1	Integrated High Performance Agency Testimonials References Guzzardo22@charter.net (770) 474-1889
2	Partnering for Quantum Growth Tom Guzzardo Tom Guzzardo has helped hundreds of Financial Advisors and General Managers to move to their next level of excellence. As a professional speaker, business coach and practice productivity coach, Tom is in demand. His training, speaking and coaching compels breakthroughs in his client’s business and personal lives. Recognized by CNN News for his innovative work, leadership and sales coaching, Tom delivers. With more than 15 years of partnering with his clients in the insurance and Financial Service Industry, Tom customizes programs for Financial Planners, General Agents, Regional Vice Presidents and Home Offices. Tom and his associates embody Partner Leadership Skills. They empower you to create a “living partnership” with your employees, clients and vendors. This partnership brings connectedness and creativity to your company, associates an your profits. Regardless of the size of your firm, Tom Guzzardo gets results. He has worked on a one-on-one-basis and in group coaching and training programs for AT&T, Delta Airlines, Bank of America (NationsBank), Northwestern Mutual, American Express, New York Life and MetLife. Tom is a member of the National Speakers Association and the American Society for Training and Development. Tom’s father was a General Agent with MetLife. Tom received an M.A. in counseling from Illinois State in 1974. A trained psychotherapist and ordained minister, he works with “the whole person concept” and works with values oriented, faith based companies. Tom’s business development audiocassette program “Grow Your Business or Go Out of Business” has been widely acclaimed in the U.S., Canada and Australia as an innovative program giving practical strategies for quantum business growth and partner leadership. Tom has co-authored the books “Wholehearted Success” and “Success is a Team Effort, “ teaming with several of the world’s top trainers and productivity specialists to offer the latest practical ideas on how to be successful in business, life and relationships. Tom provides a faith-oriented process to help create clarity, focus and power in your business and personal life, while also offering a practical process for developing the necessary vision to help grow your business to the next level. Tom is also featured alongside such world renown names as Stephen Covey, mark Victor Hansen, Les Brown, Brian Tracy, Bruce Jenner and Wally “Famous” Amos in an upcoming edition of the “Mission Possible!”series, a six volume series featuring tales of great American success stories and the people who have made them possible.
3	Letter from MetLife Sr. Consultant MetLife Individual Business Richard C Keating, Senior Consultant Ph 201-761-4813, Fx 201-761-4808, rkeating@metlife.com April 29, 2003 To: Tom Guzzardo, Guzzardo Leadership Group From: Richard C. Keating MetLife Senior Consultant Tom, I hope this note finds you well. To this note, I have attached a copy of an article that appeared in the May 2002 issue of Fortune Magazine. The article should be of particular interest to you as it cites some of the demonstrable results of a program that you were directly involved in while working with MetLife; The Practice Development Program. Your expertise, guidance and collaborative effort on implementing this program were outstanding and very much appreciated. These talents, coupled with your active participation in coaching efforts, has afforded me the luxury of directing a successful program that drives results at multiple levels. I have full confidence that the program will continue to thrive and help our sales force concentrate on developing relationships, developing creative solutions and closing more sales. Thank you for all of your support and feel free to contact me should you need anything. Sincerely; Richard C. Keating Senior Consultant ASK ANNIE Annie Weighs In On Executive Coaching “Richard Keating and Aaron Becker at Metropolitan Life Financial Services… (on) whether executive coaching pays off in real dollars and cents, and Metropolitan's experience strongly suggests that it does. The company put part of its retail sales force through an intensive coaching program, and afterward found that productivity among those salespeople increased by an average of 35%, while 78% of the sales reps embarked on the pursuit of a new license or professional designation, and 50% identified new markets to develop. Perhaps most important, Metropolitan has retained all of the salespeople who had the coaching--a big deal, since industry statistics show that each rep who leaves a company with three years' experience costs $140,000 to replace. In all, Keating writes, the program, which cost about $620,000, delivered $3.2 million in measurable gains.” FORTUNE MAGAZINE Monday, May 13, 2002 By Anne Fisher
4	BUSINESS BREAKTHROUGH COACHING (One-on-One Intensive Business Consulting for Top Producers) PURPOSE Program designed for advisors: $50 - 250K Total Commissions /fees (5 - 20 years exp.) · Provide prospecting and marketing tools to increase sales activity in your most profitable markets · Provide breakthrough coaching to consistently prospect, get quality referrals, and increase your sales to the next level · Create quantum growth in sales through smart marketing, time management and office systems ADVISOR NEEDS · Identify and improve the eight performance areas that increase your sales and business profits · Build your marketing action plan to get regular referrals and personal introductions · Build your business plan, weekly action plan, and office work systems to run your business like a business · Expand your staff’s role and function in your daily sales and marketing and reduce your administrative service time · Create