VBFPO Pre-work FAQs

1. Listen to these three audios:  

If you have time to listen to these audios before you come, you will benefit. Norman was creating extraordinary value for his financial services clients by building a Deliverables Team of Subject Matter Experts while most of us were still in diapers (or not yet born).

2. Pre-work: Office Processes

During our time together, we will be asking you to document the  most important processes in your business which are not yet documented, but will improve your business operations (and client experience) once they are.  Coming prepared with which documents are already documented and which are not will help you with these exercises during our live event.

5. Pre-work: Annual Recurring Revenue (ARR) Exercise

During our time together there are two exercises for which this information will come in handy:

• Establishing clearly, for your clients, your staff and yourself, exactly which clients will be receiving fully comprehensive financial services through your office and which will not.
• Establishing a master-calendar for the highly structured annual meeting cycle we teach for use with your Ideal Clients called The Three Meeting Process™ .

NOTE: If you have previously completed this exercises above, then it is in your best interest to update them prior to our time together.

This exercise should be updated at least three (3) times per year, so if you have previously completed this exercise, please update it and bring the updated report with you.

Your laptop with calendar, or a print-out of calendar, etc:

NOTE: If you do not have all your Ideal Clients scheduled for The Three Meeting Process™ , we are asking you to bring the tools necessary to create a master-calendar for the next 12 months.

So, we are not asking you, per se, to bring your laptop. We are asking you to bring your calendar of appointments (printed out is fine) or whatever tools you will need to build a master calendar for all your Ideal Clients' progress meetings over the next 12 months.

This exercise will last an hour and you can complete it without your calendar if you are satisfied  to simply designate the months each client will come into your office (without yet specifying the date and time for each proposed meeting). We ask you to bring all of your calendar tools in support of the notion to get as much accomplished during our time together, to avoid having large projects to complete upon your return to the office.

Your fully-charged Cell Phone:

Once your master-calendar is established, you may have time to call some of your best clients to proactively alert them that:

• You will be meeting with them regularly, on a schedule, over the next 12 months, and...
• To look for a communication from your office suggesting three dates over the next 12 months.

This exercise is optional, and advisors who take this opportunity to connect with their best clients have reported extremely positive feedback.   This is an opportunity to use this "offline time" while you are away from the office, to preview the even more fully comprehensive financial services you will providing in the months to come as you implement the methods we teach.

We recommend you consider this client outreach, which will allow you to report any feedback or client questions which might arise during the many Q&A sessions during our time together.

You will not be asked to make calls from our general meeting room.  In the past, advisors have chosen quiet places in the hallways or have gone to their rooms (during lunch or breaks) to make these quick calls to clients. 

Some advisors have even made these optional quick client calls during their trip back home (from cars or airports).  

NOTE: For the record, it is our belief, from experience working with successful advisors at the highest levels, that it is not unprofessional to make calls to your best clients by cell phone from locations other than your ordinary office phone.

"Dear Mrs. & Mr. Client, This letter is to propose our next meeting dates."

NOTE: This letter (or E-mail) is for your use and will not be utilized at our live-event together.  Your administrative support person may use this to alert your Ideal Clients as to the progress meeting dates you propose for the next 12 months  (from the master-calendar we will show you how to create during our time together).

This letter or E-mail will need to be followed-up with a call, from your admin person or you, to confirm these meeting dates onto the calendar for each Ideal Client.

By looking at this communication, which is to be sent out after you return to the office, you can easily envision what to say to any of your best clients you choose to call in advance alerting them to look-out for this communication in the near future.