"How long have
you been training Financial Advisors?"
I hired, trained and developed Financial Advisors
for Merrill Lynch for over 20 years. I had responsibility
for six different complexes that included 20
different branches. In that capacity I worked
directly with and trained more than 500 Financial
Advisors. I have written a book, The Million
Dollar Financial Services Practice, about
the training I have provided to these Merrill
Lynch Advisors. I retired from Merrill Lynch
in April 2007 and started LearnTactix, a training
company specializing in training Financial Advisors.
The training is based upon my observations and
experiences as a Financial Advisor and as a
Manager of many million-dollar-plus Advisors
during my career.
"What is your track
record of success?"
The offices I managed consistently ranked among
Merrill Lynch's highest success rate of new
Advisors. In 2006, the offices I was responsible
for had one of the highest cumulative success
rates of new Advisors at Merrill Lynch. On several
occasions, I was asked to provide training at
the national level to Merrill Lynch managers
where I presented my training methods for Advisors.
I was asked to help train Advisors at the regional
level in every manager assignment I ever had.
In the offices for which I was responsible,
I worked directly with more than 70 Advisors
that produced over $1 million each, including
five of Merrill's top 30 Advisors (including
Merrill's number one Advisor). Many of those
70 Advisors were individuals that I helped train
and develop to reach the $1-million and multi-million
levels for the very first time. At least ten
new Advisors that I hired are now producing
over $1 million today. In my last assignment
with Merrill Lynch, the number of million-dollar
producers increased from two to 11 in the offices
I oversaw from 2003-2006. During 2006, my training
methods resulted in 20 Advisors (in the length
of services category of 3-5 years, what I now
call "Survivors") increasing their
cumulative production by more than 30%.
Why do you recommend
a series of half-day sessions?
Depending on the length of service (LOS), the
training is recommended to be provided in two
or three half-day sessions scheduled 30 days
apart, with each one building on the other.
The reason for the half-day sessions is that
information overload can occur if the training
sessions are longer. In my experience, and having
been part of countless training sessions, training
effectiveness declines when it exceeds half
a day in length. Additionally, the training
concept of learning the techniques, practicing
them and debriefing 30 days later is the best
way to learn. Each half-day session builds on
the last session.
"Why should I choose
your training over a competitor's?"
After hiring, training, and developing hundreds
of Financial Advisors over a 20-year career,
I understand what it takesat all phases
of an Advisor's career-to build a million and
a multi-million dollar practice. This perspective
can only come from the years of experience I
have due to leading and coaching Advisors for
extended periods of time.
This training is based on tactical and proven
training methods unique in the financial services
industry. The best training is provided by an
industry insider as opposed to an outsider that
has never produced or directly managed Advisors.
"What makes you
When I retired from Merrill Lynch, I was one
of their most experienced managers. My 20-year
tenure as a senior complex and branch manager
uniquely qualifies me to provide training that
will increase the success rate of new Advisors
and significantly increase the productivity
of all motivated Financial Advisors at every
level. Having hired, developed and trained hundreds
of Advisors and over 70 million and multi-million
dollar Advisors, I have observed and documented
what really works.
Through my book, The Million Dollar Financial
Services Practice, I have tied together
the proven practice management processes, psychology
and marketing ideas that will make a positive
difference for Advisors at all levels of their
careers. For many Advisors, the training I give
will lead them to develop their own million
and multi-million dollar practices. Because
of my experience and the number of successful
Advisors that I have worked with, I provide
a "real world" and "one of a
kind" perspective in helping Advisors to
develop a "million dollar and beyond"
practice. I consider myself among the most experienced
and qualified guides that an Advisor could have
for reaching new heights in their careers.
Additionally, because of my experience as a
branch manager, I can help managers be effective
coaches and equip them to help their Advisors
long after the training sessions are completed.
"How much do your
Until you and I have a chance to visit, I do
not know what the total scope of services will
be. All training sessions are customized to
the distinct requirements of each client and
are based on the unique needs of five different
with length of service (LOS) of 0-2 years
with 3-5 years' LOS
with 6+ years' LOS but still under $1 million
in annual production
with over $1 million in annual production
sales managers, producing managers, full
time managers and regional managers
I also offer keynote speeches and the rates
will depend upon the overall scope of services