and execute your ideal week and month, living your highest values and getting top results with your sales METHOD · Four meetings over one year period: intensive sales, marketing and business workshops · Individual business coaching for fast sales increases. Fine tune your business · Four 1 day sessions (1 per quarter) · Four 4 hour sales & marketing training workshops plus ongoing telephone coaching and support · Monthly telephone follow up coaching sessions · Training materials: sales and marketing training notebook (150 page training manual with customized tools) RESULTS · Grow your sales and business profits to the next level. Increase total commissions /fees 50 - 100% · Increase sales in profitable markets: sell more high net worth clients and expand fee-based business · Create more time to sell and market by reducing service and administrative interruptions · Grow your business to the next level by creating inner focus, drive and consistent prospecting · Achieve your true sales potential by changing your habits and limiting beliefs · Consistently open new cases through solid referrals and personal introductions
5	CEO BUSINESS COACHING (One-on-one Consulting for Agency Managers) PURPOSE To provide business consulting and coaching to: Assess your strengths, weaknesses and agency growth potential. Streamline your business plan, marketing activities and recruiting to the next level. Polish your systems for recruiting, training, selling, supervision/coaching, and marketing, operations Expand your productive time to do your most revenue producing activities through effective business systems, staffing, and time mastery strategies Create balanced living programs for increased play, productivity, power and personal satisfaction Individual Coaching Designed for Agencies: 2.0 million or more total sales revenue, Managing Director with 5-20 years experience or more YOU WILL DISCOVER: The four performance areas that limit your agency sales, marketing, recruiting and personal growth Ways to better implement your business plan, weekly and monthly action plan and accountability to run your business like a business How to plan and implement your recruiting action plan using the systems and tools designed to help you regularly recruit top quality people into your organization How to polish office systems and build a recruiting support team to increase your productivity and hit agency growth goals Areas in your business and personal life where you are “stuck.” We will coach you to change your limiting beliefs and habits to create breakthroughs in recruiting, marketing, coaching and productivity METHOD Length of program 12 months (4 half day individual consulting sessions at agency manager’s office with agency manager and staff) Face-to-face sessions are scheduled approximately every 10 weeks Regular 30-minute teleconferences creating follow up and accountability. Assessment and testing: know your unique personal and business strengths and weaknesses Marketing and administrative training with your staff. Coaching in your office helping you and your staff implement your goals, systems and special projects to grow your agency and yourself to the next level. BENEFITS Consistently recruit top quality people into your high performance culture Do what you do best to grow your agency as staff and business systems work efficiently to leverage your time Grow your agency to the next level with business and recruiting systems Reduced frustration and business stress through better staff productivity, teamwork and business systems Increase personal satisfaction, focus and power as you execute your balanced living action plan Get more done in less time through time mastery strategies, increased focus and personal power
6	COURT OF TABLE SALES/MARKETING GROUP (Group Business Coaching for Financial Advisors) PURPOSE Group designed for financial advisors: $50 - 250K Total Commissions /fees (5 - 20 years experience) · Provide prospecting and marketing tools to increase sales activity in your most profitable markets · Provide breakthrough business coaching to consistently prospect, get quality referrals, and increase your sales to the next level · Create quantum growth in sales through smart marketing, time management and office systems ADVISOR NEEDS · Identify and improve the five business growth areas that increase your sales and business profits · Build your marketing action plan to get regular referrals and personal introductions · Build your business plan, weekly action plan, and office work systems to run your business like a business · Expand your staff’s role and function in your daily sales and marketing and reduce your administrative service time · Create and execute your ideal week and month, living your highest values and getting top results with your sales METHOD · Four meetings over one year period: Intensive sales, marketing and business workshops · Individual business coaching for fast sales increases: Fine tune your business · Four 1-day sessions (1 per quarter) of sales and marketing training and individual coaching · Ongoing telephone coaching and support · Training materials: sales and marketing training notebook (150 page training manual with customized tools) RESULTS · Grow your sales and business profits to the next level: Increase total commissions /fees 20 - 50% · Increase sales in profitable markets: Sell more high net worth clients and expand fee-based business · Create more time to sell and market by reducing service and administrative interruptions · Grow your business to the next level by creating inner focus, drive and consistent prospecting · Achieve your true sales potential by changing your habits and limiting beliefs · Consistently open new cases through solid referrals and personal introductions · Create greater life balance and personal satisfaction
