Frank Furness

Frank Furness International Speaker, Trainer and Consultant

Keynotes, Workshops and Training Programmes

To book Frank or for more information, please contact: Email: frank@frankfurness.com Web: http://www.frankfurness.com Tel: + 44 (0) 1923 248200 Fax: 44 (0) 1923 254105 Koutaki House, 1a Meadowbank, Watford, WD19 4NP United Kingdom

Frank Furness

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Keynotes Workshops and Seminars

Frank Furness

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Frank Furness CSP is a London based motivator, trainer, consultant and professional speaker. He is known for his energetic, humorous and inspirational presentations filled with personal stories, anecdotes and high content.

He has twenty one years experience as a Sales Consultant, Trainer, Senior Manager and has twice qualified for ‘MDRT Top of the Table’ (the top half percent of salespeople in the world).

He is a specialist in sales, sales management, technology and customer service and how they work in tandem to produce great results for organizations.

He has been a guest on many radio and TV talkback shows speaking on sales, technology, goal setting, motivation and positive mental attitude. In August 2001 he was the only non American listed in the USA ‘Meetings & Conventions’ magazine as being one of the ten most sought after speakers on the professional speaking circuit.

Frank is the past President of the Professional Speakers Association of Europe and past Chair of the International Experts Group for the National Speakers Association in the USA. He is also a Certified Speaking Professional (CSP) and was awarded the ‘Speaker of the Year 2006’ for Vistage, the world’s largest CEO organisation.

Frank currently spends seventy percent of his time speaking internationally, working in forty eight countries from Russia to Dubai, Hong Kong to South Africa.

He is a regular speaker at Entrepreneurs University and his clients include the British Olympic Team, The Professional Cricketers Association, Sporting Champions and Sport England.

He has developed many products and books which are used by organizations to increase sales and compliment his training programmes.

Frank’s book ‘Walking with Tigers – Success Secrets of the World’s Top Business Leaders’ is an International best seller.

Frank’s articles are published in numerous newspapers and magazines and he has been a columnist for Financial Times and Institute of Directors publications.

View videos of Frank speaking.

Frank in the Media Video testimonials View programmes Online

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Walking with Tigers Frank Furness Sales and Marketing

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours After intensive research with over 400 top sales and business people in 20 countries around the World, the secrets of their success are now revealed.

These include beliefs, character traits and working habits. Taking these into account, Frank reveals the success plan to be more effective and join the ranks of the ‘greats’ Objectives This presentation equips participants with practical tools and techniques to enable them to:• Understand the traits of top sales performers • Embrace technology • Make the best use of their talents to focus to achieve their goals What will be covered: • • • • • • • • •

The power of focus & belief The importance of goal setting Enthusiasm, attitude & desire to succeed Creativity in prospecting Knowledge & skills Seeing things from your client’s view Leading a balanced life Reputation, honesty & exceptional service Setting and achieving goals

Approach An engaging blend of demonstrations, case study presentations – stories, and practical hands-on application for the groups. Participants will leave using new tools.

Ideal for; Sales conferences Product launches Best for: Any type of sales organisation, including financial services, banking, pharmaceutical, estate agents, CEO organisations, oil and gas, manufacture, recruitment, retail, small businesses.

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How to Find New Clients and Prospects Frank Furness Sales and Marketing

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours Prospecting, referral and networking skills have more to do with the success of any salesperson or small business than any other skill. Frank shares proven ideas that will increase your prospect base and put you in front of qualified buyers and ultimately increase profits Objectives This talk focuses on practical and useable prospecting ideas. There are numerous ideas, scripts and practical tips that will put you in front of the right prospects.

• •

Understand the traits of top prospectors Make the best use of their talents to focus to find new clients

What will be covered: • • • • • • • • • • • •

How to develop a constant prospecting awareness How to work a room, networking ideas that work How to get referrals from every client A referral script that works Centres of influence, your key to success 10 ideas that will put you in front of prospective clients Developing a great elevator speech Clubs & social activities Newsletters & Ezines Emarketing & affiliate sales Creative marketing How to get in front of and work with top executives

Approach An engaging blend of stories, and practical hands-on strategies, tools and tips.

Participants will leave with strategies for increasing their prospect base.

Ideal for; Sales conferences Product launches Best for: Any type of sales organisation, including financial services, banking, pharmaceutical, estate agents, CEO organisations, oil and gas, manufacture, recruitment, retail, small businesses.

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Sales and Technology – The Vital Connection Frank Furness Sales and Technology

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours and full day Discover the latest in technology, gadgetry and software that can enhance any business and save time for busy executives and increase sales Objectives This workshop equips participants with practical tools and techniques to enable them to:• • • • •

Understand how technology can save time and cut down the workload Developing in-house products & information for clients Innovative ideas to promote your business The power of the internet Developing magical presentations

What will be covered: • • • • • • • • • • • • • • • • • • •

Understand how technology can save time and cut down the workload Use technology to scoop the competition and dazzle customers Make more sales Developing in-house products & information for clients Innovative ideas to promote your business The power of the internet Developing magical presentations Use audio and video as sales generation tools Use voice recognition and digital recorders to make best use of their time Produce a 10 touch plan with Ezines and newsletters Make use of internet marketing and web sales strategies Discover how to be seen by the search engines Develop linking strategies Send video emails in seconds Use articles to build the brand and generate leads and sales Use affiliate programmes to develop an army of reps around the world Use teleseminars for product promotions How to develop online videos to market products, services and technical issues Use EBooks and tips booklets for promotion

Best for: Any type of sales organisation, small businesses. CEOs, marketing departments

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Personal & Professional Development / Service Excellence

Outrageous Service Frank Furness Customer Service

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours and full day Outrageous customer service is the one differentiating factor between average and great companies. Frank shares his research in case studies of some of the world’s top companies (big & small) and what makes them different as well as the eight point action plan that can be applied to any business

Objectives This workshop equips participants with practical tools and techniques to enable them to:• • • • •

Share the secrets of companies recognised for their service excellence Be involved in three case studies Confidently apply many of these applications to their own companies Better recognise service excellence in their organisations Develop an action plan for better service excellence

What will be covered: • • • • • • • • • • •

Examples of good and bad service Creating a legendary culture & vision The 24 important service attributes that all customers want Recruiting the right people Setting & maintaining standards Attitude and team spirit The importance of training Creating a fun working atmosphere Branding & marketing Creative leadership Action planning

Best for: Any type of organisation that wants to provide excellent service, small businesses and CEOs.

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Personal & Professional Development / Goal Setting

It’s all about YOU Goal Setting and Motivation

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours We’re all born with a magic wand. Some people make dreams come true and others don’t even look at the wand. Share the secrets of goal setting and personal development and listen to stories of exceptional individuals who have reached great heights. In this talk Frank shares stories of some of the most successful people around the world that he has worked with over the past 10 years and formed the basis of his bestselling book ‘Walking with Tigers’ Objectives This workshop equips participants with practical tools and techniques to enable them to:• • • • •

Believe in themselves and set goals Live a balanced life Feel more motivated Overcome self – limiting beliefs Be the best they can be

What will be covered: • • • • • • • • • • •

The importance of goal setting Why people don’t set goals The goal setting process The magic of writing down goals Desire, belief and acceptance Learning from the Olympians Discovering your unique talent Becoming a ‘no limit’ person Self esteem and self talk Stories of great goal setters Becoming a rounded individual

Best for: Any type of organisation that wants motivate their staff, large convention keynotes and smaller workshops for in-house programmes

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Personal & Professional Development / Business Development

Business Predators Frank Furness

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours This workshop or keynote shows the reasons why some businesses fail and many of the problems experienced by the owners or top executives. Frank also compares predators in the animal kingdom with predators in business. Plenty of ideas on how to protect your business based on consultancy work that Frank has carried out with businesses all around the world.

