Few advisors have a well-thought-out and systematic approach to successfully close business. In this presentation we’ll explore the fine art of closing by examining the actual structure and the decisive steps you need to take to determine the appropriate moment to win the business.
You’ll learn the science of closing as well as communication techniques that produce results whether you’re talking with a client, prospect or a COI.
You’ll learn about the “Big 4 Communication Process” and the practical application of each. As you learn how to deal with objections – many of which you’ve probably heard over and over again – prospects will be comfortable engaging in an open exchange with you.
Using the skills taught, you’ll be able to reframe the way prospects relate to their own concerns or issues to aptly turn their “no” into a “maybe” and a “maybe” into a “yes.”
Authentic Communication is all about learning the required skills for addressing these issues in a confident and professional manner.
You’ll learn proven strategies to uncover the conscious and unconscious motivations that drive a person’s decision-making and response process. In addition, you’ll learn how to overcome their objections and address their concerns.
This proven approach provides the tools to help you in your prospecting and networking efforts.
As you learn to communicate more powerfully, you’ll create bonds that lead to long-lasting and productive relationships.
In the current environment, many of your competitors are often complacent and acutely absent when it comes to client communication.
This creates a tremendous opportunity for you to get your foot in the door. Yet how can you ethically take a client from another advisor without somehow creating ill will or seeming desperate?
In this one-of-a-kind session, we’ll explore proven strategies for approaching clients of the competitor.
You’ll learn how to prudently engage the prospect in an ethical conversation about their current advisor/client relationship that will erode the position of the other advisor.
Using eight critical questions, you’ll uncover the things a prospect values and determine what they aren’t receiving from their current advisor.
Using a well-thought-out plan, you’ll soon have prospects casting aside their mediocre advisors in favor of you.
Sarano Kelley, founder of The Game and author of, The Game: Win Your Life in 90 Days, grew up in a gang-infested neighborhood of Brownsville, New York.
At 16 years old Kelley was accepted and began his studies at Vassar College. By the time he reached the age of 23 he was already earning 400,000 dollars in commissions as a Wall Street Stockbroker.
It was at the height of his professional success when a family tragedy occurred and Kelley lost some of his beloved family members in a sudden fire. The somber experience was the driving force behind Kelley’s journey of new beginnings where he discovered how to produce results, while achieving a life mounted on the principles of balance and purpose.
A million-dollar producer before he was 30 years old, Sarano went on to become a renowned Fortune 500 communication skills trainer. With offices on Park Ave in New York City, he was the Number #1 trainer for the nation’s oldest and largest communications training company.
Sarano went on to become the Number #1 rated speaker in the financial services industry by the Securities Industry Association at the Wharton School of Business, and he was a media skills coach to the White House.
Kelley’s experience as a Motivational Speaker and Life Coach has allowed him to train more than 250,000 people. While serving as a media coach, Sarano Kelley trained several corporate leaders and government representatives.
Because his trainees were frequently interviewed on CNN, 20/20 and 60 Minutes, it was up to Kelley to properly prepare these individuals for their highly publicized stories.
His media coach experience also gave Sarano Kelley an opportunity to coach President Clinton’s White House Fellows, a leadership group which included Gen. Colin Powell.
For several years running now, Kelley has been rated as the number one speaker at the Securities Industry Association at the Wharton School of Business. Kelley has appeared on, Good Morning America, and his not for profit foundation applies the same principles to schools across the nation.
Sarano Kelley is the “trainer of choice” for some of Wall Street’s largest firms and was rated the #1 speaker by the Securities Industry Association at Wharton School of Business.
Two decades of research and hands-on experience have led to Sarano’s well-defined system for closing the deal, which is featured in the landmark book “Reversing the Deal Flow: The Secret to Prospects Calling You to Become Clients.”
This proven process has helped thousands of advisors significantly increase client acquisitions, leading to a substantial increase in revenues for them and their firms.
Sarano Kelley and his highly effective programs have been featured in television shows, a PBS documentary and various industry news publications.
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Speaker fees can vary depending on factors such as expertise, demand, and event specifics. While some speakers may charge a flat fee for their services, others may have hourly rates. It’s best to discuss fee structures directly with the speaker or their representative to understand the pricing model.
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Dr. Jessica Barker is a globally recognized expert in cybersecurity, known for her pioneering work in the human aspects of security. As the co-founder of Cygenta, she has helped businesses and governments worldwide improve their security cultures and reduce risks by focusing on human behavior. Dr. Barker has become a highly sought-after keynote speaker, author, […]
Mark Noon is a distinguished speaker, executive coach, and author with over 25 years of expertise in military and civilian healthcare leadership. Renowned for his ability to inspire and empower leaders at every level, Mark has transformed organizations by equipping them with the tools and strategies needed for success. His career, which began as an […]
Susan Feniger is a celebrated chef, author, and entrepreneur. Her professional collaboration with Mary Sue Milliken (CITY, Ciudad, Too Hot Tamales) has led to the groundbreaking Border Grill empire, with locations in Santa Monica, Downtown LA, LAX Airport Tom Bradley International Terminal, Las Vegas at Mandalay Bay, and a second outpost in Las Vegas at […]
Jay Baer is a Hall of Fame speaker who illuminates pathways to business growth through the twin pillars of customer experience and marketing innovation. With a career spanning decades, Jay has not only achieved acclaim as a speaker but has also carved out a reputation as an accomplished emcee and host, effortlessly guiding large events […]
Noelle Russell is one of the most recognized voices on the future of artificial intelligence and responsible innovation. A multi-award-winning TEDx presenter and best-selling author, she has become a go-to resource for organizations seeking to harness AI’s power to drive growth while managing risk. Named the #1 Agentic AI Leader in 2025, she has taught […]
Scott Bales is not just another technology enthusiast; he is a luminary guiding the world through “The Digital Shift.” As a technology guru, Scott navigates the intricate landscape where innovation, culture, design, and mobility converge in our increasingly digital world. His expertise extends far beyond mere technical proficiency; Scott delves deep into the realms of […]
Colonel Gregory Gadson , a Chesapeake, Va., native; served our nation in the United States Army for more than 26 years. Col. Gadson’s service culminated as the Garrison Commander of Fort Belvoir, where he oversaw the daily operations of the post, a strategic sustaining base where more than 50,000 military personnel and employees provide logistical, […]
Sean Patrick, affectionately referred to as SP, is a name synonymous with excellence in event hosting and entertainment. With a career spanning years, SP has established himself as the go-to emcee for corporate events, conferences, and conventions across the nation. His magnetic stage presence, coupled with an unparalleled ability to engage audiences, has made him […]
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