Sandra joined Phil as a guest of the Cannon Connect podcast. Watch the episode to hear both of their insights on current industry trends and changes below: 

• Adopting, Integrating, and Leveraging Technology
• Back to the Office?
• Disruptions: Clients and Employees
• The Next Gen and the Future

Training Programs

Relational Wealth: Crafting Meaningful Client Dialogues

This training is intended for financial professionals who are responsible for trust sales. Participants will gain a clear understanding of the skills and tools necessary to source prospects, manage the pipeline process, and close the business. Emphasis is placed on areas often viewed as intangible but vital to earn the client's respect and relationship.

Content Areas

I. Generating Qualified Prospects

• External centers of influence
• Internal networking

II. The Consultative Sales Process

• Effective discovery questions
• Applying listening over talking
• Advancing the sale through multiple sales calls

III. Joint Sales Calls

• Managing more than one partner in the room
• Credentializing your business partner; why they are there
• Preplanning and debriefing a client meeting; what is critical

IV. Overcoming Call Reluctance

• Equating volume to success
• Setting call goals 

Growth Leadership of Your Client-Facing Team

Intended for financial professionals who are responsible for overseeing trust sales teams and revenue goals. Participants gain the skills necessary to hire the right people, coach to accountability, and balance competing priorities. Emphasis is placed on shifting from the manager mindset to the performance coach.

Content Areas

I. How to Hire the RIGHT people

• Contenders vs. Pretenders

II. Coaching to Improve Performance

• Conducting effective sales meetings
• Participating in a joint sales call
• Employing accountability

III. Effective Management Activities

• Goal tracking
• Pipeline Management
• Communicating across business lines (up and down hierarchies)
• Identifying training needs within referral sources