There are 8 Essential Keys that top bank advisors have in common, which one of them will have the most dramatic impact on your business?

Mastering any single one of the 8 Essential Keys could easily help you realize an increase in your production of 15-20%...Master 2 or 3 and you will see a quantum leap in your production, this year.

My guess is since you are reading this, you are already building your financial planning practice within a bank brokerage environment.  Do you ever sit back and wonder just how good it could be if you were to get your business firing on all eight cylinders? 

You could easily find yourself with all the referrals you want…in front of your ideal prospect (not just any bank customer that can fog a mirror)… sitting in front of all the money that you would ever need to go anywhere you wanted to go in the world of investment sales.

Has there ever been a better time
to be a bank advisor?

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Certainly we have the wind at our backs. Just think about all the variables that are working in our favor right now:

• The markets continue to improve
• Clients are more open to talking to advisors than they have ever been
• Most programs have introduced exciting products and services that allow us for the first time ever to compete with the Wire House firms on an even playing field
• The financial hurricane that blew through the markets has all but eliminated the indexers and day-traders
• Wall Street image continues to be sullied by bad press

In fact industry experts and the financial press are now starting to take notice of just how good we have it. Is our secret out?  Perhaps more importantly, is your business properly positioned for the throng of Wall Street Brokers who are getting ready to sit down at your dinner table, look over at your plate and ask “Hey friend, you gonna eat the rest of that?”

In 2002, for the first time, both Salomon Smith Barney and Morgan Stanley listed major bank programs as the leading destinations for their exiting top producers.

The financial press is filled with articles suggesting it makes sense for a large producer to consider a career move to a banking institution.

In fact most experts agree that there is no better place to be, no faster way to build your practice, than to be in a bank with a trained team to help you find and refer your ideal prospect.  There is a reason that the average “top-tier” wire house rookie produces $90,000 in revenues and the average first year bank broker produces $219,000.

Look at what one industry expert had to say:
 

Bill Good
Page 58
Research Magazine
December 2003

Of course you know this already. That is why you are at a bank brokerage program to begin with. I want to suggest to you that we sit today at what will come to be known as the beginning of the bank era.   With increased scrutiny from regulators, Wall Street continues to battle unfavorable press. According to recent surveys “stockbrokers” ranked near the bottom of the list in terms most trusted professions (beating out only lawyers, used car salesman and politicians).  Restrictions on calling will make it more and more difficult to reach new prospects, but with the tools that you now have or will have shortly at your disposal, the opportunity for you to open more accounts, see more money in motion, forge deeper relationship with your existing accounts...and position yourself as an indispensable resource in the mind of your client has never been greater. 

BUT THERE IS A PROBLEM
Several of them in fact!

• Bankers are often rewarded for quantity not quality...resulting in appointments that are a complete waste of your time
• Many programs change their compensation plans more frequently that Christina Aguilera changes hair styles, so it is difficult to make long term plans
• Just as you get a banker trained, they are often moved or promoted
• Clients and prospects could view you as second-class citizens of the advisory world
• Referring business to you could be a small part of a bankers job...if they are told to focus on core deposits, they may view you as the competition
• Additional follow-up required can slow you down
• Keeping everyone on the team happy can be a challenge...sometimes it feels like you have 8 different bosses
• Management is forced to hire so many new brokers...that because of these quotas, territories are often getting slashed
• Traditional training programs rarely address the unique needs you face in a bank environment—-UNTIL NOW

If you have faced, or are currently facing
any of these challenges…
READ ON

I have created resources available to help you not only solve these issues…but take your career any way that you want to go!

Hello, My name is Bob Cobb, owner and President of UltimateBankAdvisor.com and it is my pleasure to make available to you this special overview of Building the Ultimate Bank Advisor Master Class.  This overview was created with the idea of giving you a flavor of what I believe is the most complete set of resources and training program ever created especially for the Bank Investment Advisor. 

