Celebrate Life

RI ConferenceVietnamMarch 2015

Positively TransformSimple ideas that can really change your business

Michelle GonzalesNSW Sales Managerwww.asteronlife.com.au

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Entrepreneur

Technician

Manager

Are you still the Entrepreneur in your business?

• Have a clear picture of what your company will look like when it’s finally done.

Vision

• Decide how a company like yours will have to act.Behaviour

• Decide that unless you begin to act that you’ll never get there.Action

Having an Entrepreneurial perspective

The Vision thing (The Entrepreneur)

Vision 1

• External• How do I want the

outside world to perceive my business?

• What are the values and principles that we must adhere to?

• What is my vision for “How things are done around here?”

Vision 2

• Internal• How do I want my

business to run operationally?

• Am I structured for success?

• What type of culture do I want for my business?

Vision 3

• Personal• What are my personal

goals and aspirations?

• Am I happy currently doing the things I’m doing?

• Do I have the right balance in my life?

Keep it simple and personal

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Holding the mirror up (The Manager)

What’s working?

• Business Profitable

• Good referral relationship

• We have a good segmentation model

• Para-planning unit efficient

• New CRM system excellent

• Team culture strong

What’s not working?

• We have a strategy but we don’t

always implement

• Unstructured client service

proposition

• Poor time management - balance

• Office space does not present well

• No structured approach to marketing

Holding the mirror up (The Manager)

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Holding the mirror up (The Manager)

The difference between successful people and unsuccessful people is the successful people do all the things the unsuccessful people don't want to do. - John Paul DeJoria

What are the possible solutions?

How much is the budget?

Who owns it?

When does it need to be done by?

What is the priority?

Plan to Act (The Technician)

…then agree action!

What are the possible solutions?

Plan to Act (The Technician)

Advisory Board

YOU

Who else?

Who else?

Who else?

Who holds you accountable?

What are the possible solutions?

Plan to Act (The Technician)

Structured

Service

Proposition

F2F

Private Briefings

Direct Access to

‘ME’

Boardroom Lunches

Networking Seminars

Special Interest Events

Newsletters

What’s your service proposition?

Survey monkey www.surveymonkey.com

Understanding your clientsUse a survey to assess and diagnose focus areas

Themes Survey Questions

Relationship/FamilyHave there been any significant changes within your family? E.g. Birth of a child, marriage, divorce, death

Profession Have there been any changes in your work/business/new venture?

Health Have you had any health concerns in the year?

AdviceWhat types of additional services can we provide to help you be more confident in achieving your goals?

Implementation In what ways have we exceeded your expectations?

Concerns What are your biggest financial concerns?

Understanding

Are you still confident in understanding the initial plan we have put in place to achieve your goals?

Do you have any new short term goals you are trying to achieve?

Personal AchievementsWhat are some of this years highlights?

Travel, exercise, competitions

Communication

What is the standard of communication you receive from your Adviser regarding relevance, quality and frequency of communication, including letters, newsletters, telephone calls, seminars etc?

What is your preferred method of contact?

Education What would you like to learn more about?

Understanding your clients

What are the possible solutions?

Plan to Act (The Technician)

New client meeting

New client meeting

Client Review meeting

To do list To do list To do list

New client meeting

Asteron BDM

Zurich BDM

Tower BDM

Team Meeting

New client meeting

To do list

including client preparations

AFA PD Day

Suspense update meeting

Client Review meeting

Client Review meeting

Coach under 7’s

Gym

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion

Time cushion Time cushion

Time cushion New client meeting

Marketing Planning Meeting

Client dinners

Review the week

Be ruthless with your time

Plan your time and review any time wasters

Be ruthless with your time

Plan your time and review any time wasters

What are the possible solutions?

Plan to Act (The Technician)

It’s just what we do here

Use the delightful 1%’ers

How can you ‘Wow’ your potential and existing clients?> Your credibility> Personalised touch

What are the possible solutions?

Plan to Act (The Technician)

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Word of “Mouse”

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The Gen Y way

Website design and build

Newsletters

Lead generation

Company brochures

Calculators

Marketing made simple

Learn some savvy SEO techniques

•SEO (Search engine optimisation)

•Organic vs Paid

Optimise your accessibility

Allow new clients to find you

• Have a clear picture of what your company will look like when it’s finally done.

Vision

• Decide how a company like yours will have to act.Behaviour

• Decide that unless you begin to act that you’ll never get there.Action

Having an Entrepreneurial perspective

Positively Transform your business

Simple process, everyday ideas, big results

It all starts with you

Start with one idea

Agree to act

Finish, then start on the next

It’s actually that simple!