This newsletter is packed with tips and ideas to help you and your advisory business.

1. Follow us
Tel: 519-576-2262 Spring 2012 Issue
confidence@thepersonalcoach.ca If you would prefer an eNewsletter
www.thepersonalcoach.ca email kelly@thepersonalcoach.ca
Tips and ideas for your business.
A Client Success story... 2012 Marks
the 10th
Anniversary
“Now I feel like I will be nothing but successful! for The
TPC helped me with my confidence, talked me through Personal
what I was doing and showed me how to improve.” Coach!
Kris Dureau, CFP, CHS
Latest News
Insurance and Retirement Specialist at Marlatt Ltd.,
started his financial services business 2.5 years ago. & Events
The Personal Coach is pleased
to announce that we are
presenting at the IFB Summit.
The Personal Coach Interview to educate myself as much as I could but I would IFB Toronto
with Kris Dureau, CFP, CHS get sidetracked easily and was losing direction. I November 6-7, 2012
was trying to do everything and I needed someone IFB Calgary
As an advisor you are in business for yourself
to help me streamline my focus. I needed help November 20, 2012
and your firm. So why is it so difficult to grow
with clearing out the “noise” that was taking me We will discuss effective
and succeed by yourself? You are working in your
away from what I should be focusing on. I didn’t marketing strategies to put
business every day so it can be difficult to step
want to be making costly mistakes.
back and problem solve. This is when it helps to your practice a step above the
have a third party in your corner – a coach that TPC: What were the top techniques you learned rest in this competitive market.
can listen and guide you. when working with a coach? www.ifbc.ca/summits.asp
Kris Dureau, Insurance and Retirement Specialist Kris: One of the biggest things TPC taught
at Marlatt Ltd., started his own me to have was structure and Webinars
50 RECOGNITION
financial services business 2.5 years process (from a client phone call We are offering both
ago. Kris is a great example of how 44,000 to implementation). We really complimentary and priced
coaching can significantly impact your 40 focused on that and it helped monthly webinars. These
business. His recognition credits went me increase my confidence. webinars will be facilitated by
from 16,000 to 44,000 in 2011, 2.8 YEAR I have more control with my our coaches as well as some
30 2011 clients now. Each client and each
times more than the previous year special guest speakers. Check
and his income tripled! As for 2012, solution is different; however, out our home page at the
20
Kris is already more than half way 16,000 with a sound process I can carry bottom of the left column for
to surpassing his 2011 results after out my business consistently and a full list of topics. Email us at
10
only the first quarter. Read on for his confidently. Also, I learned how confidence@thepersonalcoach.
interview with TPC. to ask for referrals as part of
0 ca to sign up and save your
TPC: What were the challenges INCOME TRIPLED my process. Before, asking for spot today!
referrals was difficult. Now I’m
you were faced with when you were
extremely confident in asking for them and I get
referred to The Personal Coach?
more referrals than ever before. I also learned how
Kris: I had left a large insurance company and to focus my efforts on what was most
the initial training was quite helpful. However,
after that I really felt like I was on my own. I tried Continued on page 2

2. important and not waste my time on the day to do you really know until you have someone else
day administration. looking into it? The rewards are huge.
TPC: With the help of a coach, what have you TPC: Do you think working with a coach from
discovered about yourself and your business? The Personal Coach is a good idea for someone
Kris: As tough as this business can be fairly new in the business?
sometimes, I’m confident and feel I have the Kris: Yes. When you work with a lot of people,
proper resources. Now I feel like I will be you have directors and managers there to help
nothing but successful! TPC helped me with my but it’s a biased internal opinion. With a coach,
confidence, talked me through what I was doing you have someone in your corner. A coach
and showed me how to improve. Issues that sees other practices and they see other ways of
seemed like a big deal became less of a problem. making things work. Things are tough when you
Articles
first start out. When I was having a rough time I Our team writes articles for
TPC: What would you say to someone who
is hesitant to look into customized one-on-one had a coach to listen to my concerns. My coach advisor.ca every month.
coaching? would give me a pep talk to help me build my Most recent articles have been
confidence. written by April-Lynn Levitt,
Kris: I just referred TPC to a friend of mine. Fortunato Restagno and
He is very successful but I said to him, if you do To speak to a coach to get started today, please
Kelly Weichel. Search their
what you always do, you will get what you always email us at confidence@thepersonalcoach.ca
names and let us know what
got. You may think you are successful but how
you think!
