The Exit Planning Institute’s
COI/Mastermind Group 90-Day Training Program

To become the best you can be in your field of expertise, your success is highly dependent on the connections you make and the professional network you develop. As a participant in this highly interactive coaching program, you’ll learn communication skills and a refined system for engaging family members, friends, social acquaintances and other professionals to become enthusiastic advocates, helping to take your business to incredible heights.

During this unique 12-week program, top-rated speaker, trainer and coach, Sarano Kelley, will share a proven process for:

1. Identifying Centers of Influence (COIs) and developing productive and profitable relationships with them.
2. Organizing Mastermind Groups comprised of the best COI relationships.
3. Strengthening relationship with CEOs allowing you to outpace and outperform your competition.

I. CENTERS OF INFLUENCE
Who are COIs?
Centers of Influence (COIs) are professionals who are well established in the community, and understand the value of networking with other professionals from a variety of occupations, and with diverse expertise and experience. They are influential socially, politically and/or economically, and they are knowledgeable about the growth and transitions that are occurring within the community, in the lives of other COIs and the changes/challenges their clients.

How do I find COIs?
In the 90-Day training program, you’ll learn a step-by-step process for finding influential COIs and developing productive and profitable relationships with them. You’ll explore proven methodologies for getting clients on board so they are willing to connect you with their COIs. You’ll also learn the secret to having family, friends and social acquaintances introduce you to the COIs in their lives. Most importantly, you’ll learn how to determine if a COI is a good fit for your business objectives, and you for theirs.

How can I get COIs to refer business to me? We all love to get referrals, however many advisors find they give more than they get. In this dynamic training, you’ll learn a refined communication strategy for getting COIs interested and even excited about doing business with you. As you share your unique value proposition with them and lay out a well-designed plan for reciprocity, they’ll know up front what your expectations are of them and what they can expect from you. Additionally, you’ll explore techniques for learning why some still aren’t referring business to you, and how you can rectify the situation.

II. MASTER MIND GROUPS
What is a Mastermind Group?
The concept of Mastermind Groups was introduced by best-selling author Napoleon Hill in his book, Think and Grow Rich. In it he writes: “No two minds ever come together without thereby creating a third, invisible intangible force, which may be likened to a third mind [the master mind].”

The purpose of the Mastermind Group is to enhance life balance by setting personal and professional goals, and holding each other accountable for reaching them. Members of the group exchange practice management ideas and discuss what has worked for them and what hasn’t. Often the group will participate in joint ventures for business development purposes.

Who can join?
Mastermind Groups are composed of like-minded and influential COIs. They provide an environment where participants from a variety of occupations and with diverse expertise and experience come together to network and build a professional bond with each other. In this segment of the training, you’ll explore the benefits of creating Mastermind Groups and learn why these peer-to-peer mentoring groups have been organized throughout the United States with impressive results.

Are members expected to refer business to each other?
While referring business to each other is not a requirement, as members get to know each other, trust and respect develops. The giving and receiving then becomes a natural progression.

I don’t have the time or energy to develop a mastermind group.
In this highly interactive training, you’ll learn a step-by-step process for selecting COIs to join your group, how to get them to engage in the process, and the protocol for running a successful group –vision, mission, operating agreements and goals. Most importantly, you’ll learn strategies to ensure each member adds value to the group and reaps benefits from his/her participation.

III. CEO RELATIONSHIPS
Developing CEO relationships during these challenging times is difficult. Any suggestions?
COVID 19 has made face-to-face meetings difficult, if not impossible. Advisors need to reinvent themselves by learning how to effectively and professionally connect with clients and prospects using virtual communication. Along with teaching virtual communication techniques and skills, the Kelley Group will share information about the strategic alliances they have developed nationally acclaimed CEO groups. These groups offer a valuable introduction to CEOs and corporate leadership.

What do you mean by virtual communication?
Virtual communication is any type of communication that occurs when you’re unable to meet with someone in person. While the ability to see and hear one another in real time, such as on Zoom, Webinar Ninja or any other “live” devise is sometimes more effective, pre-recorded webinars, podcasts and social media posts or blogs are also a form of virtual communication.

How can I communicate virtually with CEOs and still sound professional?
I’m glad you asked, as this is where so many advisors lose ground. In this training, you’ll learn tactical skills and proven dialogues for communicating with CEOs and other professionals in a highly professional manner. Sarano also will share some innovative ways you can connect with CEOs who might otherwise have never come in contact with. Check out www.hnwtv.net to learn more.

THE 90-DAY GAME
COI/Mastermind Group 90-Day Training Program provides the architecture for pursuing a better you in your personal and professional lives. In only 90 days, you can achieve goals previously unattainable. As you learn the skills required to become master communicators, you will have prospects coming to your door asking to do business with you. As a thought leader among COIs and CEOs, you’ll find influential professionals eagerly asking to join your Mastermind Group. Consequently, your business will increase exponentially and your reputation for being one of the top exit-planning strategists in your marketplace will spread rapidly. The key elements of this program are accountability and statistical tracking making it a maverick of training programs.