with you
for longer while securing fees over years?
▶ Would you like to take back control of your time and the time that
your business controls you?
▶ Do you want to improve your service to wealthy clients
and their families?
Kind regards,
Paul Salmon
Dealers’ Group

3. Programme Agenda
Day 1: Programme agenDa
Engagement Emotional
framework intelligence
at the front-end engagement process, the Lead emotional intelligence is considered a new
adviser model is focused on the client setting area of focus for advisers. good Lead advisers
the agenda. Focusing more on a coaching have the ability to connect with their clients
process then an interviewing technique, good on an emotional level as well as the financial.
Lead advisers drive discussions without What emotions are driving the client’s financial
influencing the client’s agenda. What would decisions? What are the emotional goldmines i
make a great life for the client and their family? can drill into with my client?
8.30am – 10.30am 11.00am – 1.00Pm
Front-end engagement process Emotional competence
▶ Client agenda setting ▶ emotional intelligence - personal and
▶ Content vs context social competence
▶ interviewing process ▶ my ei and its impact on clients
▶ Discuss fee structures ▶ PieS model
▶ engagement summary ▶ Labelling feelings
Outcomes for attendees Outcomes for attendees
▶ Conduct an initial interview with client ▶ How emotionally aware am i?
▶ Demonstrate an understanding of ▶ Where do i need to focus more
key concepts training on?
▶ articulate client’s current situation ▶ application of ei in client relationships
10.30am – morning Tea 1.00Pm – LunCH
Scott Fitzpatrick
CHairman, FiTZPaTriCkS auSTraLia
Scott is a Certified Financial Planner and has been a keen participant of industry
change from product-based advice to a holistic approach to client affairs. Scott
regularly trains and coaches other financial planners, and regularly presents this
unique approach to professional organisations across the country. He maintains a
small client base from his gold Coast office.

4. DAy 2: pROgRAmmE AgENDA
Presentation skills Workflow
Articulating the Lead Adviser’s role and
positioning requires the use of different
management
communication vehicles. None more important In this session we delve into the written
than a whiteboard, which can be simple but back-end communication documents which
effective. Using visual tools to coach clients are client driven summaries from the interview
through complex structures and strategies will process. focusing on areas of concern, key
assist in the delivery of content. conversations, long-term aspirations and
outcomes from the adviser/client relationship.
2.00pm – 5.00pm
9.00Am-10.30Am
Connection through effective
communication Back-end engagement process
▶ Discussion documents
▶ White board techniques
▶ Engagement agreements
▶ ▶ Understanding the “right to speak”
▶ scope of work documents and pricing
▶ ▶ Development of your pitch
▶ ▶ positioning tools
▶ ▶ Overcoming objections Outcomes for attendees
▶ Template documents
Outcomes for attendees ▶ Articulate client agenda in their words
▶ produce client driven documents
▶ Effective use of white board
▶ Build the framework for on-going
communication 10.30Am – mORNINg TEA
▶ Rapport building with clients
5.00pm – CLOsE Of DAy 1
The collaborative approach The opportunity
A Lead Adviser needs a solid The Lead Adviser collaborates There is a significant opportunity
balance of the hard and soft with and manages the team of for professional services firms to
skills when it comes to providing experts required for clients as position their business as leaders
strategic advice for wealthy clients and when needed. The client is in the management of this client
and their families. The hard skills informed and educated about segment. For clients the benefits
are the technical elements of the options available to them and are untold in that they can entrust a
advice. The soft skills are managed through their journey. valued adviser with all their personal
the personal, emotional and Lead Advisers work only and and financial affairs, maximising and
communication-based skills. exclusively in the client’s interests. protecting their wealth.

