Mitch Anthony is the founder and president of Advisor Insights and the Financial Life Planning Institute, the leading provider of financial life planning tools and programs for the financial services industry. For almost two decades, Mitch and his team have provided training and development for both individual advisors and major organizations throughout the world. Mitch personally consults with many of the largest and most-recognizable names in the financial services industry on both financial life planning and relationship development. He has been named one of the financial services industry’s top “Movers & Shakers” for his pioneering work, and is interviewed by the media on a regular basis. Mitch is also the author of many groundbreaking books for advisors and consumers, including StorySelling for Financial Advisors, The New Retirementality, Defining Conversations, and several others. Mitch is one of the most trusted guides for financial planning as he fills his presentations with compelling stories and wise counsel.
The Changing Face of Retirement
Based on his seminal book, The New Retirementality: Planning Your Life and Living Your Dreams…At Any Age You Want!, The Changing Face of Retirement will show audience members how ROL (Return on Life™—getting the best life possible with the money you have) is replacing ROI as the core consideration when planning for the future.
This presentation will discuss the confluence of four modern trends that herald the end of retirement thinking as we know it:
- The evolving pursuit of fulfillment in our times.
- The end of the paternalistic employer.
- The advent of dismantling ageism.
- Distribution-driven Armageddon for financial services.
Growing old with lots of money is no longer the goal. Dying rich can’t compete with living rich, and making a living doesn’t measure up to making a life. When the idea of retirement was born, people traded physical capital for a paycheck—and so it was a practical necessity for people to retire. As a knowledge-based economy, intellectual capital, experiential capital, and relational capital are traded for a paycheck, leaving only one question to answer regarding the appropriate time to retire: What is the expiration date on my intellectual capital and on my experience? What those people still working in their 70s and even 80s will tell you is that they would be dead if they had not continued to engage their intellectual faculties.
The Changing Face of Retirement will help audience members find answers to the following questions:
- How will you spend your time? You have 168 hours a week; how will you make those hours meaningful?
- How will you invest yourself? How will you parlay what you know, what you’ve experienced, and who you are into the next phase of your life?
What is the one key criterion that separates the best in the business from the pack?
What is the most powerful force for connecting with other members of your organization, as well as clients? It is the ability to have a defining conversation.
In Defining Conversations, Mitch delivers the keys to becoming an effective communicator in an age that is obsessed with messaging, texting, and social media. This entertaining and educational presentation will show you why it’s so important not to lose the human touch in conversations with clients and colleagues. During this hour-long presentation, Mitch will discuss:
- The two factors that define success or failure in a conversation
- How to identify and establish genuine and significant points of contact with each person you meet
- How to recognize conversation saboteurs and stop them in their tracks
- The one question that will guarantee success in all business relationships
- Mitch shows you how to stand out as a memorable and exceptional communicator—by honing your ability to converse in a meaningful way.
Financial Life Planning
Based on Mitch’s breakthrough book, Your Clients for Life, this presentation focuses on how advisors can begin to move their practices toward the financial life planning model—where every product and service is tied directly to the life transitions and goals of the client.
Financial Life Planning (FLP) is a discovery process that focuses on who the client is instead of the assets he or she has. By using the FLP model, advisors can demonstrate to clients how every aspect of their lives has an impact on their wealth-building or wealth-protecting process.
During Financial Life Planning, Mitch will discuss the four areas of client discovery that are key to the FLP process:
- Client history
- Current and approaching life transitions
- The importance of making goals tangible
- The principles that guide clients’ lives and money
Moving from ROI to ROL
Moving from ROI to ROL (Return on Life) is based on Mitch’s Return on Life™ model and addresses the two major dilemmas experienced by many top advisors: (1) differentiation in a “me too” marketplace; and (2) compensation.
The existing value propositions of providing financial planning and asset management are all undergoing rapid commoditization. It is becoming increasingly difficult for advisors to distinguish themselves in a crowded marketplace. The one value proposition that transcends becoming a commodity is the one that enables advisors to sell their wisdom, experience, and insights. The hallmark of this new way of thinking is the unique manner in which success is measured—Return On Life™.
In this presentation, Mitch describes the six core values that advisors need to fulfill the ROL Value Proposition:
- Core Value #1: Organization
- Core Value #2: Accountability
- Core Value #3: Objectivity
- Core Value #4: Proactivity
- Core Value #5: Education
- Core Value #6: Partnership
Audience members will walk away with a stronger understanding of this new model as well as answers to the following questions:
- What is the next great value proposition that clients will be willing to pay for?