Objectives The presentation will focus on the success stories and traits of successful businesses. The 16 point plan will provide a specific action plan that can be implemented immediately.

What will be covered: • • • • • • • • • • • •

Lack of communication Sticking with old ideas that don’t work any longer No marketing plan Not knowing your customers Not looking after employees No sales plan Lack of management skills Lack of focus Maintaining balance between work, play & family Failure to embrace technology Lack of branding Lack of marketing

Best for:, Small and medium businesses. CEOs. Management.

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Personal & Professional Development / Sales & Marketing

How to Become a Master Networker Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours

Networking skills have more to do with the success of any salesperson or small business than any other skill. In this session Frank shares ideas and techniques to network effectively.

What will be covered: • • • • • • • • • • • • • • • • • • • • •

How to develop a constant networking & referral awareness Why we network Where & when to network Preparing for the networking meeting Breaking the ice How to work a room, networking ideas that work Body language, attitude & confidence in networking Developing a great elevator speech The professional introduction Positive mental attitude Finding things in common Remembering names Creating the right impression Making interesting small talk Becoming an empathetic listener Appropriate questioning techniques How to get in front of and network with top executives How to… follow up and keep in touch Using business cards effectively Networking & referral marketing using newsletters & Ezines Common networking mistakes

Best for: Sales organisations, Professional Practices, Small and Medium Businesses, CEO groups.

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Personal & Professional Development / Service Excellence

How to gain, train & maintain a dynamic sales force Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours and full day/2 days A presentation that provides practical tips, tools and proven ideas on how to build a dynamic sales force. Frank touches on all the bases needed to recruit, develop, train, motivate, retain & manage great salespeople. Laced with examples and stories of top performers and leaders around the world.

Objectives This workshop equips participants with practical tools and techniques to enable them to:• Understand the traits of top sales performers • Discover what attracts them to join winning teams • Share common recruitment mistakes • Inspire and motivate their sales force • Develop the ability to attract top performing sales consultants What will be covered: • • • • • • • • • • • • • • • • • •

Ego drive The recruitment process Job matching & effective recruitment strategies Sales Success Profile – an assessment tool that measures strengths & weaknesses in 13 different sales skills Hiring for attitude, training for skills Sales & sport – the critical connection Profiling your ideal recruit Recruitment mistakes and how to avoid them Management & leadership skills Motivation & counselling Team building strategies Effective training strategies Joint calling and effective feedback Recognition & reward Understanding goal setting, targeting and monitoring Setting & maintaining standards Improving average performance The 10 point plan to build a winning sales team

Best for: Sales and Marketing managers. CEOs

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Personal & Professional Development/ Presentation Skills

CEO Speaking & Presenting Bootcamp Type of Presentation Workshop – Full day This is a one day programme that covers all the necessary skills for speaking in public. The course includes plenty of video examples, role-plays and concentrates on the multimedia aspects of effective presentations.

Objectives This workshop equips participants with practical tools and techniques to enable them to:• Understand the traits of great speakers and presenters • Discover what it takes to give a terrific presentation • Share common presentation mistakes • Inspire and motivate • Develop the ability to prepare and present great talks What will be covered: • • • • • • • • • • • • •

Planning your speech Relaxation techniques & overcoming fears Body language - gestures, pauses & eye contact Tone & vocal variety Visual impact The power of influencing your audience The use and misuse of PowerPoint Using laptops, OHP, flipcharts and other equipment Energy, excitement, emotion, entertainment & education – the vital factors Multimedia – secrets and shortcuts The power of stories Handling difficult people Question & answer sessions

By the end of the session, participants will: • • •

Understand what makes a great speaker Have a deeper understanding of how to use multimedia effectively Have a 7-point plan to improve the effectiveness of their presentations

Best for: CEOs and senior management.

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Personal & Professional Development / Sales and Marketing

Selling for Fun.....and Profit Frank Furness

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours and full day Frank shares techniques to generate more sales. Entertaining, laced with many individual experiences and practical tips. The workshop is filled with practical sales ideas, scripts on phoning, referrals, closing and developing rapport.

Objectives This workshop equips participants with practical tools and techniques to enable them to:• • •

Become effective prospectors Set and achieve sales targets

What will be covered: • • • • • • • • • • • • • • • • •

Characteristics of successful sales advisors Prospecting, networking & referrals 10 things you absolutely must know before calling a prospective client Phoning scripts that work Getting decision makers to phone you Reducing tension levels Dressing for success Effective questioning techniques Up-selling and cross-selling The importance of body language Closes that work Effective negotiation skills Positive mental attitude Sales and marketing strategies Online sales strategies – how to get the best from your website Goal setting Enjoyment & fun in selling

Best for: Any small and medium businesses, sales consultants and CEOs.

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Personal & Professional Development /

Communicate to Motivate Frank Furness

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hour workshop In today’s society, the art of communication and developing relationships is vital. Having the right tools, confidence and attitude will help you to communicate effectively with almost anyone and create a win-win situation.

This will help you to achieve more in your personal, business and social life.

Objectives Have you ever admired those people that seem to have the ability to speak and communicate with anyone? Like anything else, it takes skills, attitude and practice.

This talk will share proven ideas and techniques that will help you to communicate better in all phases of your life.

What will be covered: • • • • • • • • • •

How to develop rapport with anybody The art of small talk and conversation Body language How to deal with different personality styles Written, verbal and non-verbal communication Communicating by telephone Getting people to like and trust you Effective networking techniques Confidence and attitude Becoming a rounded individual

Best for: Any staff, small and medium businesses, salespeople, marketing staff, CEOs

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Personal & Professional Development / Sales and Marketing

Close That Sale Frank Furness

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours Today, most successful sales professionals know that if you use a consultative sales process, one with a series of selling steps like those listed below, the close (asking for the business) will literally take care of itself.

Objectives This workshop equips participants with practical tools and techniques to enable them to:• • • • • •

Close more sales, more often Recognise buying signals Ask effective questions Help the client discover the pain, show them the gain and create urgency Understand body language in the close Know when and how to close

What will be covered: • • • • • • • • •

Building rapport and trust Obtaining your prospect's attention Probing for problems, opportunities, needs and values Demonstrating products based on the specific needs you have discovered Asking trial closing questions and answering objections Recognizing buying signals Asking for the business.

Overcoming objections 39 sales closing scripts

Best for: Sales consultants and small to medium businesses.

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Training Courses

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Sales and Marketing Strategies Introduction In today’s society, the successful organizations have a unique ability to market and sell their products and services. Sales and Marketing Strategies is a fast-paced, dynamic and highly informative seminar that covers ideas, techniques, tips and practical useful information. Frank has a proven record in sales and marketing and now helps organizations in forty countries to improve their skills and bottom line profits. Frank’s research with 500 of the world’s top salespeople has enabled him to share their secrets and success habits. The seminar uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence. Join this seminar and gain: • • • • • •

Understanding of the psychology of selling Practical sales tools and techniques Marketing and branding Internet marketing Success habits of the ‘greats’ in sales Knowledge that will help you to meet and exceed targets

Who Should Attend?