After working in the Bank Brokerage Industry for 15 years, I left corporate America to form my own Sales Training and Coaching Company.   During my career, I’ve had the opportunity to work with some of the top producers in bank brokerage and the opportunity to see the business from every angle…not only as a Chairman’s Club producer, but also as a mutual fund wholesaler and a Sales Manager and Market Manager.

During that time I have worked with 100’s of Wall Street-trained brokers and helped them make the transition to Bank Brokerage. I have noticed that the brokers that come into the bank environment are often trained with a certain set of skills that are not necessarily 100% transferable to the bank environment.

You know how some Bank Investment Advisors run from one appointment to another generating transactions and opening accounts, but they never really develop deep relationships with their clients?  This means that business is cyclical, costs are higher and your client’s satisfaction is not as high as it could be.  Hence, your ability to get referrals from clients is lost.

Well, what I do is offer on-site training intensives, a year-long coaching program and The Ultimate Bank Advisor Master Class geared especially for Bank Investment Advisors...which means that I train, consult, and coach the 8 Key Strategies which have been proven to position advisors as indispensable resources in the minds of their clients.

The benefit of which is:

• More revenue from fewer clients and resources
• More energy from working fewer hours
• Peace of mind about money and sales goals
• A more balanced home life
• And a new passion for your career
   

Why traditional training methods
don’t work today and in fact
may never work again

As a producer in the bank environment, I grew tired of “so-called” experts telling me what I needed to do to increase my sales. I knew the environment that I was working in was very different than someone that was trying to sell copiers, computers and telephone systems (yet invariably this was the background of every trainer that came in front of us).

It seemed to me, that it wasn’t long before someone would ask a question that began with, “I had a situation the other day and I am curious as to how you would handle it…” Only to have the trainer respond, “Well, I can’t answer that because I don’t know the specifics about what you sell…” At which point I would begin thinking…I want my day back!

Don’t go into that meeting without a Parachute!

I don’t know if you, like me, have ever walked into one of these meetings with a secret request of your sales assistant…Thirty minutes into this meeting, I need you to come to the door and pull me out. I will wave you off but say that it’s important, that way if my time was being wasted I had an escape hatch!

Our challenge as Investment Advisors has become
even greater in the last few years.

With the advent of the Internet, the game has changed completely.  It wasn’t that long ago that people needed sales people for information. In fact, in the financial services industry clients used to need a broker just to get a mid-day quote.  The Internet gives the average client as much information as a broker can have on his workstation. 

Clients are being bombarded

According to Internet Marketing guru Seth Godin, people living in a metropolitan area are exposed to 3000-3500 advertisements a day and they are fed up.

Do you know what is the most popular download on the Internet? (Hint: it is not the Paris Hilton video) It is software to block pop-up ads.  In fact, recently 5 of the top 10 most frequent downloads were pop-up blockers.
 

In fact don’t ever call me again!!!

When Congress passed the National DO NOT call list.  58 million people raised their hand and said, “sign me up”.  That is an astonishing number when you consider that there are only 270 million people in the United States and the vast majority of us do not live alone.

Recently, 2 subscription-only commercial free radio services have been launched and they are quickly reaching critical mass. 

Can this be good for you? 

Sir Isaac Newton stated in his 3^rd Law of Motion “for every action there is an equal and opposite reaction” so perhaps this is a signal to us to get moving…
 

An old Chinese proverb states that in every crisis there is opportunity …and many industry experts believe that this crisis is pointing directly to the Bank Financial Advisor.

So to the victor go the spoils! 

As a Sales Manager, my mission was to develop predictable, sustainable and repeatable best practices to solve these problems when they occurred or prevent them from occurring in the first place.  I modeled some of the top producers in the bank environment and discovered a group of core proficiencies that top producers all have in common.
 

Now I train and coach top producers in the industry and teach them core proficiencies to take their business to even greater heights.

