The 12 Month Masterclass Agenda
Month 1
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Graeme Godfrey
Positive Mindshift Mentoring:
- Why is what we say to ourselves so powerful?
- Our negative default position
- “YES” lives in the land of “NO”
- Problem frame of mind vs Outcome frame of mind
- Getting emotional could be your greatest asset
- 6 steps to control your negative anxiety
- Why should you love problems?
- Reigniting passion, positivity and confidence
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Understanding People:
- Link between Thinking-Emotions-Actions & Results (TEAR Model Exercise)
- Internal ‘Self Talk’ (Positive v Negative)
- Understand where thinking originates
- Brain Neurology
- Emotional intelligence
Personal Profiling:
- The 4 types of behaviours (red, yellow, green, blue)
- Introvert v extrovert
- Logical Thinking v Emotional Thinking
- How to adapt behaviour to influence and lead
Month 2
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Graeme Godfrey
Creating Clients Continuously:
- The Three C’s Methodology
- Is great service enough?
- Satisfied clients vs loyal clients
- Are you the real deal?
- CPN Referral Methodology – 99% successful
- Is asking for referrals your only option?
- Networking with power
- How to create a trusted network
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Goal / Targets:
- Qualitative ‘Goal Defining’ techniques
- Benchmarking (E.g. Morale)
- Qualitative ‘Goal Defining’ techniques
- SMART
- Parthenon
Motivation:
- ‘Towards’ motivation
- ‘Away from’ motivation
- Motivating for ‘buy in’
- Maslow Hierarchy of Needs
- Hertzberg Motivational Theory
Month 3
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Graeme Godfrey
The Art of Selling Personal Protection:
- BEROAD-P – The 7 foundations for a successful business
- Getting your head into gear
- The circle of confidence
- The Three C’s Methodology
- Are strong relationship and friendships that important?
- Buying with emotion justifying with logic
- The Three 4’s Methodology
- Be you
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
What makes a successful and high performing team (HPT):
- Team roles (Belbin)
- Relationships
- Influence
- E.I.Q
Teamship & Core:
- Have a teamship ideology
- A fundamental understanding of this ideology
- Team charter created (plan in place)
Month 4
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Richard McCann
iCan Speak Masterclass.
- How to stand (or sit) and deliver
- Start with impact
- The importance of eye contact
- Spice things up
- Language patterns
- Involve the audience
- Vocal Variety
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by Richard McCann
iCan Speak Masterclass.
- How to own the stage
- The science of storytelling
- Winning hearts and minds
- Structure
- Aristotle’s theory of Influence
- Get into character
- It’s about them and not you
- And much more.
Month 5
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Richard McCann
Resiliency Masterclass
- Inspirational Keynote
- How and why to reframe any situation
- The power of mindset
- How to weather the most difficult storms
- Bounce-back-ograph
- The science of resilience
- Expressive writing and much more.
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by James Rose
Successfully handle challenging prospects and customers to achieve win-win outcomes
- The real reasons customers object
- Powerful response strategies that reassure and calm the customer
- Create a feeling of psychological safety making the right decisions easier for the customer
- Ways to manage difficult or disruptive behaviours
- Techniques to negotiate and achieve better outcomes
- Techniques to turn a challenging customer into a loyal advocate
- How to use simple structures to turn the customer from negative to positive
Month 6
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Dan Disney
LinkedIn Mastery:
- How to fully optimise your LinkedIn profiles
- How to grow a valuable network of prospects
- How to create and share thought leadership content
- How to build your personal brand
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Time Management:
- Benefits
- Multi-tasking
- Time Management Matrix
- 4 Options
- Effective Delegation
- Learning To Say NO
Month 7
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Dan Disney
Social Selling Mastery:
- How to find any prospect you want
- How to send super effective messages (written, audio & video)
- How to generate inbound leads
- How to find and create sales opportunities
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Leading through Change:
- Understanding change v transition
- Understanding why people act the way they do during a transition and how to change this
- How to get through transition productively
- Transition curve
Personal Journey through change:
- Conscious Instructions
- Sub Conscious behaviours
- Challenging old habits
- Forming new habits (New ways of working)
Month 8
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Skip Willcox
Building, Growing and Maintaining a Referral Business (applicable to all industries, geared toward mortgage originators (advisors)
- Create a methodology to accurately discern between networking and referral building
- Learn the true impact of referrals of business growth and sustainability
- Understand and apply the psychology behind asking for referrals
- Strengthen your approach to maximize your referral base
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Influencing & Communication Skills:
- 6 Weapons or Influence
- Power Source of Influence
- Influencing Tips
- Communication Process
- Communication Strategies
- Credibility
- Body Language & Mirroring
- Active Listening
- Question Types
Month 9
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by Skip Willcox
Setting Proper Expectations Throughout the Sales Process (applicable to all industries but content driven mortgage originators (advisors)
- Learn different methods for tracking and communicating expectations to clients
- Develop effective ways to keep all parties informed and involved
- Create accountability between clients, referral partners and staff
- Learn how properly set expectations prevent the most common objections
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Critical Thinking:
- Critical Thinking – Argument
- Reasoning
- Framing
- Short Cuts or Meta Programmes
- Bias
- Root Cause Analysis
Month 10
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by James Rose
Impactful communication strategies
- Understand buyer psychology
- What customers really want, and it’s not your product or service
- Magical strategies to positively influence buyer behaviours and decision making
- How to build powerful relationships to create loyal customers
- Simple techniques to ‘nudge’ your customer towards buying more from you, and less from your competitors
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Diversity:
- Understanding change v transition
- Understanding why people act the way they do during a transition and how to change this
- How to get through transition productively
- Transition curve
Personal Journey through change:
- Conscious Instructions
- Sub Conscious behaviours
- Challenging old habits
- Forming new habits (New ways of working)
Month 11
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by James Rose
How to effectively facilitate meetings
- Key preparation tasks that ensure success
- Building relationships to create trust and encourage positive contribution
- How to create an effective agenda, and use this to professionally facilitate
- Ways to manage difficult or disruptive behaviours
- The importance of environment and nonverbal communication
- Essential skills for expert facilitation
- How to recognise and manage the intricacies of virtual versus in person versus
- blended meetings
- Staying on track and achieving useful outcomes
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Key Leadership Skills:
- Learning from the greats
- Leadership Qualities
- Management V Leadership
- Goleman’s Six Leadership Styles
- Coercive
- Authority
- Affiliative
- Democratic
- Pacesetting
- Coaching
- Building Trust (6 Ways)
Month 12
MORNING SESSION | 9:30 – 12:30
Mortgage and Protection Advisers
Delivered by John Bullock
Customer Excellence:
- People, Process, Positive Intent
- Understanding why do your customers come to you?
- Knowing the UVP (Unique Value Proposition rather than a USP (Unique Selling Point)
- Customer Experience (Customer for life)
- Understand the customer Journey
- Communication
- Measure & Review
- Relationship Building (Moving people through the 6 stages)
- OW, HOW, WOW – Evolving customer service
- x3
AFTERNOON SESSION | 13:30 – 16:30
For Leaders and Directors
Delivered by John Bullock
Coaching Skills For Leaders:
- What is coaching vs mentoring & counselling vs mentoring
- Directive vs non-directive coaching
- Being a coaching manager/leader
- Coaching model – How to apply to yourself and others
- Dealing with issues (problem coaching)
- High quality questions and how to use them for coaching
- Having a coaching system
- 1 minute coaching
