Step 7: Why Should I Do Business with You? – Wealth Management Consulting, Coaching & Training

Module 1

Intro to Value Ladder

Unit 1

Introduction to the Value Ladder

Unit 2

Even the Best Find This Difficult

Unit 3

Good-Great-Extraordinary

Unit 4

The Clients Dilemma

Unit 5

Are You the Very best

Unit 6

Virtual Filing Cabinet

Unit 7

Verbal Quicksand

Unit 8

No more winging it

Module 2

Step 1 - BACKGROUND

Unit 1

Value Ladder Step 1 - Who are you?

Unit 2

Knowing your Value

Unit 3

Journal Jots

Unit 4

Why is Step 1 Important

Unit 5

Speaking About Your Background

Unit 6

Key Take-Aways

Unit 7

Positions you as the value

Unit 8

Build Credibility

Unit 9

Don't Rush

Unit 10

One Chance to Make a Great

Unit 11

Identifying Value Shifts in Your Career

Unit 12

Focus on the Facts

Unit 13

What is the theme in your background?

Unit 14

Enumerate

Unit 15

Unique Language

Unit 16

Card Deck Step 1 Practice

Module 3

Step 2 - UVP

Unit 1

Value Ladder Step 2

Unit 2

Leo's UVP Evolution

Unit 3

A Good UVP Extra

Unit 4

Total Value Inventory

Unit 5

Creating Your Total Value Inventory

Unit 6

Journal Jots

Unit 7

Cast The Net Wider

Unit 8

Have You Inventoried

Unit 9

A Good UVP

Unit 10

UVP Extra

Unit 11

Should Be Interesting to You

Unit 12

Feeling

Unit 13

Why is this Step 2 Important

Unit 14

Key Points to Consider

Unit 15

The Power of Drill Downs

Unit 16

Card Deck Step 2 Practice

Module 4

Step 3 - BUSINESS BELIEFS

Unit 1

Step 3: Why Do You Do What You Do?

Unit 2

Business Beliefs

Unit 3

Business Beliefs Extra

Unit 4

“An Excellent Way to Open a Meeting”

Unit 5

“Your Business Beliefs Are Your Currency”

Unit 6

Learning Activities

Unit 7

Journal Jots

Unit 8

Cast The Net Wider

Unit 9

Moms and Dads Example

Unit 10

Provocative or Cliche

Module 5

Step 4: How Do You Do What You Do?

Unit 1

Step 4: How Do You Do What You Do?

Unit 2

Learning Activities

Unit 3

Key Take-Aways

Unit 4

Journal Jots

Unit 5

Client Relationship Process

Unit 6

Cast The Net Wider

Module 6

Step 5: Who Have You Done It For?

Unit 1

Step 5: Who Have You Done It For?

Unit 2

Client Success Chart

Unit 3

Key Emotional Issues

Unit 4

Learning Activities

Unit 5

Step 5: Bonus Topic – Acres of Diamonds

Unit 6

Step 5: Bonus Topic – Relationship Time Out (RTO)

Unit 7

Journal Jots

Unit 8

Cast The Net Wider

Unit 9

Acres of Diamonds

Unit 10

Relationship Time Out Worksheet

Module 7

Step 6: What Makes you Different?

Unit 1

Step 6: What Makes you Different?

Unit 2

Umbrella of Distinction

Unit 3

Learning Activities

Unit 4

What Makes You Different?

Unit 5

Journal Jots

Unit 6

Cast The Net Wider

Module 8

Step 7: Why Should I Do Business with You?

Unit 1

Step 7: Why Should I Do Business with You?

Unit 2

Learning Activities

Unit 3

Story

Unit 4

Journal Jots

Unit 5

My Elevator Speech Revisited

Unit 6

Know Your Value | Capstone Session

Module 9

Outro Value Ladder

Unit 1

Memorize Internalize Person

Unit 2

Confidence, Passion and Speed

Unit 3

Value Ladder Outro

Module 10

MISC Value Ladder

Unit 1

Value Ladder

Unit 2

Describe Culture of Your Firm

Unit 3

Value Ladder Story Work

Unit 4

Chain Analogy

Unit 5

Meeting of the Hearts then

Module 11

PROCESS

Unit 1

Process

Unit 2

Process is One of Your Solutions

Unit 3

Use Meaningful Language

Unit 4

Value Ladder Step 4

Unit 5

Your Client Relationship

Unit 6

What do you Name the Baby

Unit 7

A Good Process Reduces Unce

Unit 8

A Series of Steps Shows tha

Unit 9

Key Points to Consider

Unit 10

Value Ladder Step 5

Module 12

CLIENT SUCCESSES

Unit 1

Client Experience Process Should Expand

Unit 2

Client Successes

Unit 3

Who is your Ideal Client

Unit 4

Analyzing Key Client Succes

Unit 5

Key Emotional Issues

Unit 6

The Relationship Time Out

Unit 7

Why is this Step 5 Importan

Unit 8

Key Points to Consider

Module 13

DIFFERENTIATION

Unit 1

Pricing Your Value How Are You Creating

Unit 2

Differentiation Expanded

Unit 3

Key Differentiation What You Did Prior

Unit 4

What Makes You Different

Unit 5

What Makes You Different Di

Unit 6

Value Ladder Step 6

Module 14

Value Ladder Outros

Unit 1

Sample for Workbooksand

Unit 2

End of Step 1 Workboosand PDFs

Unit 3

End of Step 2 Workbooksand PDFs

Module 15

Communications Techniques

Unit 1

Intro

Unit 2

Non - Confident Vocabulary

Unit 3

Attend to the Ego

Unit 4

Raise the Volume

Unit 5

Challenge Them

Unit 6

MIP

Module 16

Becoming a Firm of Destination

Unit 1

Becoming A Firm of Destination

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