The Ultimate Bank Advisor Master Class is a training program unlike anything ever offered to the Bank Brokerage community.

Think about some of the challenges that you have encountered in the past with trainers and speakers.

That’s the very reason that I created the
Ultimate Bank Advisor
Virtual-Experiential Master Class^©
 

What is Virtual Experiential Learning? 

Think for a minute about the way you learn. If you want to learn to throw a football, drive a car, build a mousetrap, design a building, cook a stir-fry, or be a better Bank Investment Advisor, you must have a go at doing it.

Throughout history, youths have been apprenticed to masters in order to learn a trade. We understand that learning a skill means eventually trying your hand at the skill. When there is no real harm in simply trying, we allow novices to "give it a shot."

As parents, you teach children in this way.  You don't sit your kids down in a classroom for 5 days, give a series of lectures to prepare them to walk, talk, climb, run, play a game, or learn how to behave. You just let them do these things. We hand a child a ball to teach him to throw. You show them what to do, let them do it, then mold and shape the behavior. Parents tolerate sitting in the passenger seat while their teenager tries out the driver's seat for the first time. It's nerve-wracking, but parents put up with it, for one simple reason, because they know there's no better way.

The Building the Ultimate Bank Advisor Experiential Master Class leverages this knowledge for you. Taught over 6 weeks in small weekly chunks.  Bite size pieces that are easy for you to understand, master and implement from one week to the next.

Small Groups

Taught in small cohesive Master Mind groups that allow for interaction and group participation, they create a learning by doing group environment that has been proven to enhance learning.    During the virtual classroom session (typically 60-90 minutes in length) we will look at one or two areas of the Bank Investment Advisors face.

Highly Interactive

We discuss some of the issues and implications of those issues that Advisors face. We will review actionable items that you can use to not only solve these issues, but specific strategies and tactics to, over time, turn a weakness into a strength.  We could give you one strategy, but we recognize that different people have different personalities, and different solutions are going to feel better to your particular style. A neat thing often happens on the way the finish line…

Mastermind Teams

During the week we have several R and D brainstorming sessions.  During the times that we are running more than one class we even have the opportunity to cross pollinate ideas with other mastermind groups.  Very often an idea that might have lacked additional appeal to an individual advisor is getting great results by another class member.  The benefit is that you get real time information, feedback and hear the results from your classmates, thus giving you the opportunity to evaluate and re-evaluate various strategies and tactics over the length of the class.

The Daily Dose

Everyday during the length of the class you receive delivered to your inbox, daily strategies, tips, tactics, pointers and success stories from other members of the class. For many people seeing what others are doing is one of the biggest motivators to getting you to take action on the learning.  For others it is the desire to see their name up in lights that is the key driver to moving forward. Whatever the driver for you is; you will find this format makes it easy to learn, evaluate, test, implement and Master the 8 Essential Keys to Building the Ultimate Bank Advisor. 

Unlimited Support

During the course you have unlimited access to me through, groups meetings and R and D calls and unlimited access to individual coaching through e-mail and telephone. Implementation of these ideas and your increased effectiveness should be the way that you will evaluate the success of this program ( it is how I would ) and I am totally committed to your success.  Many people find the information delivered in the group meetings more than they can ever use but I recognize that different people learn differently and you have the flexibility to design the experience to the way that it best serves you.

Absolute Unconditional Satisfaction Guarantee

Every product and program that I offer carries a 100% Unconditional Satisfaction Guarantee. Simply put if you are not satisfied for any reason...in fact for no reason at all simply ask for a refund and I will efficiently refund your money.  People ask me, “Bob, doesn’t this leave you open to some unscrupulous people swiping all your stuff and then getting it for free?”  The answer is of course yes, there are risks in life, and some people (my accountant and business manager for two) think that I am crazy.  This is certainly not a ploy to work for free...in fact no one yet with any program that I offer has ever taken me up on this guarantee, it is simply my way of letting you know the standard that I hold myself to is not a low one. Also, I teach the principles of risk reduction and risk reversal in my selling process so I practice what I preach, not just because I want to walk my talk...but because I believe it is the right thing to do and I am just that convinced that this program will make a difference for you.

