CMP Course Catalogue - Course Outlines

"ACCISS - Professional Recruiting Strategies"

Core Educational Area: Recruitment & Selection
Course type: Skill Building
Accredited Educational Partner: VERO Group Inc.
Designed for: Sales Managers and Owners
Delivery Format: Self study, self assessment, teleconference calls
Time Required: 40 hours
Cost: $1,500 ($1,360 + 7 conference calls at approx. $20 each)
CMP Credit: 1.0
CE Credit: Ontario – 20 (#CE2046), Alberta – 15 (#2982)
Languages: English, French

COURSE OBJECTIVES:
To implement a recruiting process that will obtain specific, measurable recruiting activities results and implement a follow-up tracking system. Participants will have an in-depth understanding of how to search, attract, recruit and retain top performers for their organization by presenting their unique value proposition in the marketplace.

COURSE OVERVIEW:
- Setting Recruiting Objectives
- Building Rapport and Relationships
- Professional Sales Image
- High/Low Payoff Activities for Recruiting Results
- Profitable Recruiting Strategies – Profiling/Targeting/Referrals
- Advisor Analysis/Discovery
- Building Unique Value in the Marketplace
- Asking for Commitment
- Handling Objections
- Personal Plan of Action

BENEFITS:
Participants of ACCISS will:
- Have a keen sense of the unique value their organization brings to the advisors and the marketplace.
- Overcome self-imposed barriers that impede their recruiting performance.
- Implement action goals to achieve their recruitment objectives.
- Utilize their time for optimum recruiting activities.
- Use recruiting strategies that will create a more profitable base of business.
- Conduct recruiting interviews that will attract high quality advisors to their organization.
- Learn a cold call technique that successfully gets interview appointments.
- Adapt their own personality style to build long-term rapport and relationships.
- Classify, handle and answer the real objections advisors have.
- Be able to present unique factors of their organization based on value, not monetary issues.
- Measure, monitor, and analyze their activities for improvement in their future performance.

EXPECTED OUTCOMES:
- A successful advisor recruitment process
- Better qualified advisors and higher retention of top performers
- Advisors who are a better fit in the organization
- Improved advisor production

PRE-COURSE RECOMMENDATIONS:
The completion of a Win/Win Agreement, a program survey plus the first lesson in preparation for the initial conference call.

DELIVERY FORMAT:
There will be 6 weekly conference calls and one 30-day follow-up call set up.

TIME COMMITMENT:
This program contains 8 development modules and requires a total of 41 hours
as follows:
- 1 hour of pre-work
- 1 hour for an on-line assessment
- 7 – 90 minute conference calls
- 28 hours of Self Study