Our passion is to help you achieve and sustain peak performance. We believe you can implement the systems and processes to achieve your desired goals.

1. Strategically Building Business

2. Four Key Metrics of
Persistent Growth
1. Attract the right advisors
2. Retain the right advisors
3. Profitable advisor relationships
4. Persistent advisor production

3. Common Practice Realities
 I have spent my career building what I thought was a successful practice.
Now my client base is:
 Not valuing my advice
 Aging
 Converting assets into retirement income
 Transferring their money to children with whom I have no relationship
 Dying
 Looking for lower risk alternatives
 Sensitive to premiums
 Leaving me for another advisor
 I spend more time on administration and client service than giving advice and developing business
 I feel like the business is running me – rather than the other way around
 My work/life balance is way out of whack – it isn’t much fun anymore
 I have no idea how I will realize the value of this business that I have spent years building

4. Three Paradigms
Business
Paradigm
Marketing
Revenue
Paradigm
Sales
Paradigm
0
Years

5. Career Stages Model
1. Apprentice
 Conformist, Approval
2. Specialist
 Conscientious, Rule-oriented
3. Mentor
 Autonomous, Social contract
4. Integrator
 Influence, Wisdom

6. Apprentice Stage Needs
 Task
 Sub-tasks clear, gains success experience, help in
understanding formal & informal organization
 Relationship
 Feedback / Support Assessment
 Development
 Broad range of experiences to develop base competencies,
opportunities to work with and observe models of excellence,
training/education and reading to accelerate development of
knowledge competencies

7. Specialist Stage Needs
 Task
 Control over projects and completes tasks, Managing own
time
 Relationship
 Feedback / Support Assessment
 Development
 Special assignments and broadened responsibilities,
workshop brainstorming sessions with peers focused on key
work issues, training and reading accelerate development of
higher level competencies, trade literature focusing on
technical specialty

8. Mentor Stage Needs
 Task
 Coach, counsel, Stimulate others, balance people and
business goals; personal and work goals
 Relationship
 Feedback / Support Assessment
 Development
 Development experience help make the often difficult shift
from stage 2 to stage 3, training and feedback on management
skills, assignments and meeting participation to broaden
business goals understanding, counseling skills training

9. Integrator Stage Needs
 Task
 Planning policy and strategy, identify new areas of work
 Relationship
 Feedback / Support Assessment
 Development
 Reading business publications and business-oriented
material, special projects that give exposure to community
and profession, round tables on cutting-edge issues

10. 10 Truths About Building
a Powerful Practice
1. Advisors build a powerful practice by working ON as well as IN their business
2. Advisors work on their business by developing a strategy to take their practice from where it
is today to where they would like it to be in the future
3. They develop a strategy to advance theirr business by having a clear vision of what they want
the practice to look like when it is as successful as they want it to be
4. They develop a clear vision for your practice by declaring their value proposition
5. Advisors declare their value proposition by defining their services, products and processes
6. They define their offer by understanding what their target market wants
7. They understand what their target market wants by employing a disciplined methodology
for identifying client values and making appropriate recommendations
8. They employ a disciplined methodology for identifying values and making recommendations
by consistently following a Disciplined Process
9. They consistently Create Client Capital to realize clients’ lifetime value
10. They realize lifetime value by creating clients for life

11. Practice Development:
The Business Builder Model
Mindset Target Engage Commit Expand
Mindset Adopt an entrepreneurial approach to business building. This entrepreneurial
mindset unlocks economic potential within your business.
Target Develop and implement a marketing system that builds your brand in your network
and chosen markets.
Engage Prepare a simple client attraction conversation that creates meaningful dialogue and
interest. If you know how to open, you don’t have to close.
Commit Focus on creating Client Capital and maximize the value of your client relationships.
Expand Create a client experience that expands your “relationship equity.” Grow your
business based upon a reputation of service excellence and value-added
relationships. You earn the right to obtain introductions, recommendations and
referrals from the people you know.

12. Practice Development
is Essential
 The process of strategically building an
advisory business
 The best approach?
 A “systems” approach

13. Practice Development
With The Covenant Group
 Value-added program to help Advisors grow
their businesses organically
 Advisors are looking for additional training
and education programs
 Advisors are looking for something outside of
product and concept training
 Methods & tools to help them develop their
business

14. Proven Success
 Do you feel this was a good investment for you?
 When, if ever, do you expect to see business benefits as a
result of participating in the program?
 Absolutely! . . . it is immediate because it helps identify what
you are doing vs. what you ought to be doing so you can start to
make changes immediately.
 . . . I am going to make a very good return by way of increased
business. Right now.
 Very good investment and also an ongoing one.
It reminds me to constantly refine and define the business, my
associates and myself. Benefits are happening already and
exponentially . . .

15. Implementing an Integrated
Developmental Continuum
Advanced
Development
Study Groups
Business
Builder
Coaching
Self Study
Books &
Millionaire
Advisor.ca

16. Outcomes
Sponsoring Firms Agents / Advisors
1. Increased revenue 1. Increased revenue
2. Maximized utility of 2. Leveraged resources of
marketing programs sponsoring firms
3. Deeper understanding 3. Deeper understanding of
of advisor needs client needs
4. Leveraged internal 4. Increased utility of
resources practice resources
5. Visible value 5. Unique value proposition