Skills required to be the best in the business

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Skills required to be the best in the business
Anthony Marando iQeQ 22nd November 2006
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Agenda

• Identifying overall practice principles
• Identifying overall practitioner principles
• Examples and Case Studies

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Financial Advice Journey
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Peak Performing Principles

• Based on research of professional practitioners
  in the financial
• planning industry, and categorised into
• Practitioner Principles the way Planners
  operate
• Business Principles the way a practice
  operates
• the following principles are observed by peak
  performers in
• the financial planning industry

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Practitioner Principles

• Emotional Intelligence
• An emotionally intelligent practitioner takes the
  time to seek feedback on their performance and
  capabilities and uses this information to make
  positive changes to support peak performance.
• Be aware of your financial map.

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Practitioner Principles
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Practitioner Principles

• Attribute 1 Relationship Building
• Rapport and communication
• Integrity and trust

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Practitioner Principles

• Attribute 2 Coaching Skills
• Clarity and conciseness
• Presence
• Questioning open and closed questions
• Listening active and passive
• Language

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Practitioner Principles

• Attribute 3 Sales Skills
• Win-win negotiation
• Managing objections
• Managing barriers to selling
• Awareness of value proposition

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Practitioner Principles

• Attribute 4 Presentation Skills
• Physical presentation
• Presentation preparation
• Goal, audience, agenda, visual aids and room
  layout
• Presentation delivery
• Powerful delivery, Energy, Humour and
  storytelling, managing dysfunction,
• crisis management, closing and the Win-Learn-Grow
  model
• Flexibility and adaptability

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Practitioner Principles

• Attribute 5 Change Leadership
• Reactions to change
• Strategies for managing change
• Managing stress during change
• Circle of influence vs circle of concern

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• OPPORTUNIYISNOWHERE

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Practitioner Principles

• Attribute 6 Professionalism
• Role-modelling professionalism
• Ethics
• Recognise your capability
• Value your time time management
• Work-life balance
• Passion

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Practitioner Principles

• Attribute 7 Technical Expertise
• Market awareness
• Educational obligations quality advice
• Use of technology
• Seek out a mentor

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Peak Performing Principles

• Based on research of professional practitioners
  in the financial
• planning industry, and categorised into
• Practitioner Principles the way Planners
  operate
• Business Principles the way a practice
  operates
• the following principles are observed by peak
  performers in
• the financial planning industry

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Business Principles

• Peak performing practices
• Practitioner vs Entrepreneur
• Efficient operational processes, effective tools
  and systems
• Ongoing service packages - a well-equipped team
• Utilise time effectively and outsource for
  efficiencies
• Regular seminars and marketing campaigns - brand
  awareness

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Summary
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More Information?

• Planning for Peak Performance book
• www.iq-eq.com.au
• Winning Relationships Program

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Questions