If you're presently in a sales or a sales management position in your organization and you wish to step up to the next level of skill development, this program is for you.

Others who should attend include: • • • •

sales & sales support personnel anyone who needs to promote products or services internally in the organisation anyone who has to market to external clients sales managers and VPs responsible for improving the overall productivity of their employees while maximizing the potential of their sales organization.

Aims and Objectives: Upon completion of this five-day sales seminar, participants will have gained a clear understanding of the following: • • • • • • • • • •

The sales cycle Characteristics of successful salespeople How and where to find new clients How, where and when to network Planning and setting targets How to use the phone effectively to set up appointments Phoning scripts that work Dressing for success Developing rapport and easing tension levels Powerful questioning and listening skills

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• • • • • • • • • •

How to close sales and overcome objections Customer service and the impact on sales How to deal with different personality types NeuroLinguisticProgramming and the impact on sales Overcoming fears and limiting beliefs Understanding body language Time and focus management Communication and negotiation skills The power of goal setting How to develop a winning attitude

• • • • • • • •

Habits of highly successful people Maximizing your marketing programme Brochures, print ads, radio and TV Marketing mistakes to avoid Working with the media Branding Internet marketing strategies Search engine optimization

Seminar outline Day 1 – The sales cycle and finding new clients • • • • • • • • • • •

understanding the sales cycle characteristics of successful salespeople effective networking strategies how to work a room creating the right impression developing your elevator speech how to get referrals swap meetings clubs and social networking centers of influence how to approach and sell to top executives

Day 2 – Planning, qualifying and the discovery process • • • • • • • •

strategic planning and setting objectives qualifying buyers customer based selling dressing for success easing tension levels effective questioning techniques the power of listening developing a winning attitude

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Day 3 – The psychological factors of selling • • • • •

dealing with different personalities body language closing and overcoming objections NeuroLinguisticProgramming developing the habits of successful salespeople

Day 4 – Advanced sales skills • • • • • • • • •

time and focus management councilor selling attitudes, beliefs and outcomes how to present to groups customer services and the effects on sales advanced negotiation skills goal setting walking with tigers – secrets of the world’s best achievers action planning

Day 5 – Marketing, branding and internet technology • • • • • • • • •

designing a marketing programme understanding the various forms of marketing brochures, print ads and newsletters working with the media sound bites branding website development and design website optimization marketing on the internet

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Professional Presentation Skills Introduction In today’s society, the successful speakers and presenters have to present in an informative, entertaining, educating and engaging manner. You don’t get a second chance to make a first impression. Never has this been as true as with a professional presentation. Today's successful speaker is part entertainer, educator, marketer and salesperson. If any of these areas are lacking, business will suffer.

Advanced platform and presentations skills is a fast-paced, dynamic and highly informative programme that covers ideas, techniques, tips and practical useful information as well as video role-plays. Frank has a proven record in presenting and platform speaking and now helps organizations in forty countries to improve their skills. Numerous organizations and over 500 individuals have attended the programme on four continents. Clients include UK Sport and the British Olympic Team. The seminar includes video presentations from the delegates, interactive and engaging exercises, video clips, and real-world examples from some of the world’s best speakers and presenters. Join this seminar and gain: • • • • • • •

Understanding of presenting and professional speaking Practical presentation techniques An in-depth understanding of PowerPoint The skills to bring your presentation alive An insight into the 7 Es of any successful presentation The art of storytelling Developing ‘infotainment’, information and entertainment

Who Should Attend?

If you're presently a speaker or presenter wanting to develop your presentation skills or if you are in a sales or a sales management position in your organization and you wish to step up to the next level of presentation and performance, this program is for you. If you are in management and have to present to groups of any size, this is for you. Others who should attend include: • • • • • • • •

Anyone who presents to small or large groups Anyone who needs to present at seminars and conventions Anyone who needs to do a keynote presentation Professional speakers Anyone who wants to improve their speaking and presenting skills Anyone who is already a good speaker and wants to be amongst the best Anyone who has to market to external clients Sales managers and VPs responsible for improving the overall productivity of their employees and motivating their sales force.

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Aims and Objectives: Upon completion of this five-day sales seminar, participants will have gained a clear understanding of the following: • • • •

Planning your presentation Finding the right title Preparing the venue Working with event teams

•

Your speech structure

• • • • • •

Getting the message right Speech Content Reducing Speech Anxiety Relaxation techniques & overcoming fears Taking Charge of Your Presentation Environment The impact of a powerful opening

•

Tone & vocal variety

•

The 7 Es of a successful talk o energy o excitement o entertainment o emotion o enthusiasm o education o endings

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Discovering the magic of the moment

• • •

Creating Visual Aids and Handouts Using Humour Signatures

•

The power of stories

•

Polishing Your Delivery

• • • • • • • •

Body language - gestures, pauses & eye contact Visual impact The power of influencing your audience Using laptops, OHP, flipcharts and other equipment The use and misuse of PowerPoint Advanced PowerPoint techniques Multimedia – secrets and shortcuts Music in presentations

•

Video in presentations

•

Handling difficult people

•

Mastering Question-and-Answer Sessions

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Day 1 – Planning your presentation • • • • • • •

Overcoming the fear Planning the presentation Getting the environment right Setting out the venue Tone and vocal variety Types of presentations Practical – delegates to present (videoed)

Day 2 – Factors that make a stunning presentation • • • •

• • • •

Getting the right title Introductions Developing a memorable opening The 7 Es of a successful talk o

energy

o

excitement

o

entertainment

o

emotion

o

enthusiasm

o

education

o

endings

the power of stories adding humour audience involvement finishing with a bang

Day 3 – The magic of PowerPoint • • • • • • • • • •

Use and misuse of PowerPoint Backgrounds Transitions Fonts Tables and charts Custom animation Inserting sound Inserting video Mistakes to avoid Weaving in the magic

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Day 4 – Multimedia, magic and audience involvement • • • • • • • • •

Using laptops, OHP, flipcharts and other equipment Multimedia – secrets and shortcuts Magic in presentations Handling difficult audiences Question and answer sessions Creating Visual Aids and Handouts Body language - gestures, pauses & eye contact Visual impact Mistakes to avoid

Day 5 – Presenting your magic • •

presentations from all delegates video evaluations

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Basic Selling Skills WHO SHOULD ATTEND? This programme is suitable for those who are new to a role within sales, business development or client relationships, or for those who have had no formal training. It also would be invaluable for those looking for a general overview of selling and seeing things from a sales person and customer’s point of view.

AIMS & OBJECTIVES By attending this programme you will be able to: • • • • • • • • •

Recognise the basic competences and behaviours needed to be a focused sales person.

Analyse the psychology of the person you're selling to.

Improve the customer experience through understanding and reading the signals buyers are sending.

Effectively manage the buy-in of your customers through focusing on buyers' needs and problem solving.

Learn how to ask the right questions about your prospective customer's needs and concerns in order to win and close sales.

Respond correctly to your client's behaviour to win confidence and trust.

Handle concerns in a positive and convincing manner in order to move the sale onto the next stage.

Build better relationships with your customers to ensure satisfaction and loyalty.

Identify the gap between self-perception and the reality of the image you project.

PROGRAMME OUTLINE • • • • • • •

The stages of the sales process.

Behaviours to support and influence this process.

Supporting the customers buying cycle through building solid relationships and understanding their expectations.

