Sharpen Your Skills with Live Training Events
Discover fresh ways to engage with your clients plus much more from the ProFeds live webinar and teleseminar training events. These on-going events are generally thirty minutes to one hour in duration, and include an interactive question and answer session.
Can't attend one of the live events? No problem. Your ProFeds membership gives you password privileges to view the recorded archive of all live events -- for the life of your membership -- and to contact Chris Lennan with any follow-up questions.
Some of the most recent ProFeds training events are outlined below. All of them are immediately available to you as a ProFeds member in our recorded archive.
Making the Most of Your Meetings with Federal Employees
(Part 1 of 3)
What you will learn:
In this session, Chris Lennan will walks you through industry best practices for engaging federal clients. Even more, she'll share with you key relationship building approaches that allow you to make the most of every federal opportunity you have.
Key take-aways include:
- Clearly identifying your sales "targets-of-opportunity"
- Defining and promoting your offer to federal employees
- Establishing your meeting process to make effective use of your time as a professional
This will help you to:
- Have a clearly defined business practice that can be mastered and refined
- Feel more confident in your ability to offer significant value to this unique group
- Conduct compelling meetings with your federal clients to gain their trust and respect as a professional dedicated to serving their needs
Making the Most of Your Meetings with Federal Employees
(Part 2 of 3)
In this webinar session, Chris Lennan provides the structure of the first meeting you have with a federal employee, and outlines the true exploratory nature of this initial meeting. Also in this session are tips and tactics for making your client eager to come back for the next meeting.
Key take-aways include:
- Outlining the purpose of the initial meeting with your client
- How to ask probing questions to open lines of communication with your client
- Best practices for looking like and being a true professional
This will help you to:
- Dig out your client's "hot buttons" to get to the heart of what's important to them
- Identify potential missteps your client may make due to poor information they have received in the past
- Set the stage nicely for your second meeting by clearly outlining what your client should expect
Making the Most of Your Meetings with Federal Employees
(Part 3 of 3)
What you will learn:
In this webinar session, Chris Lennan provides the structure of the second meeting you have with a federal employee. She also outlines the tremendous opportunities you will have to really showcase your expertise. By actively listening in the first meeting, we will explore unique ways to find value through the eyes of your client in the second meeting.
Key take-aways include:
- Leveraging what you learned in the first meeting to craft a powerful second meeting
- Presenting federal benefits calculations and reports in a compelling and meaningful way
- Providing value by looking for key pitfalls your clients may have overlooked
This will help you to:
- Allow your client to have "self-discovery" on key areas of concern
- Provide a clear call-to-action for your client to take decisive financial planning measures
- Move into the financial planning process to make specific financial planning recommendations
How to Identify Key Sales Opportunities with Federal Clients
What you will learn:
In this webinar session, Chris Lennan highlights key sales opportunities that financial professionals encounter with federal employee clients. In addition, she reviews how fundamental financial planning products can replace or supplement government benefits.
Key take-aways include:
- Recognizing the shortcomings and limitations of traditional government benefits.
- Identifying strategic sales opportunities available with most federal employee clients.
- Understanding the fundamental concepts behind commercial products and how they integrate with government benefits.
This will help you to:
- Be acutely aware of the pitfalls that clients may face when selecting to keep government benefits in retirement.
- Recognize advantages and disadvantages of government and commercial products.
- Act in your client's best interest by understanding the various options available to them.
Marketing Yourself Through "Lunch & Learn" Activities
What you will learn:
In this webinar session, Chris Lennan helps you uncover great ways to get positive exposure in the federal marketplace by conducting “lunch & learn” activities in partnership with local agencies and centers of influence.
Key take-aways include:
- Recognizing the positive impact these small events can have on your relationships with federal agencies.
- Understanding how this program has been implemented in various cities nationwide and how to tailor it for different areas.
- Managing leads from these events and what offer should be made to encourage them to meet with you.
This will help you to:
- Utilize the resources you currently have to showcase your strengths and abilities.
- Identify clients and influencers who can help you get a foot in the door.
- Remain focused on broadening your service to federal employees in your community.
10 Confessions of the Average Fed
What you will learn:
In this session, Chris Lennan shares the most prominent confessions of federal employees and offeres ways to help you stay on their good side.
Key take-aways include:
- Pinpointing key hot-buttons for federal employees—including the economy, their benefits and financial planners.
- Obtaining insight to why federal employees feel the way they do and what you can do about it.
- Embracing the conservative nature of this marketplace, and what it means for your financial practice.
This will help you to:
- Reach out to federal employees to promote a positive image of the financial services industry.
- Nurture your relationships to build confidence with your federal clients and prospects.
- Tweak your approach to working with this marketplace and make a good name for yourself.
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