1. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 KRISTA SHEETS Accelerating Team Performance to Maximise Client Relationships Why Building a Team is Critical to Creating Value in Your Business

2. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Who is Paragon Resources? Founded in 1994 in Atlanta, Georgia to help investment advisors build and manage successful businesses. We are a practice management training and consulting firm specifically focused on ROP – Return on People. Our clients are brokerage firm leaders and successful $1MM+ teams focused on fee-based asset management and wealth management services.

3. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Value Defined

4. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Developing Themes of Successful Advisors  Working ON the business not just doing it  Build the team and it shall come  Client Advocacy vs. Client Acquisition

5. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Business Optimization Less Effort Good Results Great Results More Effort

6. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Practice Management  Vision  Business Obesity  Systems =  Capacity  Resource Utilization  Workload Capacity Gap

7. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 The Building Blocks of Business GRINDMIND FIND

8. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Practice Management MarketingSales Wealth Management Portfolio Analysis Investment Management Research Portfolio Reviews Client Service Relationship Management Administration & Operations What are the Core Functions of Your Business?

9. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Teams are the Solution 3 Types  Vertical  Horizontal  Hybrid Which one is right for you?

10. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Results-Driven Team Defined

11. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Formula for Team Success Complementary Behaviors (DISC) (HOW) + Compatible Motivators (Values) (WHY) = Results-Driven Team

12. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310

13. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310

14. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 5-Star Service Turns Clients into Advocates  LTV = Real Profitability  Referrals define your success  Organic growth  Consistently exceed expectations  Service drives sales  Actions speak louder than words

15. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Design a Service Menu Results of Designing a Service Menu:  Not all clients are created equal, but all deserve SOME level of service  Keep your clients ENGAGED  PROACTIVE communication strategies  Show your clients you APPRECIATE them  ATTRACT ideal clients by delivering a memorable client experience

16. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Service by Segment How? Assess your clients:  Client scorecard  Define ideal client  Classify each client  Develop opportunity and elimination lists  Determine your core, standard service ingredients then your signature ones

17. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Why Define Your Ideal Client?  Helps you make wiser decisions on where or where NOT to spend your efforts  Allows you to target your marketing messages which leads to results  Leads to win-win relationships  Focuses you so you say no to the wrong business

18. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Define Your Ideal Client Factors to Consider  Quantitative  Influence  Qualitative From: Know Service, Authors: Dale and Sheets Know WHO Your Ideal Client is and WHAT they need and want

19. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Differentiating Standard vs. Signature Service Standard  Service elements to MEET expectations  Typically more reactive  Examples: mailing statements, issuing checks, returning calls within x hours Signature  Service elements to EXCEED expectations  Typically more proactive  Examples: offering holistic advice on more than just insurance or investments; serving clients their favorite beverages; inviting a client and spouse to dinner; personalizing their appreciation items

20. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Connect with Your Clients Communication #1 complaint by clients: “I don’t hear from my advisor enough.” Type, purpose, frequency, and method Appreciation Show them you care Notes, cards, gifts, and events personalized to them Environment Give them a memorable, enjoyable experience What is it like to do business with you? Conduct a client experience exercise

21. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Commit and Act!  Engage in the right activities with passion and results will follow  Never stop learning  Take baby steps – one idea at a time  Invest in your team – they are integral to your ultimate success  Simplify the complicated  Behavioral change is difficult, be consistent – you can’t “fly-by-the-seat-of-your-pants” anymore  Patience – anything worth it, takes time!

22. Paragon Resources © 2008 Paragon Resources, Inc. | www.ParagonResources.com | 770.319.0310 Contact information: Krista S. Sheets ksheets@ParagonResources.com www.ParagonResources.com US: 770.319.0310 | Skype: paragonresources