New Agent Development – Really? Chris DiSalle, Managing Partner, CMO Complete Brokerage Services Inc. June 1, 2011 Share the tools

30,000 Feet  This is NOT easy  It doesn’t happen by accident  Program and Process are everything  Even with that, it’s not easy! Share the tools

CBS - Philosophy Changing the paradigm from “selling” to SERVING by realigning financial expenditures with core values. Share the tools

Two Problems  Finding new recruits and getting them excited about the career.  Training – Giving them the tools and process to actually succeed.

Recruiting – Traditional Brokerage  Observation  Word of mouth  Referrals from inside industry  Succession needs  Investment Planners adding life. However, we have found this isn’t enough…

Recruiting – New “old” Approach  Profiling for position  Design the personality aspects of role  Design the ultimate job description  Match profile and behaviour to job.  Create attractive yet accurate posting.  Twitter, Facebook, Monster, Workopolis, Linkedin etc.  Key to push more bodies through selection process to end up with more matches for success.  Avoid the choice of one.

More Reality – A tale of two recruits…  Candidate maturity required to see value in offering. Easier to envision career opportunity through experience and natural market.  BUT mature candidates face biggest risk from income/responsibility/behaviour change challenges.  The University Grad – flexible, little income risk.  Easier to teach new dog…  BUT lacks maturity, experience, market and belief in product offering.

CBS Recruiting Process  Deliver CBS Career Presentation – Interest…  Pre Screen, IR, Credit Check, Testing, Task Assessment and Licensing.  Great, so you have a prospective recruit that is excited about the opportunity…  Now What? Where is the HOW?

CBS Masterworks Program  VPDP  TFP  PCN  VLP  Masterworks Presentation Software  CBS SalesForce Software  CBS Compliance Kit  CBS Video Training Library Share the tools

VPDP  12 Week Program  Group Instruction – 30 hours  One on One BBS – As needed  Product Sessions – 8 hours  Sales Building Process – Prospecting/Presenting  Client Building Process Share the tools

VPDP – Prospecting  Market Potential – Who do you know?  Target Market – Is there a pattern/NM?  Develop Networker Talk The key…they are NOT selling ANYTHING They are ONLY looking for introductions Why? To reduces stress and pressure for one meeting closes Share the tools

Keys to Networker Talk  Introduce how you arrived at this gig?  Why people they know who look like your market need to be introduced to you?  Why you and not someone else? What is your unique positioning and story? Describe your process – non threatening SC.  Ask for introductions…the key? BIG BOX …little box Share the tools

Video Training Library - Support  Continued support through video repeat is VITAL to gaining skill and developing a comfortable and repeatable approach.  Intro to Networker Talk – Video Clip  Role Play Networker Talk “Process”– Video Clip

Meeting the Client – First Meeting  Simple Conversation – Opinions / Wishes  Make a decision: single need, planning, postpone, discard.  Goal is the next meeting for presentation. Goal is NOT to close.  Play Client First Meeting Intro – Video Clip

Meeting 2 – The Presentation Interview  Review initial meeting for spouse/ business partners that weren’t at meeting one.  Review priorities from meeting one highlighting their primary risks or concerns.  Present and Close.

CBS Video Library – Web Entry

CBS Video Library – Login

CBS Video Library - Menu

Supporting Presentation / Packaging  Masterworks Presentations including:  Life, CI, DI, Investment, Financial Planning and Planning for singles.  CBS Salesforce which contains:  Four Presentation modules each including graphs, spreadsheets and text.  Packaging tools for dividers, table of contents and title pages.

CBS Compass  A new tool designed to eliminate market / product noise  Predicated on 2 pillars  Risk Management and Wealth Building  Holistic solution based on overall goal  Simplification of process for the new agent

CBS Compliance Kit  Ensuring solid business practices are part of every file from start to finish  6 key elements to ensure a bulletproof practice

Experience  Unfortunately it is not a perfect program.  They don’t all make it! They aren’t all great!  But there are some gems….since 2004…  Total Recruits – 106  Active with CBS Currently – 49  Active with other agencies – 12  Low FYC of under $1000  High FYC of $150,000

Thank You for listening! Chris DiSalle