- What are the keys to building client connectivity that can’t be broken?
- How do you speak to what matters most to your clients?
- How do you build a business model that is good for everyone involved: you, your client, and your organization?
The Purpose-Filled Retirement
Based on his seminal book, The New Retirementality, Mitch discusses the three keys to living a meaning-filled and productive life during one’s retirement years:
- Finding the right balance between vocation and vacation
- Understanding the real and lasting benefits of work
- Learning and practicing the art of successful aging
Whether an audience member is an advisor or an advisor’s client, Mitch will inspire and ignite participants as he challenges them with the following truths:
- Truth 1: Attitude trumps age. It is important to not let others define what an individual should be doing at any given age. Retiring at 62 is an artificial finish line that was invented by institutions to help them sell products. Instead of focusing on the size of one’s account, the new IRA—Individual Retirement Attitude—is focused on outlook. In this new world, individuals—not institutions—are in control.
- Truth 2: Contribution trumps consumption. If individuals want to maintain a sense of purpose, it is essential that they continue contributing in a meaningful way. Individuals have been sold a bill of goods when it comes to aretirement focused on leisure—nothing but ease leads to boredom and disease.
- Truth 3: Stimulation trumps stagnation. Challenging one’s body, mind, and spirit all contribute to successful aging. During the traditional retirement years, finding and keeping balance is essential.
Mitch Anthony has been challenging and inspiring people around the world for over a decade with his unique insights into the pitfalls of traditional retirement. Audience members will walk away from this exciting presentation with a new outlook (and vision) of what retirement is.
Selling with Emotional Intelligence
In today’s ultra-competitive business environment, it’s not enough for sales professionals to be adept at technical and tactical skills such as getting appointments, making presentations, and closing deals. To really succeed, they must develop and apply their relational skills—also known as emotional intelligence—to help them connect with people, recognize customer wants and needs, and build strong, lasting relationships.
Based on his popular book, Selling with Emotional Intelligence, Mitch shows participants how emotional intelligence relates to sales performance. Participants will learn what emotional intelligence is, and how to apply the concepts to improve their sales success.
Selling with Emotional Intelligence introduces sales professionals to the five essential steps to sales success, known as ARROW™:
- STEP 1: Awareness: Tuning into your natural strengths and weaknesses.
- STEP 2: Restraint: Identifying negative emotions that can damage relationships, inflict pain, and cost money.
- STEP 3: Resilience: Learning to develop an optimistic, persistent nature.
- STEP 4: Others (Empathy): Discerning feelings and motives; learning to be a better listener and observer.
- STEP 5: Working with Others (Building Rapport): Communicating; learning to relate to and lead others.
“It’s all about making human connections—and it takes more than mathematical, selling, and organizational skills to make those connections. It takes intuitive insight and a desire to know who your clients are, so you can begin speaking a language they will understand.”
—Mitch Anthony, talking about StorySelling: How Top Producers Engage Their Clients
Mitch Anthony’s most popular presentation is based on the bestselling book he coauthored with Scott West, StorySelling for Financial Advisors. In this affecting and illuminating talk, Mitch talks about the three aspects of becoming a more intuitive Financial Services Professional:
- Understanding the power of emotion in the decision-making process
- Understanding your client’s story before attempting to tell your own story
- Understanding the power of the analogy and metaphor in explaining your products and services
StorySelling: How Top Producers Engage Their Clients hits home with any Financial Services Professionals and has consistently received rave reviews.
What Business Are You In?
There are three powerful forces that influence the movement of money, and answer the question, “what business are you in?”:
- Intellectual: the force that causes clients to feel valued, understood and important in the advisor’s eyes.
- Life: the force that makes life events important to clients—the one that can also have an impact on their money decisions.
- Emotional: the force that connects advisors to clients—the one that can close the door on all competitors.
In the advisor/client relationship, it is what we do not know about our clients that can jeopardize prospect and long-term clients alike: Mitch will inspire participants, while at the same time provide them with the tools necessary to have more meaningful—and productive—conversations. Audience members will walk away with ideas for how to turn prospects into lifelong clients, as well as how to develop stronger and more fruitful relationships with existing clients.