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Solutions/On Demand/Audio/Finding The Money

Finding The Money
With J. Phil Buchanan and Donna Schmuell

Roy Adams Cannon Financial On Demand Teleconference J. Phil Buchanan
Roy Adams Cannon Financial On Demand Teleconference Donna Shumell J. Phil Buchanan

 

  

The instructors of Cannon Financial Institute have few peers who can match their knowledge when it comes to the subject of Trust and Investment insight and acclaimed techniques for developing and implementing sales processes that PRODUCE RESULTS.

For over ten years, Cannon instructors Phil Buchanan and Donna Schumell have guided and developed the skills of tens of thousands of investment advisors and trust professionals to enable them to capture a greater percentage of wealth under management and to position the wealth to remain under management for years to come. They now bring their expertise and acumen directly to you through their new Audio Series entitled "Finding the Money: A Companion Guide to Investment Sales Success", which includes six CDs with over four hours of valuable information.

 

Program Contents:

Disc 1

Introduction-4:00
Overview of Comprehensive Wealth Management™-6:49
Discussion of Technical Presentations for Comprehensive Wealth Management™- 6:17
Discussion of Distribution Issues (Transfer Taxes)-10:01
Revocable Living Trusts-14:20
Charitable Transfers of Property-8:00
Transfer of Wealth to Family Members-6:20
Summary of Wealth Transfer-1:29

Disc 2

Sourcing Opportunities-16:13
Implementing Your Plan-8:11
Discussion of Individual Strategies-6:32
External Centers of Influence-6:49
Finding Your Niche-5:12
Direct Prospecting Strategies-7:27
Summary for Setting Goals-1:43
A Companion Guide to Investment Sales Success

Disc 3

Capitalizing on Opportunities-9:55
Interviewing Skills and Techniques-12:20
Interview Formats-5:09
Effective Documentation and
Organization-10:07

Disc 4

Analyzing Alternatives-10:30
Introduction to E.T.H.I.C.A.L. Needs
Analysis-7:50
Insurance and Distribution Alternatives-16:08

Disc 5

Client Interaction and Presentations-7:44
Framing and Bridging Techniques-12:41
Presenting Effective Investment Management Relationships-15:19
Delivering the Assumptive Close-11:01

Disc 6

How to Close More Effectively-11:22
Categories of Client Objections-18:04
Closing Tactics Overview- 00:59
Program Summary-2:45

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