How our behaviours influence and motivate the customer.

Foundation skills to help the customer identify their options.

Customer communication.

Personal action plan.

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Seminar outline Day 1 – Understanding sales and finding opportunities • • • • • • • • • • • • •

understanding the sales cycle planning for success what selling really is the 10 essentials for sales success Confidence and belief overcoming fear and rejection the sales/buying process developing the habits of successful salespeople developing a winning attitude sales motivators developing relationships your influence in the buying process understanding buyers needs and wants

Day 2 – Where and how to find new business • • • • • • • • • • • •

sources of new business qualifying buyers the basics of networking creating the right impression developing your elevator speech how and where to get referrals clubs and social networking centers of influence prospecting decision makers telephoning for appointments effective call planning action planning

Day 3 – The sales appointment • • • • • • • • • • • • • •

mental preparation dressing for success Making a great first impression easing tension levels the power of small talk developing rapport setting the scene for information gathering effective questioning techniques discovering the buyers motives for buying word language body language the power of listening summarizing and follow up how and when to obtain referrals

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Day 4 – Follow up calls • • • • • • • • •

analyzing data relaxing the prospect tying your product back to their priorities selling to the emotional and logical needs closing and overcoming objections time and focus management attitudes, beliefs and outcomes how to present to groups customer services and the effects on sales

Day 5 – Success in selling o o o o o o

up-selling and cross- selling developing loyal clients dealing with different personalities goal setting walking with tigers – secrets of the world’s best action planning

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Additional Industry Specific Programmes Financial Services

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Selling to High Net Worth Clients Financial Services

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours Financial consultants reach a stage where their activity is excellent and the only way to increase production is to move from domestic to High Net Worth clients. With the same amount of activity, but selling to clients with greater needs and more disposable income, the average case increases dramatically.

Frank’s experience in changing his focus to selling to High Net Worth Clients enabled him to qualify for MDRT ‘Top of the Table’ many times.

Objectives This workshop equips participants with practical tools and techniques to enable them to:• • •

Understand the needs of High Net Worth Clients Know where to prospect for them Increase their earnings substantially

What will be covered: • • • • • • • • • • • • •

The mindset change, moving from domestic to HNW clients Where to prospect for HNW clients How to use different forms of communication to make yourself known to HNW clients The 5 top HNW entrepreneur and CEO organizations HNW clients needs, what keeps them awake at night and how to address these challenges Keys to working with HNW clients Building Business rapport How to run successful seminars for HNW clients and Entrepreneur groups Working with introducers and professional connections Marketing tools and strategies for HNW clients Presenting to HNW clients The essential value statement – why they should do business with you HNW questioning strategies

Best for: Independent financial advisors, Insurance consultants, Banking, financial services, Offshore financial services Best Time: Company conference or convention, new product launches, road shows, in-house workshops or training, sponsorship programmes for insurance companies for IFAs

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Sales Strategies for Financial Advisors Financial Services

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours/1 day/2 days In today’s society, the successful insurance consultants have a unique ability to market and sell their products and services. Sales and Marketing Strategies is a fast-paced, dynamic and highly informative seminar series that covers ideas, techniques, tips and practical useful information. Frank has a proven record in sales and marketing and now helps organizations in forty countries to improve their skills and bottom line profits. Frank’s research with 500 of the world’s top salespeople has enabled him to share their secrets and success habits. The seminar uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence.

What will be covered: • • • • • • • • • • • • • • • • •

The sales cycle Characteristics of successful salespeople How and where to find new clients How, where and when to network Planning and setting targets How to use the phone effectively to set up appointments Phoning scripts that work Dressing for success Developing rapport and easing tension levels Powerful questioning and listening skills How to close sales and overcome objections How to deal with different personality types Understanding body language Time and focus management Communication and negotiation skills The power of goal setting How to develop a winning attitude

Best for: Independent financial advisors, Insurance consultants, Banking, financial services, Offshore financial services.

Best Time: Company conference or convention, new product launches, road shows, in-house workshops or training, sponsorship programmes for insurance companies for IFAs

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How to gain, train & maintain a dynamic sales team Financial Services Management

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours/1 day/2 days This workshop will focus on practical & useable ideas on how to recruit, train and maintain a top sales team. Frank has presented this workshop to CEOs, IFA organisations, Insurance companies and sales managers around the world. Ideal for managers or owners of financial services brokerages and managers and supervisors at insurance companies and managers of financial services teams at banks and accounting firms.

What will be covered: • • • • • • • • • • • • • • • •

What it takes to succeed in sales Knowing & understanding people Ego drive The recruitment process Job matching & effective recruitment strategies Sales Success Profile Hiring for attitude, training for skills Sales & sport – the critical connection Profiling your ideal recruit Recruitment mistakes and how to avoid them Effective training strategies Joint calling and effective feedback Recognition & reward Understanding goal setting Improving average performance The success plan to build a winning sales team

Best for: Independent financial advisors, Insurance consultants, Banking, financial services, Offshore financial services Best Time: Company conference or convention, new product launches, road shows, in-house workshops or training, sponsorship programmes for insurance companies for IFAs

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Effective Recruitment Strategies for Managers Financial Services Management

Type of Presentation Keynote – 45/60 minutes Workshop – 3 hours The success of any manager depends on his ability and success to recruit, retain and maintain a dynamic sales team. Frank spent many years and thousands of interviews building up a team of over 100 successful insurance consultants and IFAs. This presentation shares proven strategies that will enable managers to lead and manage their team instead of being an ineffective part time manager, part time salesperson.

What will be covered: • • • • • • • • • • • • • • • • •

What it takes to succeed in sales Knowing & understanding people Ego drive The recruitment process Job matching & effective recruitment strategies Sales Success Profile Hiring for attitude, training for skills Sales & sport – the critical connection Profiling your ideal recruit How to structure your interviews Effective questioning techniques The career presentation Detailing the requirements Setting standards The critical first three months Joint calling

Best for: managers and supervisors of Independent financial advisors, Insurance companies, Banking financial services, Offshore financial services

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Sales and Marketing Strategies – 7 day programme Introduction In today’s society, the successful insurance consultants have a unique ability to market and sell their products and services. Sales and Marketing Strategies is a fastpaced, dynamic and highly informative seminar series that covers ideas, techniques, tips and practical useful information. Frank has a proven record in sales and marketing and now helps organizations in forty countries to improve their skills and bottom line profits. Frank’s research with 500 of the world’s top salespeople has enabled him to share their secrets and success habits. The seminar uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence. Join this seminar series and gain: • • • • • •

Understanding of the psychology of selling Practical sales tools and techniques Marketing and branding Technology tools for effectiveness Success habits of the ‘greats’ in sales Knowledge that will help you to meet and exceed targets

Who Should Attend?

If you're presently in a sales or a sales management position in financial services and you wish to step up to the next level of skill development, this program is for you.

Others who should attend include: • • • •

sales & sales support personnel anyone who needs to promote products or services internally in the organization anyone who has to market to external clients sales managers responsible for improving the overall productivity of their employees while maximizing the potential of their sales organization.

Speaker Profile - Frank Furness Frank Furness CFP hails originally from South Africa and is now a London, UK based motivator, trainer and Professional Speaker. He has twenty one years experience as a Sales Consultant, Trainer, Senior Manager and has twice qualified for ‘MDRT Top of the Table’ (the top half percent of salespeople in the World).

