Our Better Listening, Better Questions, Better Relationship (“BBB”) training was initially part of our Heritage Design Professionals Certification Coaching Program. We separated it from the Coaching Program because so many of our attendees commented that they only used the full Heritage Process with a few of their clients, but they used the principles and tools they learned in BBB every day with all of their client,
and with their staff, family, and others, and they thought we should make this training available to all professionals.
So this training is not multi-generational Heritage Design training. This training will help you identify your client’s/prospect’s Desired Outcomes so you can tailor your client solutions to achieve those outcomes (which, in some cases, may include The Heritage Process). The result is that you go from selling to unleashing the motivation that already exists in your prospects, clients and others.
This training focuses on 2 topics:
1. Decision Making. Everyone has a decision-making process (although many of us don’t know what it is because it is subconscious). Have you (like me and every other professional I know) ever had a great conversation with a prospect or client and they said they were going to act – but then nothing happened? That is likely because you did not provide what they needed to trigger their decision-making process. So we will start with what everyone needs in order to both make a decision and act on it.
2. The Alignment Conversation®. You will also learn and practice The Alignment Conversation, which is a 7-step methodology that allows you to facilitate your prospect/client to clearly identify and articulate their Desired Outcomes and the value to them of achieving those outcomes. A “Desire Outcome” is not a hope, wish or dream. It is a final outcome or result that can be measured so you can determine when it has been achieved or you are heading in the right direction. Once your prospect/client has identified his/her/their Desired Outcomes, you can tailor your solutions directly to these Desired Outcomes.
The 7th Step of the Alignment Conversation is the Expectations Conversation™ which allows you to set clear, agreed upon expectations with your clients. One definition of ‘disappointment’ is: “The difference between your expectations and your experience.” Which means that you can do a phenomenal job for someone and still disappoint them if they have either unknown expectations or unrealistic expectations. This conversation eliminates that potential.
There are 4 PRE-SESSION VIDEOS (about 5 hours) to watch prior to the LIVE training session. We will be building on what you learned in these pre-session videos. (a link will be sent to you after your registration is confirmed). The live session includes both review of the videos and practicing the key elements of the Alignment Conversation. When you finish, you will understand your prospect/client’s decision-making process and what you need to provide to trigger that process, and understand and have practiced the Alignment Conversation that you will use in both your professional and personal life.
If you are a professional in almost any client-facing discipline, you will receive a huge ROI when you use the tools and principles you will learn. You will receive additional ROI as you integrate these principles into your personal life.
*Past attendees report they received up to 15 hours of CFP CE credits when they self-reported.