Announcing the Building the Ultimate Bank Advisor Book

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:
 

Get inside a bank, credit union, or casualty insurance agency. These companies really won the Do Not Call wars. If you are a financial advisor in a bank with 250,000 customers, you have a 250,000-name calling list. As they are bank customers, you can call them. But your competitors can"t.  That's why the bankers won the war.

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 than 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 banker's 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 books and audios 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 a resource available to help you not only solve these issues...but take your career anywhere 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 Book.  This overview was created with the idea of giving you a flavor of what I believe is the most complete resource 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 have done is create a resource that will help you create the practice of your dreams right where you are.  The Building the Ultimate Bank Advisor book lays out a systematic guide designed to Unleash your maximum competitive edge.

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
   

When I created this book I wanted to give the Bank Financial Advisor a Resource to be able to create their own Ultimate Bank Advisory practice however they defined it.
 

What you will learn and be on the path to Mastering when you read this book!!!

Leverage the Bank Story

In this section, we get beyond the tendency of bankers to refer you business because it is part of their job to do that.  We reposition you as the firm's best gift and as someone that all the bank top clients will be clamoring to meet.  You will also learn a twist on the bank story that after prospects hear will make it almost impossible for them to invest anywhere else.

Nurturing Trust

One nice thing about the bank environment is that the trust a prospect has for the bank in some ways transfers to you.  In fact, many former Wall Street Advisor say, "it is amazing...I walk into meetings with more trust and rapport than I had the day that I opened the accounts with a lot of my Wire House clients."  Four simple techniques in this session will tell you how to lift this trust to saintly levels.

Deepen the relationship

Continuing to leverage both of your key relationships, first with the bankers (often described as our most important client) and second with the clients (take their relationships with the bank to a whole new level and you won't be able to keep up with the quantity and quality of your referrals  

Turn your bank partners into a Championship Sales team

Let's face it, not all bankers are great sales people.  Many of them do not even really like the term.  This section will teach you some simple yet profound techniques to teach your bankers that make the referral process so easy it literally will not seem like they are selling.  In fact, it will not seem that way to the bankers or to the clients.  Nevertheless, the numbers will tell a completely different story.  You will get a complete training program that will help them in every aspect of the sale...and more importantly, position you as an indispensable resource in the mind of your prospects.

Ever get the feeling that sometimes the only referrals that you get are the folks that are walking out the door to take their money elsewhere?  Your banker says, "Wait, before you go..."
 

  Deliver Dazzling Client Service

You have a natural advantage over your Wall Street counterparts.  Are you taking advantage of it?  This step by step guide shows you how to climb the ladder from customer › client › disciple › apostle.  Handled correctly, your client service program can deliver as many or more referrals than your branches and have even better quality.

Expand your Brand

How are you known in your franchise?  Are you the person that handles investments for your branch?  Do you have a message that resonates and is repeatable by your clients and bankers?  How are you positioned in the mind of the clients?  You have a brand (that is the way that people think about you...when they think about you).  Brands either develop haphazardly and accidentally, or on purpose and by design.  This section looks at where you are now and creates a roadmap to take you where you want to be.

  Hone your Sales Skills

Let me ask you two questions:

1. What portion of the average investment decision is emotional?  (Some experts say 100%, some say 50%, others are somewhere in the middle, but virtually every expert agrees that it is at least half )
2. What are you doing in the sales process specifically to bring emotion into the decision? 

In the investment industry particularly, it is easy to get very logical.  Ibbotson Charts, hypotheticals, Asset Allocation quilts and Monte Carlo analysis-it is easy to fall into the trap of logically trying to prove that doing business with you is the right thing to do.  Ask yourself this question, "Of the sales that you don"t get, what happens?"  Do you lose the business to:

¯     The competition

¯     To a do it yourself alternative (ye, they are still out there)

¯     To the status quo?

We address the solutions for all these problems in this section, but often the answer that I hear is the status quo...if this is the case with you, then your problem is one of inertia.  Getting prospects off the fence.  If the goal is to get the money in motion, the tool that we must master is unleashing emotion in the selling process.  This section is an introduction to Outcome Centered Selling,the most powerful tool anyone selling a service or intangible can use.  It teaches you to close more sales faster, to talk about all the client"s assets, not just the piece that is due today, and positions them from day one for future sales. 

I am not only confident that this book will take you beyond the next level but to the highest level you desire to achieve....I guarantee it!  Like all of our products and all of our training and coaching, the Building the Ultimate Bank Advisor Book carries our industry famous 365 day guarantee.  Read it, re-read, it use it for a year, if it doesn"t pay for itself a 100 times over, send it back for a prompt hassle-free refund

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When exposed to this material in May 2004 (prior to the release of the book) Bob Garlow Senior Vice President and Regional Manager for SunTrust Securities in Atlanta said, "We have had six coaches and consultants speak to us this year (2004) and
your presentation is by far the most on the mark--with actionable ideas--
that we have seen." Bob Garlow SVP SunTrust Securities

Tony Bahu of First Liberty said, "I decided to practice your Outcome Centered Selling techniques (Capture and Lead the Imagination) on some of my "dead leads," within the first week I had resurrected a lead that led to a $1,000,000 sale.  This stuff is unbelievable!"  

"Unbelievably Invaluable tool", "Pays for itself", "You need to buy this book" 
-Jon L Bowles  Citibank

Incredible information.  I am overwhelmed with the positive response that my bankers have shown with your information.  I feel as if my relationship with my bankers has gone to the next level and they find me to be a much more valuable resource.  -Angie Smith SunTrust Securities

This guy has vision, he has clearly laid out the path to your success  -Paige Green Banc of America Investment Service