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Upon completion of this seven-day sales seminar, participants will have gained a clear understanding of the following: • • • • • • • • • • • • • • • • • • • • • • • • • • • •

The sales cycle Characteristics of successful salespeople How and where to find new clients How, where and when to network Planning and setting targets How to use the phone effectively to set up appointments Phoning scripts that work Dressing for success Developing rapport and easing tension levels Powerful questioning and listening skills How to close sales and overcome objections Customer service and the impact on sales How to deal with different personality types NeuroLinguisticProgramming and the impact on sales Overcoming fears and limiting beliefs Understanding body language Time and focus management Communication and negotiation skills The power of goal setting How to develop a winning attitude Habits of highly successful people Maximizing your marketing programme Brochures, print ads, radio and TV Marketing mistakes to avoid Working with the media Branding Internet marketing strategies Search engine optimization

Seminar outline Day 1 – The sales cycle and finding new clients • • • • • • • • • • • • •

understanding the sales cycle characteristics of successful salespeople how to develop a constant prospecting awareness a referral script that works nests effective networking strategies how to work a room the endless chain creating the right impression developing your elevator speech how to get referrals swap meetings clubs and social networking

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• • •

centers of influence how to approach and sell to top executives organizing your prospects

Day 2 – Planning, qualifying and the discovery process • • • • • • • • • • • • • •

strategic planning and setting objectives the sales process qualifying buyers telephoning for appointments, words, tone and attitude customer based selling dressing for success easing tension levels & establishing rapport the professional introduction and script effective questioning techniques the power of listening developing a winning attitude priority questioning & emotional selling sales aids closing and overcoming objections with 39 scripts

Day 3 – The psychological factors of selling • • • •

dealing with different personalities body language NeuroLinguisticProgramming developing the habits of successful salespeople

Day 4 – Advanced sales skills • • • • • • • • • • • • • • • • • •

time and focus management councilor selling selling to high net worth clients, entrepreneurs and CEOs attitudes, beliefs and outcomes customer services and the effects on sales advanced negotiation skills the importance of goal setting why people don’t set goals the goal setting process the magic of writing down goals desire, belief and acceptance learning from the Olympians discovering your unique talent becoming a ‘no limit’ person self esteem and self talk stories of great goal setters becoming a rounded individual walking with tigers – secrets of the world’s best

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•

action planning

Day 5 & 6 – Presentation Skills and Seminar Selling • • • • • • • • • • • • • • • •

planning your speech relaxation techniques & overcoming fears body language - gestures, pauses & eye contact tone & vocal variety visual impact the power of influencing your audience the use and misuse of PowerPoint using laptops, ohp, flipcharts and other equipment energy, excitement, emotion, entertainment & education – the vital factors multimedia – secrets and shortcuts the power of stories handling difficult people question & answer sessions organising a successful financial services seminar where and how to present to CEO groups presentations and evaluation

Day 7 – Marketing, branding and technology

• • • • • • • • • • • • • •

Understand how technology can save time and cut down the workload Developing in-house products & information for clients Innovative ideas to promote your business The power of the internet How to produce electronic newsletters Internet marketing Search engines – how to get to the top using ‘pay per click’ Finding the right keywords for your internet site Developing a link strategy to attract more potential sales The power of websites Voice to text and text to voice technology How to produce your own infomercial (live demo on the day) Marketing through articles Using video to drive sales

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Other 3 Hour Workshop or Keynote Talks TITLE OF SEMINAR: Walking with Tigers—Success Secrets of High Achievers Collecting stories from achievers from all levels and from all over the world, Walking with Tigers explores the key characteristics associated with top performance. Issues of persistence, integrity, confidence, focus, discipline and more are illuminated through Frank’s own experience, as well as those he has worked with.

KEY POINTS: • The power of focus & belief • The importance of goal setting • Enthusiasm, attitude & desire to succeed • Knowledge & skills • Seeing things from your client’s view • Leading a balanced life • Reputation, honesty & exceptional service • The power of Thinking BIG TITLE OF SEMINAR: Finding New Business A session that shares ideas on prospecting, networking and increasing your client base.

Prospecting, referral and networking skills have more to do with the success of any salesperson or small business than any other skill. Frank shares proven ideas that will increase your prospect base and put you in front of qualified buyers and ultimately increase profits.

KEY POINTS: The majority of this workshop will focus on practical and useable prospecting ideas.

Numerous ideas, scripts and practical tips that will put you in front of the right prospects. Some of the concepts Frank explores during this seminar include: • How to develop a constant prospecting awareness • How to work a room, networking ideas that work • How to get referrals from every client • A referral script that works • Centres of influence, your key to success • 10 ideas that will put you in front of prospective clients • Nests • Warm telephone calling • Social networking • Clubs, associations and trade bodies • The endless chain • How to get in front of and work with top executives • Organizing your prospects • The power of the internet & Emarketing • Personal Branding and the power of articles • How to get to the top of search engines

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TITLE OF SEMINAR: Sales and Technology, the vital connection Discover the latest in technology, gadgetry and software that can save time for busy consultants and increase sales.

KEY POINTS: • Digital voice recorders • Voice recognition software • Card scanners and their great benefits • Taking PowerPoint to the next level • How to produce electronic newsletters • Internet marketing • Search engines – how to get to the top using ‘pay per click’ • Finding the right keywords for your internet site • Developing a link strategy to attract more potential sales • The power of websites • Voice to text and text to voice technology • How to produce your own infomercial (live demo on the day) • Marketing through articles • The power of audio and video on the net • Social networking TITLE OF SEMINAR: It’s all about YOU A session to inspire and motivate everyone to reach their goals We’re all born with a magic wand. Some people make dreams come true and others don’t even look at the wand. Share the secrets of goal setting and personal development and listen to stories of exceptional individuals who have reached great heights. Frank & his family moved from South Africa to Britain in 1993 with limited finances. Within four years he was placed in the top half percent of financial services salespeople worldwide and has since then spoken on goal setting in forty countries.

KEY POINTS: The majority of this talk will focus on the success stories and traits of exceptional goal setters. Frank will guide you through the specifics of goal setting, becoming a no-limit person and maintaining a positive mental attitude. Some of the concepts Frank explores during this seminar include: • The importance of goal setting • Why people don’t set goals • The goal setting process • The magic of writing down goals • Desire, belief and acceptance • Learning from the Olympians • Discovering your unique talent • Becoming a ‘no limit’ person • Self esteem and self talk • Stories of great goal setters • Becoming a rounded individual • Planning for 2008 • Thinking BIG

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TITLE OF SEMINAR: Powerful Presentation Skills This is a one/two day programme that covers all the necessary skills for speaking in public and running seminars. The course includes plenty of video examples, roleplays and concentrates on the multimedia aspects of effective presentations.

KEY POINTS: • Planning your speech • Body language - gestures, pauses & eye contact • Tone & vocal variety • Visual impact • The power of influencing your audience • The use and misuse of PowerPoint • Energy, excitement, emotion, entertainment & education – the vital factors • Multimedia – secrets and shortcuts • How to set up an ideal financial services presentation • Handling difficult people • Question & answer sessions TITLE OF SEMINAR: Back to Basics There is nothing like going ‘back to basics’ to focus on what made you successful in the first place. This is a refresher programme covering all the essential skills needed to succeed in financial services. This is a half day or keynote session.

