Leveraging OMS Insights

Facilitator - Equitable NSM

Transcript

1. Equitable
2. 2 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only USING BEHAVIORAL INSIGHTS TO OPTIMIZE EXTERNAL/INTERNAL WHOLESALER RELATIONSHIPS Tim Jaeger Trent Smock
3. Equitable Session Overview • A strong productive relationship with your internal is critical to efficiently running your business to increase sales. • This session will teach RVPs how to use behavioral insights to lead and leverage the unique strengths of their internal partners. • You’ll leave the session with specific insights and actions that will make your partnership more productive and produce more sales. 3 | IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only
4. Equitable Session Objectives • Learn how your behavior impacts the performance of the partnership. • Learn the strengths and differences in your personalities. • Optimize roles and responsibilities. • Learn to coach to and leverage the strengths of your Internal. • Improve your communication and interaction to achieve an even better partnership. • Turn these insights into an even better operating plan that increase sales. 4 | IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only
5. Equitable Deliverables 1. Pre-session Exercise 2. You Side-by-Side Behavioral Profiles (OMS Graphs) 3. Your Individual OMS Summary Reports 4. OMS Cheat Sheet for Reference 5. ADD, DROP, KEEP Worksheet 6. Bonus 5 | IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only
6. 6 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only Synergies and Differences • Communication. o Synergies are result of clearly communicated expectations o Conflicts are a result of unmet expectations, NOT clearly communicated • Responsibilities. o Clearly defined and agreed to actions • Accountability. o Agreed to Business Processes
7. 7 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only “Assertiveness” • Driving vs. Accommodating. • Applies to who is leading the Direction, Responsibilities and Accountability in the partnership. “Sociability” • Communication and Interaction • Applies to how candid and honest you feel speaking with one another. “Patience” • Initiative and Process. • Applies to the sense of urgency in the relationship and how much process you have in running your business. 7 | Synergies and Differences “Discipline” • Organization and Follow Up. • Applies to who does what and how much attention to detail and structure you have in your business. “Emotional Impact” • Feel vs. Logic. • Applies to how you make decisions and interact with people.
8. 8 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only A = “Assertiveness” Synergy or Difference? Driving vs. Accommodating Directing, Responsibilities and Accountability
9. 9 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only S = “Sociability” Communication and Interaction. Candor and Honesty 9 | Synergy or Difference?
10. 10 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only P = “Patience” Initiative, Process, and Urgency 10 | Synergy or Difference?
11. 11 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only D = “Discipline” Organization and Follow Up Structure and Attention to Detail Synergy or Difference?
12. 12 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only D = “Discipline” Organization and Follow Up Structure and Attention to Detail Synergy or Difference?
13. 13 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only E = “Emotional Impact” Feel vs. Logic Deciding and Interacting
14. 14 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only Do’s and Don’ts. DO’S: 1. Be aware how your style impacts others 2. Understand their “motivating needs” 3. Encourage, Support, and Trust each other DONT’S: 1. Judge 2. Assume 3. Do business as usual - take your interaction to the next level
15. 15 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only ADD DROP KEEP What will you start doing or do differently because of this session? What will you stop doing or eliminate because of this session? What will you leverage or do more of because of this session?
16. 16 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only Bonus How people make decisions?
17. 17 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only Would It Be Helpful To Know How People Make Decisions? “How To Enter The Conversation In Your Prospects Mind.” People Frist | Trent Smock | trentsmock@peoplefirst.co | 602.359.2685 Think Of Your Best Prospect And Check Each Box That Applies: I’m cautious, risk averse I’m cooperative I want others involved Likable, approachable and open Defer to others I want what’s best for everyone Speaks of “us” and “we” Patient Clear I’m the decision maker I take risk I’m not afraid Immediately take charge Get right down to business Controls the conversation Tells you what to do Moves quickly Speaks quickly Wants answers now Answer my questions directly Tell me what I need to know I’m open, friendly and social I talk and share a lot I want you to like me I’m approachable Positive I like you I want to know what others do I will include others I take time to think and process information I’m not a risk taker I won’t be pressured I want to see the numbers Appear indecisive I take time to make a decision I want to gather consensus I’m risk averse Stoic Hard to get to know Slow to open up I ask a lot of questions I request more information
18. 18 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only People Frist | Trent Smock | trentsmock@peoplefirst.co | 602.359.2685
19. Equitable Next Steps
20. 20 | Owning our future IU-2875822 12/19 (Exp. 12/21) For AXA Distributors, LLC Internal Use Only