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Featured Program: The Charismatic Advisor
- The Power of Mindsets
- The Three Dimensions of Trust
- Empathy and Empathic Communication
- Creating “Motivating Environments”
- Diagnosing and Addressing “Negative Scripts”
Drawn from the book The Charismatic Advisor™ co-authored by David Richman, National Director, Eaton Vance Advisor Institute and Robert Brooks, Ph.D., Partner, Eaton Vance Advisor Institute. This presentation can also be delivered as a workshop.
This Is Your Time: Today’s historic levels of cash on the sidelines and unprecedented levels of “money in motion” represent an extraordinary opportunity for financial advisors. This impassioned call to action inspires advisors to consider the importance of this career moment and provides insights on how to step into the trust conversation and to seek a higher calling.
Step Into The Foxhole: Volatile markets present a unique opportunity to develop deeper connectivity to the clients you serve. This presentation discusses how to get past the classic things that get in the way of stepping into the foxhole with those you serve.
Inspiring Yesterday’s Clients to Love You Again: Many advisors who have recently changed firms grapple with unique challenges today in motivating clients to follow. For some, frustrations have reached a point where it is impacting success on multiple fronts. This presentation suggests seven steps for advisors to consider to increase the probability of moving clients to the new firm, while maintaining balance with other business and life priorities.
Generating Referrals Without Having to Ask: Have you ever wondered whether directly asking an affluent client for a referral to a friend may do more harm than good? How can you generate referrals in a way that doesn’t risk diminishing your client’s perception of your professionalism? This presentation suggests an alternative strategy.
Understanding Investment Wiring: This presentation reviews ways to penetrate classic client facades, so an advisor can identify and control the underlying emotional drivers that compel less-than-rational investment behavior.
Workshops
Discover Your Unique Brand: Designed to help advisors and teams optimize “referable moments” (those moments when clients are talking about money with their friends and family). This workshop outlines a process and specific follow-up steps that the advisor or team can take with our Institute to craft an impassioned brand.
Teams in Harmony: This workshop helps teams develop improved functionality by addressing key sources of opportunity and stress in financial advisory teaming. Discussion centers around the core issues of roles/responsibility decisions and integration, as well as work-environment orchestration. Workshops and ongoing facilitation from our Institute can be customized for individual teams.
Advanced Public Speaking: Client and prospect events are back in fashion. Many advisors are no longer adopting the classic approach of showcasing an outside speaker but, rather, looking to take the reins themselves. This half-day workshop is designed to help advisors learn to be more impassioned, authentic and engaging in front of an audience.
Effective Phone Skills: Are team members using the phone to prospect? How well is it going? Scripts do not work. How can you get the prospect to engage in conversation? This session is designed to help team members be more natural on the phone and more successful in booking appointments.