New Affiliate
The Personal Coach has
teamed up with Jim Ruta,
Performance Consultant for
financial advisors in the Art
of High Performance. Jim
Ruta has been in the financial
services industry since age
22. He led Canada’s largest
When you dial their
number, have a goal in
Jim Ruta
mind and be flexible
The 5 Minute Phone Call
A Simple Idea to Get Prospects to Return Your Call or Email
It can be challenging to get a hold of prospects. The best approach is to request a short
phone call. It’s much easier to get a “yes” when you aren’t asking for too much of their time.
You can have a productive prospect phone call without overdoing it. Bill Cates, President of
Referral Coach International, has it down to 5 minutes!
Here is a Summary:
agency at the time, with more
Minute 1 - Acknowledge the referral source, their relationship, and perhaps why the source
than 250 employees. Jim
thought this would be a valuable call for the prospect.
is now the author of four
Minutes 2-4 - Ask them a few questions. Hopefully your referral source told you one or two books and a contributor to
things of importance in their life and your products and services can have a positive impact in online and offline magazines
those areas. This will help stimulate further conversation. around the world. Jim is a
Minute 5 - Suggest next steps - When you dial their phone number, have a next step goal in mind Million Dollar Round Table
and be ready to be flexible (e.g. setting up a longer meeting or in-person meeting). Main Platform Alumni. His
high-energy, high-content
For the full excerpt on The 5 Minute Phone Call, email kelly@thepersonalcoach.ca. For more information
presentations have highlighted
regarding the Referral Coach Solution, please visit www.referralcoach.com or email info@referralcoach.com
for more information on how to get quick tips on improving your practice through more and better referrals. Continued on page 3
tel: 519-576-2262 confidence@thepersonalcoach.ca www.thepersonalcoach.ca

3. Creating top sales of leadership
programs around the world.
the Ultimate He can inspire any audience.
Website For more information on
Driving Your Online Jim Ruta please visit his website
Presence at www.jimruta.com
A website design is one
of the most important Social Media
marketing and branding Mistakes
tools you can have. You Make the most of your social
may use social media or media marketing
print materials, but they Social Media has changed
always lead your audience the way organizations and
back to your website. It’s individuals communicate.
what your audience uses to 5. Prove You’re the Expert As an advisor, you can’t
qualify you and eventually contact you. On your home page include information that predict the exact time that
Here are some handy tips to create the positions you as knowledgeable and helpful. your prospects are ready to
best website for your business. Offer tips or ideas or a professional video. commit. All you can do is
1. Know Your Audience Offer links to other helpful websites.
All the clients we coach have had the most 6. Quality Content with Key Words
success when they identify who they do their Provide high-quality content. Don’t
best work with and then focus on that market. compromise. Well written content will attract
If you aren’t targeting anyone you are wasting more visitors. Make sure you provide your
your time marketing to too many people. website design company with key words to
2. Create a Stimulating and
help people find you (e.g. your services, team
Unique Brand members, community involvement to name
You don’t want to blend into the crowd and be a few).
forgotten. Building a unique and stimulating 7. Use Google Analytics
brand that tells a compelling story may be the This is a great service that allows you to see
best investment an advisor can make. Hire a how many people have visited your site and
professional that knows the science of brand also when and what they are viewing. If you are
development, knows your industry and can doing any type of promotions, articles, email
build a brand for your business and budget. campaigns or social media, it will help you make sure you are constantly
3. Get to the Point determine if that strategy is leading people to present so you are always top
Readers don’t want to spend a lot of time your site. of mind. Here are the top
going through your website. They’ll scan it for 8. Call to Action mistakes people make with
something that catches their interest. So your social media.