7	MDRT COACHING GROUP Hit MDRT Production Levels!
8	Management Testimonials Tom Guzzardo and the Guzzardo Leadership Group coaches were a big part of helping us achieve Chairman Counsel Production in 2002 and 2003. We were the number five agency in the Metlife Companies in 2003 and we had a great year as Tom coached myself and a number of our managers. Tom Guzzardo and his coaches were very effective in training and coaching our second line manager and helping us hit our recruiting objective. Tom is very effective at helping us at recruiting experienced producers. The training programs, tools, and systems are practical and easy to use. He really helped us hit and exceed our production goals. The Guzzardo Leadership Coaching Program helped us set up clear monthly objectives, weekly objectives, and set up an ideal calendar and stick to it. They helped us to implement as execute our action plans and get top sales and recruiting results. They are very persistent in their follow-up an support. Through their coaching and training they help you to change your habits and do more of the key activities that really grow your firm. I highly recommend Tom Guzzardo and his programs. Scott Phillips, MetLife, Lithicum MD
9	Management Testimonials Guzzardo Leadership Group has a unique and powerful approach to sales management training and consulting. They do customized programs for each manager and agency based on the needs and challenges of the manager and the agency. Tom Guzzardo and his senior consultants do frequent follow-up and provide support and accountability. They have helped our managers to hit or exceed in our production and recruiting goals last year. They have worked close with our three (3) managing directors in helping us to effectively coach our intermediate and experienced producers. The Guzzardo Leadership Group management training system and tools are result oriented and field-tested. These systems and tools really work. We are currently having our best year ever. We attribute much of our strong production and recruiting results to Tom Guzzardo and his training and support. Using his customized tools we have been very effective in coaching our second line managers. Their recruiting efforts have have been excellent. I strongly recommended the Guzzardo Leadership Group’s program and tools to any agency seeking a breakthrough un sales and recruiting results. Linn Allen, MD Metlife Alabama-Mississippi Agency
10	Management Testimonials Tom Guzzardo and his business management coaching have helped me be more effective in my time and my ability to get strong results. He taught me to leverage my time and work through others to get way more done and to do more of the truly important revenue producing activities. I am able to delegate more effectively, execute my priorities, and get more done in less time. My production is up 15% over prior years and we are very pleased about this. My experienced and inexperienced representatives are way more productive because of the coaching tools and systems that Tom has trained us on. Our producers now get more personal introductions and personal recommendations. They have built their skills as we are using the tools and the systems that the Guzzardo leadership Group has trained us on. They are building strong client centers of influence (COI) and going deeper in their target markets. These tools and the coaching is practical, hard hitting, and result oriented. The Guzzardo Coaching System has helped me achieve better results in recruiting as I do life balance. I have quality time with my family, my kids and more peace of mind. I am more focused and I get more done in less time but I am spending quality tine with my wife and my children. If you want to increase your recruiting, your life balance, and your sales results through other individuals, through managing systems effectively, you want to use Tom Guzzardo. His systems are customized and tailored for you, your needs, and your firm’s needs. He partners with you, you get strong results, he knows you as an individual and his systems really work. Danny Noles, Metlife, Huntsville Alabama
11	MANAGER REFERENCES
12	Met Life References
13	Guzzardo Leadership Group Partial Client List
14	Guzzardo Leadership Group Partial Client List
15	Guzzardo Leadership Group Partial Client List