KEY POINTS: • How and where to find new clients • Planning and setting targets • How to use the phone effectively to set up appointments • Phoning scripts that work • Developing rapport and easing tension levels • Powerful questioning and listening skills • How to close sales and overcome objections

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Two day Broker Consultant Training Programme Broker feedback and research Feedback on research with brokers on what they are looking for from BCs. Also practical feedback based on my ongoing work with brokerages around the world.

Planning This module helps each delegate set their production targets for the year and then to break these down into weekly targets in terms of activities, i.e. phoning, broker visits, first and follow-up interviews.

Telephoning This module covers all aspects of telephoning for appointments including: the psychology of words, tone and attitude, ratios and overcoming objections. Delegates are given a number of scripts and carry out role plays.

Successful Salesmanship This module covers all areas of the sale including reducing tension levels and establishing rapport, selling the value proposition and why brokers should be doing business with you, negotiation skills, closing techniques and broker servicing.

Supportive Consulting There are many occasions where sales consultants feel that they have done everything correctly to secure the business but nothing follows. In this module, they are shown the reasons why certain brokers don’t support them, i.e. no need, no trust, no help, no hurry and how to recognize and overcome each of these challenges.

Questioning and Listening Skills In this module, the consultants are shown various questioning and listening techniques as well as taken through various quizzes and will then be put into work groups to formulate feeling/ finding questioning techniques that will result in effective results. Various questioning techniques are covered including SPIN and priority selling.

Personality Styling In this module, delegates are shown the different personality styles of brokers that they would meet with. They would also identify their own personality style and be shown that they need to be totally flexible so that they can match the style of every client that they meet. This will build better rapport and will result in greater production levels. This module also includes extensive role-plays.

Body Language In this module the delegates are shown how to recognize the non-verbal signals shown by brokers, buying and lying signals and many other body language signals.

This is a fun and interactive session with a lot of laughter but a serious message.

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Goal Setting This module explains in detail how to set goals, both personal and business.

Delegates are then involved in setting up their own goal setting programmes.

Time Management In this module, the consultants are shown some of the problems that result in bad time management and then formulate action plans for better future time management. This is a one hour module.

Winning Attitudes & Peal Performance This module includes a lot of motivation and shows some of the positive mental attitudes and habits required resulting in excellent production. This is a one hour module.

Walking with Tigers In 2000 Frank wrote to 500 of the world’s top financial services salespeople for secrets of their success. The research has resulted in this module which covers the 21 point plan of their success and how this can be applied to each salesperson.

Basic Presentation Skills BCs will be given basic presentation skills training. Capturing and keeping the brokers attention during presentations and making the presentation relevant to them is essential in making an impact with brokers.

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Additional Industry Specific Programmes Professional Speakers

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SPE AK E RS BO O T C AM P

Frank Furness embarked on a full time speaking career in 1997. Since that time he has spoken in 48 Countries around the World and continues to secure International speaking assignments. Frank has become a master of networking and identifying opportunities. He runs his speaking career as a professional business. When Frank started his speaking career, he spent a lot of wasted time floundering around and trying to find out how to market himself. Over the years he has developed professional relationships with some of the best marketers and speakers in the world and learnt from them. Two hours of personal coaching time with Dottie Walters a year ago cost Frank $300 and the advice he received resulted in his first tape course order for £35,000. Over the last four and a half years he has established clients that are amongst the largest Blue Chip Companies in the world. Sponsorship and arranging his own speaking tours has contributed to his success and International exposure. Frank has now run twenty-five successful bootcamps on four continents and the delegates are raving. With the ideas learned on the bootcamp, one delegate secured 11 speaking assignments in the week following. Frank is also working with UK Sport and running the bootcamp for the British Olympic Team and the Professional Cricket Association of England. The idea of a BOOTCAMP originates in America where Frank has attended them and experienced the positive results. A BOOTCAMP is a weekend of intensive learning and action planning. The first day of BOOTCAMP will concentrate on the speaking and platform skills, while the second day concentrates on marketing, products and running a business.

Frank Furness is not only a marvellous, successful professional speaker, he knows all the insiders information about speaking globally. If you are dreaming and planning to become an international speaker, you will treasure and benefit from every word. I wish I had Frank’s great ideas before I made my first international presentations. It always pays to get expert advice from a successful expert who has been down the trail before you.

Dottie Walters CSP, International Speaker, Author, Consultant Publisher/Editor: SHARING IDEAS MAGAZINE, 23rd year

Find out how Frank

• Has spoken in 48 Countries over the past 10 years

• Made 66 International talks with 25 Transatlantic flights in one year

• Made £35k from his first audio series

• Generated income of $100k in one month

President, Walters International Speakers Bureau

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Day one Pl atform & Sp ea king S kil ls D a y o ne a g e nd a You don’t get a second chance to make a first impression. Never has this been as true as with a Professional speaker. You need to make a great first impression all the time; when meeting bureaus for the first time, when selling yourself to prospective clients, when meeting potential clients and on the platform. Mark Victor Hansen said that professional speaking is 95% marketing, but if your platform skills are lacking all the marketing in the world will not help you. Today's successful speaker is part entertainer, educator, marketer and salesperson. If any of these areas are lacking, business will suffer.

• • • •

• • • • • • •

• • • •

Your speech structure Relaxation techniques The impact of a powerful opening The 7 Es of a successful talk o energy o excitement o entertainment o emotion o enthusiasm o education o endings Signatures Powerful introductions & endings Storytelling Adding value The use and misuse of PowerPoint How to handle question and answer sessions Multimedia o Music o Video Creating impact Humour Discovering the magic of the moment Working with event teams

I came to Frank’s bootcamp as a successful speaker, TV & radio presenter and media journalist. I left with seven pages of notes & an understanding that I still had a great deal to learn. Wow! Michael Jackson—TV & radio presenter

I cannot find enough superlatives for your bootcamp. It did more for me than attending the National Speakers Association convention in Dallas last summer. I feel I have been taken to the next level and beyond.

Shay McConnon

The Bootcamp was awesome! Your presentation skills, knowledge and openness combined to deliver a great two days. I’m already underway with my 67 point ‘action list’ I developed whilst listening to you and the others.

Paul Fletcher - Professional Speaker

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Day Two

Mar keting and b usiness s kills I know many speakers who are great on the platform, inspire their audiences and leave a lasting impression, yet they are always complaining of the lack of regular speaking assignments. Other speakers are new to the circuit and want to know how to market themselves. This day is for you, the ideas have worked for me and generated excellent income and lifestyle. When I started out as a professional speaker, there was no-one to go to for direction, so many ideas were discovered by trial and error (very costly and plenty of mistakes). Over the years many ‘greats’ have shared their secrets with me and you will benefit from these on day two. Entering the International market was a whole new ball game with different marketing methods, but having discovered these, my diary is now filled with International speaking assignments. Product design and sales was another area where I had no knowledge. An investment in two hours of Dottie Walters’s time resulted in my first audio course generating income of £35,000 in one sale over a handshake. Negotiation skills in selling my talks to decision makers was another area where I had to improve my skills as well as developing a professional press kit and promotional material.

If you pick up just one idea that can generate you more income, then the investment has been worthwhile.

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The business plan

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Setting up and running an efficient office

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Planning and tracking your business

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Creating a niche market

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Sponsorships

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Publicity and promotion

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Your unique press kit

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Contracts

•

Building a profile

Your techniques were from an incredible level of experience.