Ok, so there is literally no risk for me...What will I learn, will you address all those problems that you brought up earlier?

Let’s talk for a minute about what we will cover.  The 8 Essential Keys to Unleashing your Maximum Competitive Edge are a group of tried and tested Strategies and Tactics that will take your business anywhere you want it go. This is not theory, I have personally used and taught every system and technique that I will teach you.  I teach these techniques every month in my On-site intensives and the Ultimate Bank Advisor. It is presented in a format that will enable you to consciously and thoughtfully examine what you do and say when you meet with a client or bank partner.  We will also review a plethora of strategies to make your more productive at every phase of the process.  

When we depend on “the home office” to design a compensation plan to drive the behaviors that we need to be successful we find ourselves living at the affect of other peoples actions...this means that we are in a reactive mode rather than a proactive mode.  If you work with your partners to see the bigger picture, and help your local management deliver a message that helps them, you will begin to have an impact beyond what the home office is doing for you.   Many smart people in different programs have stated, “don’t like the way things look today? Wait a few weeks, they always change”. Tom Peters once said, “We are approaching a period when the only true constant in our lives will be change.”   To which any veteran bank broker would simply respond…approaching?

The faster things move, the more things change, the more important it is that you have a process that is predictable, sustainable and repeatable. The Master Class will arm you with programs that will have the local senior management begging to have you speak at their meetings, and banking center managers dying to work with you.  You will find yourself being the go-to guy or gal any time that turmoil and change is in the air and in a position to use the change to your advantage and eventually pick and choose from the best centers and people.

Keys 1, 2, and 3 lay out specific strategies and tactics that will teach you how to live at the cause and not at the effect. To design, assemble and serve the team so that they understand that cross selling and referring the best and favorite clients is not only the best thing that they can do but also one of the fastest ways that they can hit all their goals. It will literally make lead generation a self-fulfilling prophecy.

I would suggest to you that if you are running into this problem it is not a training issue as much as a people issue.  Turnover is and always will be an issue at any bank program.  The talented folks are promoted and moved to different banking centers and some just move on. But if you have a training program that works, you can just put the new ones through the program. Since it is, and always will be turnover, if you implement a training program that works; the turnover will be to your advantage.  Suddenly, the fact that you can teach the new bankers, the “right way” to do it…you are likely to find your partners telling the new bankers to listen and learn about the way that clients need to be approached.  You will be positioned as the authority and a leader in your market.  In the battle for self-space in the mind your bankers, you will very quickly see there is no greater weapon in your arsenal than the training program that you will receive as a participant in the Master Class.

Clients and prospects could view you as second-class citizens
of the advisory world

Influencing what people think about you and where they position you in their mind is the art of personal branding.  Properly prepared by our bank partners and properly positioned in our initial meeting, you can create a selling environment that your clients and prospects will find irresistible.  With the right approach, you can position yourself as uniquely client centered in the financial services industry. In fact, in the Master Class we teach you how to achieve this before you get to the first meeting with your prospect.  With the right strategy and execution, you can have more trust, rapport and credibility the second that you shake hands for the first time with a qualified prospect that most of your Wall Street brothers and sisters will have the day that they open an account with their clients. Use some of the Follow-up and WOW techniques that we will teach you and you will be able to take that trust to “Near-Saintly” levels.

