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The Offer & The Experience Course
Introduction - Why This Matters
Before you get started (4:15)
The Truth About Getting Results (13:53)
The Big Idea - Be Remarkable (2:49)
Insight 1 - What Do Clients Really Value From Advice? (1:53)
Insight 2 - Quantifying the value of advice (1:24)
Insight 3 - Escaping The Scale Trap (1:08)
Disruption & the Line in the Sand (1:49)
The Big View: The Changing Landscape of Expert Offers
The Big Picture - Where It All Fits (5:01)
The Ugly (2:52)
The Bad (4:48)
The Good (4:26)
Thinking differently - Part 1
2 more trends to consider (1:23)
Final question, and a big wave story
Part 1: The Offer
The Big Idea (4:44)
Principle 1- Solve Real Problems (6:19)
Principle 2 - Fit and Ethos (3:42)
Principle 3 - Process and Pricing (3:58)
Principle 4 - Ascending Advisory (3:16)
Principle 5 - It's Not A Choice (1:05)
Step 1 - Diagnose Issues (2:00)
Step 2 - Explain What You Do (0:45)
Step 3 - Outline How It Works (0:33)
Bonus Tactic - Strategy Handles (3:26)
Bonus - Why Client Service Agreements Should Be Short (3:17)
HOW: The Mastery Loop (1:28)
Quiz - Do you know what clients REALLY want?
PART 2: The Experience
Overview - Leveraged Year One (1:03)
Getting It Right vs Getting It Wrong (5:47)
Principle 1 - It's a Non Negotiable (6:52)
Principle 2 - Excite To Motivate (4:21)
Principle 3 - Meeting Halfway & The Paradox of Value (5:02)
Principle 4 - Own the Benchmark (1:29)
Principle 5 - Keeping It Simple (1:52)
How 1 - Understand first in order to influence next (7:34)
How 2 - Develop your pre-Review communications sequence (1:23)
How 3 - The Remarkable Review Agenda framework (5:29)
How 4 - Service Offer Spring Clean (2:28)
Bonus Tactic - Future Pacing Method
Why Clients Leave (1:32)
Future Pace Planning (8:15)
NEXT - Getting a Result
Talking about your service proposition with new clients (7:04)
Transitioning active clients (6:35)
Disengaged Client Transition (4:48)
Dealing with objections (7:21)
ADVANCED TACTIC PREVIEW - Visual tools and templating (3:02)
Summary & Added Motivations
My why...
The Blueprint for a future advice model (4:27)
5 Questions worth asking now (21:26)
One Final Question... (1:42)
Insight 1 - What Do Clients Really Value From Advice?
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