You are a master speaker but also a master at getting work. A hundred books could not have done what you did in two days - show me how to make money from speaking. You also showed me how to have fun at the same time

•

Essential equipment

David Thomas - Professional Speaker

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Marketing with articles

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Generating repeat and referral business

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The importance of an excellent web site

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Working with production houses

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Developing and marketing products

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Tips booklets

An intense experience which made me realise how much I still have to do to allow me to market myself well.

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Publishing

Marc Woods, Paralympics Gold medal swimmer

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Working with speaker bureaus

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Breaking into the International market

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Dealing with different cultures

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Unforgettable titles

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Emarketing & affiliate selling

•

Creating and marketing with video and multimedia

The course was awesome. You demystified the mysticism surrounding professional speaking and yourself while enhancing your character, strength of personality and generosity of spirit. I have rarely seen anything like it in business. It was humbling and awe inspiring.

International Grandmaster of Memory World Memory Champion Medallist

This ‘bootcamp’ has helped move me up the ladder & find direction to go to success & fulfil my goals. I’m very grateful Rona Cant, BT Global Challenge yachtswoman and author

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Additional Industry Specific Programmes Internet Marketers

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FRANK FURNESS WEALTH CREATION MASTERCLASS

1 6 Proven S teps to Cre ate Mult ipl e Sou rces o f In come an d ea rn a Six F igure in com e wh ile you s le ep

How Often Do You Find Yourself Saying: "I Wish I Knew How To Create Multiple Sources Of Income" Earn A Six Figure Income While You Sleep. It's No Accident. In 1 Day, I Can Show You How To Create Multiple Sources Of Income Frank Furness embarked on a full time speaking career in 1997. Since that time he has spoken in 48 countries around the world and continues to secure international speaking assignments.

Frank’s first product sale was for £35,000 and he now has in excess of 32 products that bring a substantial income. In this one-day masterclass he shares proven strategies on product creation and internet marketing. He has recently returned from the USA where he shared the stage with some of the world’s top marketers at the ‘Magnificent Marketing Symposium’. Let Frank share with you

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How to create audio products

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How to create ebooks & tips booklets

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The power of audio and video

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Joint venturing and Bartering

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How to run teleseminars

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How to create your infomercial

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Website creation

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Blogging

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Viral Video marketing

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Internet marketing strategies

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Growing your subscriber list

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Marketing with YouTube

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Affiliate marketing

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The power of sales copy

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How to create an online newsletter

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How to have others selling your products

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The power of Camtasia

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Creating and growing your subscribers

Frank Furness

Discover how to:

• Create products • Create and optimise websites • Market on the internet • Make money from eBooks and tips booklets • Have a dynamite ezine • Profit from

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Clients Include

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• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

Aberdeen Prolific ABN Amro Bank Intermational Armcon Academy for Chief Executives Archant Group AC Nielsen Sydney APC AVN Accountants Barber Asia Bestobell Bloomfield Supplies British Insurance Brokers Association British Olympic Team Business Link Camelot Canada Life Chambers of Commerce Worldwide Champion Accountants CityIS Clerical Medical Cobra Beer Commercial Union Creating Excellence Cunningham Lindsey Davies Industrial De Vere E-Bisprint, Australia EFS Cyprus Ellis Jones Solicitors Emerging Real Estate English Institute of Sport Entrepreneurs Organisation Ernest Maude, Hong Kong Euromatech Dubai Expatriate Financial Services, Cyprus Expatriate Financial Services, Malaysia Family Firm Institute Financial Partners International Finanzplan, South Africa Forever Living Products Friends Provident Gartmore GE Healthcare Great Eastern Life Singapore Hansard International, IOM Henley Group, Hong Kong Hewlett Packard Hoseason HSBC ICB, Dubai IFS Singapore IIR Dubai

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

Life Insurance Assn , UK Life Insurance Round Table of India Lincoln Insurance LUASA, South Africa Lunn Jewellers Manulife Singapore Manx Insurance Association Map Merchants Group Mazars McKinnon and Clark Merchant Investors Meyado International, Germany MGM Recruitment Midas Kapiti, Middle East Mondial, Dubai Mondial, Far East National Mutual National Westminister Bank Nelson Bakewell Norwich Union NPI OFS Benulux OK Franchise Orion, Kuala Lumpur Pacific Financial, Jakarta Panasonic Penguin Publishers Permanent Phoenix IT Poulter Partners Premier Paper Professional Cricketers Assn UK Richmond Hong Kong Royal Armouries Royal Bank of Scotland Royal Skandia, IOM Prudential Malaysia Scottish Provident Int. Scottish Widows Sealed Air Seekers Travel Sinclair James, Philippines Skandia Societe Generale Sport England Sporting Champions Standard Life STFA Turkey Stuart Lee Marketing Sterling, Malaysia St Paul Insurance TEC The Coaching Academy The Professional Cricketers Association

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• • • • • • • • • • • • • • • • • •

Infinity Bangkok Initial Style Conference Inter-Alliance International Intervest, Bahrain Investec Isle of Man Assurance Ittrium Institute of Directors Institute of Sales and Marketing Management JG Associates, Kuala Lumpur Johnson Fry John Hancock Singapore Journet, Botswana Hebrew order of David Kier Health Lazard Unit Trusts Legal & General Lexton, Hong Kong

• • • • • • • • • • • • • • • • •

The Profit Team Towry Law International TV & Media Mktg, Switzerland UK Sport UNUM Virgin Atlantic VISA Vistage Ward Lester, Indonesia WENTA Whitford Plastics USA Whitefriars Housing Group Williams Medical Supplies Worldspeakers Wyse Leasing Young President Organisation Zurich

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What They Are Saying

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“Frank Furness spoke to my Academy for Chief Executives Group 11 meeting in December 2007 and received the highest score of the year – 9.5. Many members described this a magical learning day and were euphoric in their praise for Frank as a speaker both from the stand point of delivery as well as content.

From my point of view, as Chairman for Group 11 and former National Sales Manager and Managing Director of Encyclopaedia Britannica, I can say with complete confidence that Frank Furness is as good as it gets when he is on the stage delivering his message to his sales orientated audience.

He is humorous, charismatic and completely knowledgeable on his subject. He is quite simply, completely professional and outstanding value.

Joe D Adams, Chairman Group 11 & Leaders Forum 6 CHIEF EXECUTIVES

-THE ACADEMY FOR

Everyone was appreciative & enthusiastic of your presentation. There has been a great deal of genuine learning and motivation. Your presentation made everyone feel involved, and one of my team remarked that, although you were presenting to a large audience, he felt that you were actually teaching him and communicating with him individually Karan F Bilimoria, Chief Executive—Cobra Beer Your very accessible style made the information you shared with our team intelligible and easy to assimilate, and we still talk about the incredibly ‘simple’ approach you adopt to what is often considered the complicated process of doing business. Not without the elements of fun, your presentation was well targeted and well received, and we thank you for your insight and for presenting your ideas in a way that each delegate believed that they could take back with them, and move towards personal and professional growth and success Jonathan Gerber, Managing Director—American Express & Seekers Travel South Africa

"Frank came to our recent sales conference in Athens and gave an energetic and informative presentation on 'Hunting with Tigers', this was excellent as it fitted perfectly with the theme 'Hunting to Grow'. A very insightful view on how top sales people work and many key lessons were presented. Thoroughly enjoyable and I would recommend to any sales organisation" Andy Davies - Sales Director Europe - GE Healthcare

Frank is one of the finest speakers you can hire to entertain and teach your salespeople how to produce better results Thomas Power - CEO Ecademy

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Two months after the sessions with Frank, the performance and revenue achieved by the call centre were tremendous - August 73% increase and September a 70 % increase.

