1. Skills required to be the best in the business Anthony Marando iQ:eQ 22 nd November 2006

2. Agenda 1.Identifying overall practice principles 2.Identifying overall practitioner principles 3.Examples and Case Studies

3. Financial Advice Journey

4. Peak Performing Principles Based on research of professional practitioners in the financial planning industry, and categorised into: Practitioner Principles : the way Planners operate Business Principles : the way a practice operates the following principles are observed by ‘peak performers’ in the financial planning industry

5. Practitioner Principles Emotional Intelligence An emotionally intelligent practitioner takes the time to seek feedback on their performance and capabilities and uses this information to make positive changes to support peak performance. Be aware of your financial map.

6. Practitioner Principles WIN - LEARN - GROW DO MORE OF (WINS): - DO LESS OF (LEARNS): - Win-Learn-Grow© Model

7. Practitioner Principles Attribute 1 – Relationship Building  Rapport and communication  Integrity and trust

8. Practitioner Principles Attribute 2 – Coaching Skills  Clarity and conciseness  Presence  Questioning – open and closed questions  Listening – active and passive  Language

9. Practitioner Principles Attribute 3 – Sales Skills  Win-win negotiation  Managing objections  Managing barriers to selling  Awareness of value proposition

10. Practitioner Principles Attribute 4 – Presentation Skills  Physical presentation  Presentation preparation: Goal, audience, agenda, visual aids and room layout  Presentation delivery: Powerful delivery, Energy, Humour and storytelling, managing dysfunction, crisis management, closing and the Win-Learn-Grow model  Flexibility and adaptability

11. Practitioner Principles Attribute 5 – Change Leadership Reactions to change  Strategies for managing change  Managing stress during change  Circle of influence vs circle of concern

12. OPPORTUNIYISNOWHERE

13. Practitioner Principles Attribute 6 – Professionalism  Role-modelling professionalism  Ethics  Recognise your capability  Value your time – time management  Work-life balance  Passion

14. Practitioner Principles Attribute 7 – Technical Expertise  Market awareness  Educational obligations – quality advice  Use of technology  Seek out a mentor

15. Peak Performing Principles Based on research of professional practitioners in the financial planning industry, and categorised into: Practitioner Principles : the way Planners operate Business Principles : the way a practice operates the following principles are observed by ‘peak performers’ in the financial planning industry

16. Business Principles Peak performing practices  Practitioner vs Entrepreneur  Efficient operational processes, effective tools and systems  Ongoing service packages - a well-equipped team  Utilise time effectively and outsource for efficiencies  Regular seminars and marketing campaigns - brand awareness

17. Summary

18. More Information?  ‘Planning for Peak Performance’ book  www.iq-eq.com.au  Winning Relationships Program

19. Questions