Referring business to you could be a small part of a bankers job...
if they are told to focus on core deposits, they may view you as
the competition

I hear this comment or “objection” (or is it really an excuse ) from almost every group that I speak to. The fact of the matter is that it is simply not supported by the facts.  Study after study has revealed, if you want to increase core deposits—-make referrals to investments. I smile every time I hear this from a banker, because I know when I hear this “objection” I own them. I will teach you a specific strategy to not only “handle” this objection when you hear it but to love it...in fact to pray for it.  Handled correctly, you will be able to say to the banker, “that is the very reason that you should be making referrals”, and I will share with you two techniques that will allow you to do that without feeling like you are slipping on a Polyester jacket.

All the additional follow-up required at a bank can make it feel
like you have 18 different bosses

I actually can’t take credit for the things that I will teach you in this session. This is  an area that does not come naturally to me. In fact, to be honest, when I first came to the bank I found this aspect of my new job somewhat overwhelming.  However, when I showed up at the bank I got a little gift. I sat next to an Advisor, that in 15 years of being in the bank brokerage industry, is still the best at follow-up of anyone that I have ever seen. I modeled (stole from) him for 5 years.  Throughout my career I have been curious about the brokers that “get this” and as a manager I noticed the brokers who get consistently larger, better quality referrals and are in high demand with banking centers have mastered these techniques.  I will give credit where the credit is due but this trip into “the vault of borrowed techniques”, and what you will learn in this session is probably in and of itself worth the price of admission.

Management is forced to hire so many new brokers...that because of these quotas territories are often getting slashed

Has it happened yet where you live and work? If not, guess what...it’s coming.  Senior management is paid on top line revenue and bottom line profit. To increase the former you hire more people, to increase the latter you manage up or out your bottom quartile producers. It sounds like a harsh thing to say, but think about the way that you manage your book. You want to grow, you get more clients, want to create leverage you transition $10,000 IRA rollover accounts out of your book. Well what do you think that your manager and your firm is going to do? The solution for some people is to move to another firm and grab a bigger territory.  That might work for a while, but what do you think will happen there in a couple of years?  Worse, how long do you think it will take you to make up the momentum that you lose from the move (hint: the industry average is about 2-3 years).  Which means right about the time that you get back to even again, your new firm is probably doing the same dance.  A much better solution is to get systems in place that will not only make you bullet proof to these changes, might give you leverage with the boss. 

Here is the simple truth about hiring new brokers. Every time a manager hires someone new, they take a risk. They have no guarantees that the folks that they hire are going to stick around, and no guarantee they are going to do well. There is nothing worse for a manager than hiring a top producer from another firm (in many cases paying top dollar to get them), having that new producer fall flat on their face, and at the same time losing their top producer. 

Want to insulate yourself from being adversely affected by the new hires - follow this formula:

• Be a top producer
• Have great relationships with banking centers and local bank management
• Develop clients that are raving fans
• Teach some of the techniques that you learn here to other people in your office
• Help your manager reach some of his objectives
• Be a mentor

If you can count these traits in your professional profile, you can rest assured that if your boss does adversely affect, you he will either do it last or he is just plain dumb.  In which case, the law of the jungle will probably take care of him quickly enough.

Traditional training programs rarely address the unique needs
you face in a bank environment

I would suggest to you that it will be a very long time before “traditional” methods teach any of these techniques. In fact, this class is often referred to as anti-training, because we realize that if you do the same thing that everyone else is doing, you are going to get the same results that everyone else is getting. If your goal is mediocrity, this is your path.

But if your goal is:

• More revenue from fewer clients and resources
• More energy from working fewer hours
• Peace of mind about money and sales goals
• A more balanced home life
• And a new passion for your career

Then this class is made for you!

** Click here to sign up! **

“I’m too busy to learn how to do this.”

If you’re in business, you might feel too busy to take time out and learn something new.I know that feeling.But when I look back on the last few years in my own business, I notice two things immediately.

1. I have been incredibly busy
2. I have learned an incredible amount.

How did I accomplish both of those things? Simple. I learned by doing.

Some things I learned on my own, with no guides, no help, no mentors.Sometimes it’s just unavoidable. Literally blazing my own trails with trial and error.  Taking action, noticing what works and what doesn’t, and adjusting my strategies and tactics accordingly.