5. Lead Adviser
Training Programme
Practice regime Critical planning
ensuring the functionality of a profitable establishing long-term goals and direction
practice requires the distribution of is an essential process for Lead advisers.
complicated tasks to efficient and trustworthy How can lead advisers prepare for roadblocks
sources. To ensure they are not caught up once a direction has been set? Creating a
with the day-to-day running of a business, concise 1-page business plan which clearly
good Lead advisers effectively outsource indicates where the Lead adviser ought to
these tasks in such a fashion that leaves be in 12 months is an important first step,
them with little or nothing to do but engage and will assist in the development of longer
with clients. and more detailed action plans.
11.00am-12.30Pm 1.30Pm -4.00Pm
Functionality in your business Developing action plans –
▶ outsource arrangements Where to start?
and documentation ▶ People – systems – process
▶ Distribution and referral skills ▶ next steps
▶ The investment conversation ▶ Dealing with roadblocks
▶ Working towards ideal week
Outcomes for attendees
Outcomes for attendees ▶ 1 page business plan
▶ Develop a passion for ▶ Where do i want to be in 12 months?
business development
▶ 3 year outline
▶ Set-up outsource agreements
▶ Take back control of your time
4.00Pm – CLoSe oF Training Programme
12.30Pm – LunCH
Brian Fitzpatrick
PrinCiPaL, HeaDSPaCe
Brian Fitzpatrick has an innate ability to work with people of all
backgrounds to assist them with realising their dreams and goals.
(note: Brian and Scott share the same last name, but are not related!).
Brian works with a number of high profile and successful individuals
and organisations to help them gain a deep understanding of their
motivators, dreams and goals.

6. Lead AdviserTraining Programme
Membership pleaSe reGiSter Me For:
SyDnEy 22nd and 23rd November
Membership is open to practicing
financial planners, accountants, early Bird rate – BooK and pay BeFore 8th octoBer 2010
lawyers and family offices.
Dealers’ Group Members $3000 + gst = $3300
Benefits include:
• Discounts to events – get Single Registration $4000 + gst = $4400
member rates when you register in
any Dealers’ group event. Standard reGiStration rate – BooK and pay aFter 8th octoBer 2010
• Private Client Advisor newsletter
– monthly newsletter covers Dealers’ Group Members $4000 + gst = $4400
topical issues related to private
client advisory. Single Registration $5000 + gst = $5500
• Dealers’ Group website – Pricing available on request for group bookings
access to papers, presentations, please contact Zaf Makdum on 02 9555 4203 zaf@dealersgroup.com.au
audio files.
pleaSe coMplete
• Webinars – monthly webinars
direct to your desktop. Mr / Mrs / Miss Given Name
• Private lunches – Which are held Surname
quarterly in each state.
Company / Organisation
Tick to become a member
Position
For more information contact Address
Zaf Makdum on 02 9555 4203
or zaf@dealersgroup.com.au State Postcode
Web www.dealersgroup.com.au City / Country
Fax 02 9810 6746 Phone Fax
Mail Dealers’ group
212a, Darling St Email
Balmain, nSW 2041
reGistrations Method oF payMent:
Contact Zaf makdum
Phone 02 9555 4203
VISA Mastercard AMEX Cheque (Cheques to: Dealers Group Pty Ltd)
Email zaf@dealersgroup.com.au
If paying by credit card please complete the following details below:
Venue
Sydney Name of cardholder
italian Village Card Number
7 Circular Quay West
The rocks Expiry Date / Signature
Sydney nSW 2000 Total
Delegates will receive an email confirmation letter anD tax receipt once registereD.
Future eventS:
Please notify me of future Dealers’ Group events.
I DO NOT wish to have my details made available to other organisations.
reGiSter: www.dealersgroup.com.au
Fax to: 02 9810 6746
Mail to: Dealers’ Group – 212A Darling St, Balmain, NSW 2041
cancellation policy privacy
Should you be unable to attend a substitute delegate is The information you have given will be recorded in
always welcome at no extra cost. Alternatively a full refund, our delegate database. Dealers’ Group may also
minus 50% (incl.GST) service charge will be made for share this information with our event sponsors.
Dealers’ Group reserves the right to cancellations received in writing up to one month prior to the Please tick the appropriate box if you DO NOT wish to
change the programme without notice event. Regrettably, no refund will be given for cancellations receive further correspondence.
ABN 78 117 870 943 received later than one month prior to the event.