McDonald Neal Group Brochure

COACHING FOR IMPACTWhere Advisors Turn For Advice

CliCk to start

introduction

Coaching with Performance In Mind

StrategicCoaching

Who We Are

When a professional driver prepares and competes on race day, every

detail makes a difference, every minor adjustment decides first place or last

We want to welcome you to McDonald-Neal Group and Coaching for Impact®, an innovative approach to actionable

coaching for Advisors. In the following pages we will introduce you to our firm, our approach and our areas of coaching.

At McDonald-Neal Group we have a simple philosophy: Successful advisors do not need coaching for change; they need Coaching for Impact!

With 600,000 registered Advisors chasing 9.5 million High-Net Worth and Ultra High-Net Worth clients today*, being able to differentiate yourself from others in all aspects of your practice is imperative.

We hope you enjoy our innovative approach and we look forward to hearing from you soon.Our job is to help you prepare and

compete on an everyday basis in your business

Like a professional driver, every detail and adjustment in your practice can have an impact on winning a client and growing your business

ClientPresentation

Marketingfor Growth

MaximizingClient ROA Creating

Your Story

Next Steps

CliCk on the topiC you Want to visit

Our Approach

visit our website at www.themngroup.com or call us at 954-854-3792* CapGemini 2009

Introduction

Who We are

Kevin Neal, President

We look for those small shifts and movements that will help you grow your practice

Understanding the complexities and small movements in a practice have a powerful impact on an Advisors business.

her form is fantastic. her movements are elegant. the small shift in the arch of her foot releases tension in her toes

allowing her to soar like never before

StrategicCoaching

Our Approach

Kevin Neal has established himself as one of the leading experts in working with Financial Advisors throughout the US.

Kevin has developed a unique approach that targets small changes at pivotal points in an Advisors practice.

Working at one of the top wealth management firms in the world, Kevin’s responsibilities focused on the top advisors and the structures created for gathering clients and retaining clients. From this experience, Kevin developed Coaching for Impact®,

a philosophy of coaching built on driving small changes at pivotal points in an Advisors practice that have a compounding, positive affect on growth.

First working as a Wealth Management Consultant, and later as a Business Development Coach, Kevin worked with over 700 advisors and attended over 500 prospecting and client meetings. Before this, Kevin spent 10 years as a Managing Principal at a regional financial planning firm.

Kevin holds a BA from the University of Memphis and Advanced Training in Leadership and Personal Development from the University of Indiana. He also has attained the designations of CFP, ChFC and CLU.

Who We Are

ClientPresentation

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Your Story

Next Steps


visit our website at www.themngroup.com or call us at 954-854-3792

Introduction

our approach

Coaching with Performance In Mind

Introduction

StrategicCoaching

Who We Are

he had already done this a thousand times, but he listens, he changes his

club head by a fraction and swings with force. the ball sails out of the

trap and lands like a feather.

When professional athletes hire a coach, they are not asking the coach to completely change the way they swing

a club or throw the ball. They are asking for that 2 percent solution, a minor adjustment that will have a compounding effect on their performance.

At McDonald-Neal Group, we have used our experience and expertise to develop Coaching for Impact®; a program of small, incremental changes in an Advisors practice that have a large impact on their performance and growth.

We understand that Advisors are already playing at a high level. Just like a professional, they need another set of eyes and ears to help realign them and their team on the most important aspects that will have an impact.

To help Advisors, we have developed a core group of “2 percent Solutions.” These are the areas in an Advisors practice that make a fundamental, if not exponential, difference when implemented.At McDonald-Neal Group we help

identify those points in an Advisors practice that will make a difference and have an Impact.

Professionals, playing at the highest levels, do not use coaching for change. They use coaching to help them identify what they might be overlooking and to change focus.

Our Approach

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Creating your story

StrategicCoaching

Who We Are

Once upon a time… what comes next?

Whatever comes next, it had better have impact because it has to differentiate you in a highly competitive environment.

The right story gives you invaluable leverage against ever increasing competition. The right story creates a process clients can understand and relate to; it creates the confidence to overcome resistance from a prospect.

And more importantly, the right story allows the prospective client to say, “Yes, let’s meet so I can hear more about what you do.”

We work collaboratively with Advisors to assess strengths and weaknesses before developing a unique narrative that eliminates inconsistencies and negative triggers.

We are not successful until a compelling story emerges that puts distance between you and the competition.

Our Approach CreatingYour Story

he sees an opening. a flick of his wrist sends the foil in for the strike!

Without the proper strategy and training the opening is lost

We work with Advisors on making the opening count: the refined details that separate you from others.

Success or failure often happens before we even meet a client. The time spent preparing and training on a strategy can make all the difference.

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MaximizingClient ROA

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Introduction

Client presentation

Your presentation can never betoo polished.

When you meet prospective clients for your first formal presentation, you only get one shot to leapfrog the competition. Your

presentation has to be smart and it has to stick.

Whether you use PowerPoint™ or a pen and paper, we cover everything from setting the basic agenda to controlling the meeting through narrative and nuance.