But when I could, I bought someone else’s experience.I learned from their mistakes, instead of my own. Much cheaper!

Sometimes, when I could, I took the ultimate shortcut:I bought a toolkit.Instead of creating a contact management software to keep track of my clients and prospects, I purchased Broker’s Ally©.

Instead of inventing my own filing system, I bought a book on productivity techniques and created exactly the kind of folders that the expert told me to.After a year of use, I modified them for my exact needs.But I sure am glad I didn’t start by reinventing the wheel.

Simple But Not Easy

What I’ve shown you in this report works, but as I said before, it isn’t foolproof.

There are a lot of subtle things that you can do to mess it up.

There are a lot of silly, trivial mistakes that can totally defeat your efforts.

That is the very reason that we teach in the Virtual Experiential Format.  It gives you the ability to learn under the guidance of a Master Coach, with a support group of Mentees, all with the same goals and objectives.

The Good News is: if you’re serious about putting the principles of Ultimate Bank Advisor to work for your business, you’re not going to have to go it alone.And you won’t have to put up with a ton of nonsense along the way.

However, you will probably have to listen to the comments of your cohorts as you leap frog over them in the production run. They’ll say you are just “lucky.”

The Secret Formula: How to Become “Lucky”

Take action while minimizing your risk.  Learn from that action. Repeat.

Maybe you are already starting to realize that what I’ve presented in this report will work for you.You may be excited about the possibilities for your own practice.

If you’re worried that you’re too busy to learn enough to do it right, then you owe it to yourself to take the next step.

You’ve got to equip yourself with the tools that will allow you to begin to unleash your Ultimate Competitive Advantage in your professional practice.

I’ve created a toolkit and system to obtain Mastery of the material which is specifically designed to bridge the gap between your curiosity and effective implementation.It’s called The Building the Ultimate Bank Advisor Experiential Master Class.  And because I believe in minimizing risk, it comes with an amazing, no-strings-attached, complete, unheard of, and better-than-risk-free money-back guarantee.
 

When you sign up today I will e-mail you within a few minutes a key to unlock the pre-work vault.   This will give you a framework to begin putting some of these techniques to use and prepare you for the class work so you can hit the ground running

I will also send you a copy of the Bank Financial Advisor 100. A quick assessment tool you can use to begin to gather baseline information about where you are today and clearly identify areas you might like to improve and to chart your own path of professional development.

I will arrange with you a pre-work phone consultation to discuss any questions that you have about the pre-work and help you chart the best path to get the most from your experience. 

I will guide you through a 3-year vision short course to help you map out what your Ultimate Bank Advisor practice will look like.  This key, often the missing ingredient, (and an absurdly simple exercise) has been responsible for significant jumps in a third of the people that have completed the exercise. It sets direction in your practice and it takes less than five minutes to complete! 

An old Chinese adage states,
“If you don’t know where you are going, any road will get you there!”

Special Bonuses for the first 6 billion people who order!

It’s your choice. You can close this window and go back to your warm leads, unproductive appointments, nagging partners, and start slogging away all over again.

Or you can take an action with no down side, and the potential to create a future in which all of the above will be a distant memory of the “bad old days.”

Robert Frost wrote a couple of lines that have been a guidepost and a source of inspiration to me since I first heard them in my late teens: “Two roads diverged in a wood and I…I took the one less traveled by. And that has made all the difference.”

Which road will you take today?

Sincerely,

Bob Cobb
President

P.S. Stop and think how much this Master Class could be worth to you, your career, and your practice. How much is it worth to you to stop begging your bankers for better leads, and instead sit back and attract them to you? The investment is a drop in the bucket compared to all the sales you’ll attract the first time you put the system into practice.

 **Click here to sign up!

Click here to Unleash your Maximum Competitive Edge
Even if it’s 3:38 in the morning