This virtual workshop is specifically designed for you to assist people in navigating this challenging environment. It is appropriate for anyone with a complex financial situation, including clients, centers of influence and the clients of centers of influence. It is also useful for any group of businesspeople or professional advisors.

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We have created the following framework for a high-quality workshop and follow-up actions that will enable you to expand your network while creating substantial good will. Done well, it is highly likely that you will be able to have follow-up conversations from these workshops that will result in new business.

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Bear in mind that this is not a presentation, but a facilitation where you help others to systematically think through what is happening in their worlds. Its purpose is for you to ask thought-provoking questions, not to provide answers. In this sense, it is a discovery process.

To maximize your success with this workshop, we recommend that you follow the steps below.

Step 1: Get familiar with the workshop.

First, watch this video conference where John Bowen and Russ Alan Prince walk you through each step of the workshop. The discussion on conducting the workshop begins at approximately 1h 09m into the video.

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Watch the CEG VIDEO here.

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Second, download these details on facilitating the workshop. As you will see, there are just three straightforward steps. Your job as facilitator is to lead participants through each step, encouraging reflection and discussion at each step.

Third, familiarize yourself with the Everyone Wins Process, which forms the basis for this workshop. You can order Everyone Wins! from Amazon here. Everyone Wins! was reviewed by FINRA. Download the compliance documentation with the FINRA letter here.   

Step 2: Prepare your workshop materials

Tablet and digital whiteboard app

As you will also see in the video conference demonstration, you will convey several points of the workshop using a whiteboard app on your tablet. These are typically low cost and simple to use, and are available for both Android and iOS operating systems. Our favorite is Notablity for the iPad, available here.

Step 3: Offer the workshop to the right individuals and groups.

You can use this workshop both one-on-one with clients or COIs, or with small groups. It is appropriate for anyone who has a complex financial situation, whether business-related or not, who could use some help in thinking through what is happening and how to respond.

That said, there are three major groups you should consider first when offering the workshop:

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Clients

This workshop is particularly effective for reconnecting with clients you have not seen in some time. Simply contact them and say something like this:

“I have a simple process that is working very well to help clients think through what is happening right now and to identify any gaps in how they are responding. It’s been very useful in helping them pinpoint specific issues they need to address and how they will address them. I’d be happy to take you through this process. Would you like to set up a meeting to do this?”

Centers of Influence and Their Clients

This workshop is useful for helping your centers of influence themselves. Describe it to them like this:

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“I’ve been using a process that is working very well with some clients. It helps people think through what’s going on in the current environment and identify any gaps in how they are responding. This has very often resulted in people making some decisions about moving forward, so this could be very helpful both for you and your clients. Would you like me to walk through the process with you?”

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Assuming the COI is amenable, quickly run through the three-step process with him or her. This will serve to get buy-in from the COI while simultaneously allowing you to conduct further discovery with him or her.

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Once you have demonstrated the process with the COI, ask whether he or she would like you to conduct the workshop for his or her clients:

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“Why don’t we bring together a handful of your clients—no more than 10—who are successful but concerned about how they are going to move forward? We can do this through a video conference. Some people will want to take action, so you’ll want to follow up afterward.

“We have found that this is something people are very interested in, so it’s easy to get them to attend. You would simply call or email them—however you typically get in touch—and say that you’re going to bring in a specialist to help them think through what can be done and what the opportunities are.”

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We have found than when 10 people are invited, five or six typically show up for the workshop. This is an ideal number.

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Business Groups

Any group that brings together successful individuals—or the professionals who serve them—is appropriate for this workshop. These are just a few examples:

• Mastermind groups

• CEO groups

• Chambers of commerce

• Trade associations

• Professional advisor organizations, such as local estate planning councils and CPA groups

Bear in mind that in this environment, you need not already have a relationship with a group leader in order to offer your workshop. Cold calling is perfectly acceptable and, for this offer, tends to be quite effective. Make the offer the same way you would with a COI: first describe the process, offer to walk them through it and then describe how to invite participants.

Step 4: Set up the virtual workshop space.

If the COI or group leader already uses a video conferencing platform to meet with clients or group members, he or she can set up the meeting room and share the link with you and workshop participants.

If the COI or group leader does not regularly use a video conferencing platform, you can provide access to one. We recommend that you use Zoom, the premier video conferencing platform. We have prepared a Zoom resource center with the tools and information you will need to conduct highly effective virtual presentations. Access your Zoom resources here.

When you schedule your meeting with Zoom, you will be given a link to the meeting, which you will then provide to the COI or group leader. He or she should email the link to the individuals invited to the workshop.

Step 5: Facilitate the workshop.  

Follow the process as described in Step 1. We strongly recommend that you practice facilitating the workshop in a one-on-one setting with a client or COI to ensure that you are comfortable with it before facilitating it for a group.

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Step 6: Follow up effectively.

When participants raise specific issues or opportunities where you may be of assistance, you should follow up with them by phone following the workshop. Say that you want to be sure that you fully understood the issue and to nail down follow-up actions. Offer to assist when appropriate. If the participant does not want to act right away, follow up again later.

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You can also follow up with noncompeting professionals who were in attendance, such as lawyers and accountants. Ask what they thought of the workshop and any conclusions they came to. We have found that these professionals are typically willing to share their thoughts. These conversations will expand your network and may lead to new business.