16	Assess Your Business Potential Are you ready to take your business to the next level? Would you like to experience geometric sales growth? Take five minutes and check the appropriate blanks on this questionnaire that follows. By so doing you will bring into focus some important issues that will affect your present and future business success significantly. YES NO CLEAR BUSINESS GAME PLAN AND GOALS Have you have a clear two year strategic plan for your agency? ___ ____ Do you have a Clear one-year business game plan? ___ ____ Do you have clear one month goals? ___ ____ Do you have clear one year personal goals? ___ ____ Do you track and monitor your sales, marketing, recruiting, service activity and results? ___ ____ Do you have monthly action plan for sales, recruiting, marketing, staff? ___ ____ 7. Do you review your goals once a month and evaluate your progress? ___ ____ II. MARKETING Do you have a one year marketing action plan that positions your agency? ____ ____ Do you have three effective ways to market agency each month, I.e. Professional Centers, of Influence, Seminars, Speaking, Telemarketing, Networking? ____ ____ Do you consistently ask nominators for referrals each week? ____ ____ Do you effectively use your database in your marketing efforts? ____ ____ Have you defined your marketing gifts and built that into your marketing action plan ____ ____ Do you regularly build Professional Centers of Influence (Partnerships-relationships) to build your marketing efforts? ____ ____ Do you open enough new recruiting interviews each week? ____ ____
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18	Assess Your Business Potential V. OFFICE STAFF AND SYSTEMS Do you have the right people in the right positions?_____ _____ Do you have a training program for your staff? _____ _____ Does your staff effectively handle service and administrative tasks and problems? _____ _____ Do you have good teamwork and communication in your agency? _____ _____ Do you have weekly staff meeting and clear weekly priorities? _____ _____ Does your staff assist you in leveraging your time to market, recruit and develop your best producers? _____ _____ Do you delegate effectively giving both the responsibility and authority to execute tasks? _____ _____ Are your procedures effective for recruiting, service, underwriting, and marketing? _____ _____ Do you have a messy desk? Do you lose things? _____ _____ Do you follow up systematically on delegated items? _____ _____ EXECUTION/TIME MANAGEMENT Do you plan and control a day? _____ _____ Do you plan and control a week? _____ _____ Have you set up an ideal weekly schedule? _____ _____ Do you plan your monthly schedule and activities? _____ _____ Do service interruptions keep you from selling and money making activities? _____ _____ Do you have problems focusing and getting your key priorities done daily? _____ _____ Are you spending your time on activities that really grow your business and build relationships? _____ _____ .
19	Assess Your Business Potential VII. LIFE BALANCE/PERSONAL SUCCESS HABITS Do you get enough exercise? ____ _____ Do you successfully deal with burnout stress? Do you have good stress management strategies? ____ _____ Do you have good eating habits? ____ _____ Do you spend enough time with recreation, relaxation and play? ____ _____ Do you spend enough time on your spiritual growth? _____ _____ Do you have enough quality time with your spouse and children? _____ _____ Are you experiencing a high level of joy, fulfillment and personal satisfaction? _____ _____ VIII. LIFE BALANCE/PERSONAL SUCCESS HABITS Do you have a clear sense of your personal vision and values? _____ _____ Do you have a clear business mission statement? _____ _____ Do you have three ways of addressing procrastination? _____ _____ Fear of Failure (Feel tense, driven, worry a lot)? _____ _____ Fear of Success (Feel of next level of success, the unknown)? _____ _____ Stuck in a comfort zone? _____ _____ Have a problem staying focused? _____ _____ Are you too self-critical? Perfectionist? _____ _____
20	Assess Your Business Potential PATTERN/HABITS TO CHANGE Instructions: check the following items applicable
21	Assess Your Business Potential PATTERN/HABITS TO CHANGE Instructions: Check the following items applicable