StrategicCoaching

Who We Are

Our Approach

Where appropriate, we also focus on the challenges involved with team presentations. We’ll show you how to synchronize team dynamics into a cohesive, memorable client experience.

You’ll discover how to distinguish yourself and take control of the outcome, resulting in an improved conversion rate and more clients.

to the observer, it’s an amazingly well choreographed performance of death-defying acrobatics at over 700 mph. to

the Blue angels, it’s hundreds of hours of practice and training until perfect.

How does your presentation look to others?

Either at a first meeting with a prospective client or a review with a client, it’s not as much about how you prepared but what they see.

Marketingfor Growth

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Introduction

Marketing for Growth

If you’re not growing, you’re in decline.

There really is no middle ground. So how robust is your practice’s growth? Whether you are a club level Advisor or 25+ years in

the business, growth is paramount for success.

Do you have a systematic approach for attracting clients, one that’s repeatable, scalable and vigorously grows your business? In this challenging climate, effective marketing is more vital than ever.

StrategicCoaching

Who We AreMaximizingClient ROAOur Approach

In 2008, over 25 percent of High-Net Worth Investors withdrew assets from their Advisors*. This outflow suggests that there is business waiting to be done by those with the skills to go and get it.

We start by defining your areas of expertise so we can understand how you run your practice. We examine the ways you have leveraged your clients for growth and your past experiences in marketing. We then begin to look for the small changes that will make the difference.

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Marketingfor Growth

Marketing is never about a single solution that is perfect. To be successful you must work multiple ideas until you find the ones that show results for your business.

At MNG we work with you on coming up with the marketing strategies that will take you from good to excellent.

it’s a beautiful day with the sun at their backs. these professionals know that with multiple lines in the water and an

assortment of appetizing bait, their chances are good to excellent.

CreatingYour Story

Next Steps


* PricewaterhouseCooper 2009 Survey visit our website at www.themngroup.com or call us at 954-854-3792

Introduction

Maximizing Client roa

Turning bronze into gold

C lients are now raising the bar, demanding higher standards of service and advice. A Wealth Manager’s core business is to

develop and cultivate the clients. This goal can only be achieved... by clients feeling emotionally attached to their advisor.”*

How do you maximize the return on advice, keeping clients happy and loyal while growing your revenue?

How do you utilize the firm’s investment platform to maximize your return, while still doing the right thing for your clients?

The purpose of this module is to evaluate your practice and then recommend changes to maximize the return on clients for continued growth and retention.

With more and more Advisors competing for a small pool of wealthy clients, retention is just as important as attracting new clients.

Saving a top client relationship or increasing your ROA by 10 percent can be the difference between a good year and a great year.

StrategicCoaching

Who We Are

Our Approach

she makes a small adjustment to her bow, slightly changing the pressure on her fingers, and the

cello echoes with new life

What small changes are you making for your current clients that will have a positive impact on your revenue and their experience.

Like all professionals, playing at the highest levels, small changes can and will have a profound impact on your business.

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(PWC – GPB and WM Survey, 2009)


Your Story

Next Steps



Introduction

strategic CoachingWho We Are

Our Approach

ClientPresentation

When asked how far ahead the grandmaster thinks when

making a move in chess, he replied, “only one. Because

it’s the right move.”

Marketingfor Growth

StrategicCoaching

It’s not always about improvement or change.

Sometimes you just need unbiased, knowledgeable and experienced advice. We call it Strategic Coaching.

Perhaps you have an appointment with a prospect that could change your practice or a tough client meeting where you might lose an existing client. We help you think things through strategically to find the best way of reaching your outcome.

In Strategic Coaching we don’t get as detailed or refined as our 2 percent Solutions, we focus on a specific, time sensitive issue that will make a difference now.

Some of the top issues we work on with advisors:• Before going into a big prospect meeting• Getting ready to do an important client review• You have a marketing event that day• You’re going to sit down to deliver a financial plan• You need a good story for an investment strategy

How strategic are you in your business? How prepared are you when you meet with clients and prospects?

There are moments in an Advisors practice where reacting will have the wrong effect, where having the time to develop a strategy is more important than the event or meeting itself.


Your Story

Next Steps



Introduction

next steps

It starts with a phone call.

We invite you to call and spend a few minutes learning how our Coaching for Impact® program can help you to

reshape your practice.

We have coached all aspects of Advisors: from the highest club level Advisor who concentrates on $25mm+ clientele to the rising stars; we can help you grow.

We’ll show you how to turn your desire for im-provement into tangible bottom line benefits.

Pick up the phone and invest a few minutes in yourself. We know you’ll find it a very rewarding investment.

StrategicCoaching

Who We Are

Our Approach

To be the very best in your business, every part of your practice must work in unison. We help judge your practice critically so those seeing it from the outside see perfection.

Next Steps

to us, this is an amazing feat of balance, blended with strength coming from every

part of her body. to the judges it is a 9.6

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Your Story

Our job is to examine your practice and then find those points of impact that will make a difference for growth.



Introduction

McDonald Neal Group Brochure

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