This is the most important part of your
home page should quickly communicate why website. Create a call to action. It could be a 1. You only use one type
you do what you do, what you do and for who. free consultation that gives exceptional value. of social media.
The use of images and compelling headings It could be telling people how to get started Leveraging is key. You can
can help hit the mark. or discussing a hot topic. It could also be an link most of your social
4. Put Your Links in Groups on-line check list, application or questionnaire media outlets together and
For easy navigation, categorize your links under for potential prospects to fill out. The options they will all help to send out
3 headings (in this order): are endless. a more effective message to
your connections. You don’t
(i) Links about your firm
There are so many features that can be added
need to use every outlet.
(e.g. About Us, Our Team) to your website. If you are starting out or
Choose what makes the most
(ii) Links about your services
are re-doing your website you don’t need to
sense for your business.
(e.g. What We Offer, How We Help) do everything at once. Start off with what’s
important. 2. You don’t have time.
(iii) Information links
For more information about website development Initially putting yourself
(e.g. Newsletters, Articles)
or our MasterPoint™ Branding services for “on the map” won’t cut it.
advisors, email confidence@thepersonalcoach.ca Continued on page 4
tel: 519-576-2262 confidence@thepersonalcoach.ca www.thepersonalcoach.ca

4. Productivity Tip For example, in the
Time for a Clean Sweep! Twitter world if you aren’t
participating or providing
The concept of “work-life balance” is on the value to people, they may stop
minds of many people as we try to juggle our following you. Remember you
multiple roles at work, home and in our need to stay in the mind of
community. A recent article in the the prospect.
Globe and Mail, written by Barbara
3. You only promote
Moses, advises against trying to achieve
yourself.
a perfect balance. She tells people
instead to focus on what is most There is such a thing as social
important at the time and accept media etiquette and your
connections will quickly get
Social Media Marketing that we may be out of balance
annoyed if you are simply
The Personal Coach now offers a package sometimes.
advertising your business.
to our clients including: When coaching, we Social media is a sharing
• Social Media Assessment
use a simple tool called platform to provide value.
(Current vs. Future Analysis) “The Clean Sweep” that Marketing yourself indirectly
• nitial Roll Out or, if Already Existing,
I can help you identify where by sharing will be more
a Clean Up you are out of balance. This effective.
questionnaire has you rate different 4. You think social media
• ocial Media Training
S
aspects of your life in 4 areas: physical is a trend. It’s not part of
We also offer a monthly package, where environment, health and emotional balance, your marketing strategy.
TPC will manage your social media for you. money and relationships. You rate yourself
on statements like, “My weight is in the ideal If you don’t plan, how can
For more information on our full package, please
range” and “I am consistently or easily on you effectively execute? A
email kelly@thepersonalcoach.ca
time.” social media plan should
be in place as part of your
PIECE OF MIND
You then track the areas that need work over marketing plan. Determine
the next 90 days or next 365 days. This breaks your goals and which tools
what can seem overwhelming into bite-sized will be most effective for your
chunks which are easier to handle and keeps business. Also, plan what
you motivated. You may not have a completely information you are going
“balanced” life, but incremental improvements to share with your followers.
can help reduce your stress and increase the Your social media needs to be
feeling of control in your life. updated everyday so careful
thought needs to go into this
by Fortunato Restagno
If you would like a copy of this tool,
email kelly@thepersonalcoach.ca strategy.
Personal Phrase of the Day
“You can’t just ask customers what Follow us
they want and then try to give that to
them. By the time you get it built,
they’ll want something new.”
Steve Jobs
Job interview in progress
Tel: 519-576-2262 Email: confidence@thepersonalcoach.ca