Purpose and Overview

For financial advisors focused on strategic networks and referrals, Bob McCann’s sessions cover topics such as how to form strategic and targeted networks, how to improve referral generation, how to be more tactical in leveraging COIs, how to communicate and ask questions in ways that may lead to referrals and create reciprocity, and how to develop the client relationship into a dynamic, long term, and successful relationship for both parties. Dr. McCann strongly feels that building client relationships is a reciprocal, ongoing, and very “trainable” process.

For financial advisors interested in advisor-client communication, McCann helps financial advisors in areas such as personalized/tailored client messaging, analyzing client situations and crafting relevant recommendations, business storytelling, the strategic use of questioning, active listening, and the creation of effective sales/pitch decks. McCann also works with financial advisors on how to identify and handle various types of client resistance, as well as ways to help clients through the challenging process of changing attitudes and behaviors.

Recent consulting program by Dr. McCann – Ameriprise Financial. The session lasted 90 minutes in length, and about 6 people participated via ZOOM. The session was applied and interactive. During the first half hour, Bob began by discussing some of the key findings from brain science research, and how these findings can be applied by advisors to form targeted networks, be more tactical in leveraging COIs, and to enhance the referral process. In this session, Dr. McCann and the program participants also discussed ways to “open up” clients via patterns of questioning, advice seeking, and the use of reciprocity. The group also shared methods to reduce client resistance to advisor messages.

In terms of training and consulting for the clients of advisors, Dr. McCann does considerable work in the area of strategic messaging. In a typical program, participants would learn how to structure and communicate verbal and visual messages in a manner which is audience centric, concise, memorable, understandable to varied audiences, and persuasive.

Recent consulting program by Dr. McCann – Merrill. The session lasted 120 minutes in length. Roughly 30 participants participated via ZOOM. In this interactive session, participants learned how to define, structure, prioritize, and form messages for optimum effectiveness and impact, and for different types of audiences. Using “live” examples from their own company (e.g., a high stakes presentation to key stakeholders), participants learned how to add power to their ideas, make data stick, make their points memorable, strongly convey information, and persuade others inside and outside the organization.

For financial advisors interested in intergenerational communication and financial advisory communication to those of different ages, Dr. Bob McCann was one of the first academics to study the primary role of communication in intergenerational interaction in the workplace, and he is often called on to write major academic reference works in the field. In his consulting, McCann explores areas including generational differences in client and work communication, appealing and selling to clients of different ages, the role of age and advisor communication strategies, and workplace age diversity culture and strategy.

Recent keynote by Dr. McCann – University Alumni Gala. The session lasted 90 minutes in length, and about 60 people participated live. In this keynote speech, Dr. Robert (Bob) McCann presented on “The Graying Organization: Navigating the Intergenerational Workplace.”

For companies and groups, we offer 1-day sessions, 2-day sessions, and extended, multiple day sessions.  Training is conducted either on-site or off-site, depending on your preference.

Programs can be combined with other programs, or offered on their own.

Programs can be adjusted to your particular needs.

For individuals and small groups, we also offer private coaching services.

For information about the video version of this program, please contact us.