Hema Morar - HR Manager Virgin Atlantic South Africa

Frank did an unbelievable job. One of the best presentations ever. Great content.

Randy Yost, Chair - Vistage – Sacramento

You gave a brilliant educational keynote talk at the Entrepreneurs Conference.

Michael Ogalvie, Managing Director, The Profit Team

EO-Kansas City were fortunate enough to have a long visit with Frank Furness recently. As president of the chapter and one who attends EO events globally, I can honestly say that Frank's presentation is right on target. As entrepreneurs we must take advantage of the best time management, technologies and services. Frank provides us a wealth of techniques we can use. Frank is charming, dynamic and full of energy......clearly of EO calibre. William J Brunkhardt - President EO Kansas City

“I’ve now seen Frank have an impact on three separate audiences from chief executives to people in their first sales role. He is always stimulating – with a great combination of practical sales knowledge, constant confidence-building, and an energizing presentational style” Paul Vittles, Director, ACNielsen Australia

"A brilliantly, timely, insightful and informative event which I thoroughly enjoyed.

Frank you have the knack to convey a strong message about why some Organisations are streets ahead of others and clearly you can understand why when you backed up your statements with lots of case studies...I took lots back with me and things are already changing around here...thank you! To make this testimony meaningful... hear me... FRANK FURNESS delivered an excellent presentation and I have no hesitation in recommending his services" Chris Owen - Royal Armouries (INT) plc LEEDS

It was pitched perfectly & the feedback from both the audience & senior management was excellent. It certainly fired up the troops and they have gone back to their ‘dens’ with more focus, imagination and ambition Becky Graveney, Sales & Marketing Director—Initial Style Hotel & Conference Grou

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I really needed to drop you a line after hearing your presentation the other week in London. I’ve been fortunate to hear many great speakers…..but you just blew me away on this occasion and I’m really glad I made the 20 hour round trip from Ayrshire! Not only did you share some fabulous stories and deliver some real punchy sales strategies as I had expected……but you were able to do so in a manner which I feel is much more meaningful in today’s sophisticated, communications led market.

When I got back to the office, I started work straight away on improving a number of our key sales and marketing tactics, and redesigned some of our material to make much better use of the brilliant IT / Web tips and tools you introduced us to. As you know……I work closely with many businesses in a coaching capacity and it would be completely remiss of me not to share your ideas and strategies with them.

Ian Macdonald - Ignite Scotland Ltd

You provided the group with a wealth of ideas, techniques and practices to achieve greatly improved sales. The group greatly enjoyed the humour that threaded its way throughout your presentation without allowing this to turn the morning solely into entertainment. The focus on attitude and attributes of sales people, both in recruitment and ongoing performance was ideal for our group Keith Millard, Chairman—The Executive Council More people have commented on how much they enjoyed and learned from your session than we have had from any other speaker Ken Gaylard, Managing Director—Hoseasons Holidays After many years in the sales industry, it has been highly refreshing to find a professional who can rekindle the fire in our sales force. Frank's professionalism and knowledge of sales in my opinion cannot be equalled and since his motivational talk, there has been a dramatic increase in our sales figures.

Stuart Thomson, MD of PIC, Dubai The highlight of the Infinity Financial Solutions January 2007 Sales Conference in Phuket was unquestionably the session delivered by Frank Furness. Our consultants have been buzzing since this session - as well as a vastly improved sense of team spirit, individuals have adopted a 'back to basics' approach that I am sure will deliver rewards immediately. We can't wait to book Frank again for the next conference and look forward to getting even more value.

Ben Bennett - Director, Infinity Financial Solutions Asia.

I found your talk full of practical exciting ideas delivered with infectious enthusiasm.

Everyone present must have been able to go out and increase their sales - provided they acted on something you said Carl French - Events Director, Institute of Directors Hertfordshire

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Frank Furness injects his presentations with a genuine passion for the subject bringing his message to life with real world examples drawing from Blue Chip Businesses he has helped to grow. Never boring and always informative, Frank is one of the best speakers I have seen in a long time. Highly recommended.

Sean Farnell, Burgis & Bullock Chartered Accountants

"I thought that your talk at our Management Conference at Twickenham Stadium was absolutely tremendous."

Jeff Travis, Chief Executive, Life Insurance Association, UK

Frank has made many excellent presentations for the Watford Chamber of Commerce over the years, but his latest 'Sales and Technology, the Vital Connection' was probably his best to date..In his presentation, Frank, who spoke to a packed house, went on to explain the latest technology, gadgetry and software that can enhance any business, save time for busy executives and increase sales. His presentation was full of personal stories and anecdotes and delivered in a style that everyone could understand. This presentation is a must for all businesses who wish to increase sales and keep one step ahead of the competition.

Roger Gagan, Chairman Watford Chamber of Commerce.

"I would highly recommend him to any organisation that wants to bring a higher degree of professionalism and quality to their company."

Martin Young, Chief Executive Officer, Meyado International, Europe A brilliantly, timely, insightful and informative event which I thoroughly enjoyed.

Frank, you were a runaway success with the athletes, integrating humour into your training and delivering this with enthusiasm in abundance. The athletes beamed with confidence and enthusiasm after your session, confident to communicate with the youth and upcoming athletes of the future.

Laura Walkerden, Manager - Sporting Champions.

I write to thank you for a wonderful afternoon when you spoke to my sales team and myself at Jazira Beach Resort, Abu Dhabi, United Arab Emirates. We found it to be both a motivating and stimulating discussion. I believe each of us has gained something of value from your efforts that particular afternoon which has helped to strengthen our company."

Alan H. Errington, Managing Director, ICB, Abu Dhabi.

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This was one of the most enjoyable and informative training days that I have ever been to. During the meeting you said that you don't 'hang around' negative people because they will bring you down, so after meeting you yesterday I know that all your friends must be positive people. Tom Kelly - E-Bisprint, Australia

"Just a quick note to thank you for running such an inspirational course last month.

Having done parts of it before, this time it seemed to have far more impact. I must put this down to your delivery, enthusiasm and the way you focussed a collection of individuals. Those two days have resulted in the following two weeks being the happiest of this year."

Andy Simmons, Regional Sales Consultant, Skandia Life, Manchester, UK

"I thought I would just take this opportunity of writing to tell you I felt the course run last week was absolutely first class. As you can appreciate I have attended many many courses over the last 20 years, however I do not believe I have attended such a compact course which offered so much value."

Findlay Wallace, Sales Manager, Clerical Medical, UK

"I would like to say once again how much all my broker field staff, and I enjoyed the training programme that you put together for us so professionally. They have been very sceptical about outside training agencies, and viewed them with suspicion in the past. Your relaxed and friendly style very quickly made them feel comfortable, and I was particularly pleased with the way that you made everyone participate, yet at the same time, you made no individual feel uneasy or self conscious."

David Epps, Sales Development Manager, Permanent Insurance Company, UK

"The seminar was professionally constructed and Frank's persona brought the whole process of business psychology, sales techniques and team building alive."

John Rees

"The course was well paced, not too fast or slow with just the right number of breaks.

The information served as a very useful reminder and all consultants would find the course invaluable. Frank Furness' enthusiasm is very apparent and what I enjoyed most about the course is that it is specifically targeted to my job, not a generic sales course."

Alan Smith, Standard Life, London

Frank Furness

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