Wayne Cotton, CLU
Cotton Systems Ltd.

Wayne Cotton is an advisor growth expert who has the credibility to go along with his advice. He was a member of the Million Dollar Round Table, Court of the Table or Top of the Table for 21 of his 28 years as a financial advisor.

Wayne has given over 1,000 industry talks and workshops covering Canada, the USA and 16 countries worldwide. He has given two main platform presentations at Million Dollar Round Table annual meetings.

This man is known for his uncommon common sense. He has helped thousands of financial advisors succeed through the use of his proven principles, processes and systems. He has a track record of developing first and second year MDRT members.

Wayne heads Cotton Systems Ltd, an organization that develops client acquisition systems for financial advisors, but also recruiting, selection and retention systems for field leaders and mentors.

Presentation Outline

Principles of Growth
The biggest reason for failure of new advisors and mediocrity amongst so many who survive is he “Monkey Jungle” of our created by our industry. Your chances for success are severely choked by most of the industry accepted methods of getting new people off the ground.

Wayne will show you the "paved pathway" out of the Monkey Jungle. He will define the five essential Principles of Growth that are necessary for you to achieve consistently higher levels of growth. They apply to new, developing, and established advisors who want to achieve extraordinary results through mature simplicity.

Wayne will outline the core principles that he uses to help new advisors achieve MDRT by year two, Court of the Table by year five and Top of the Table by year ten. Attendees will receive follow-up information from Wayne.

Right New Clients
Building a clientele is your number one priority. Wayne will discuss the Competency Ladder and the value of choosing to be a strategist, not an opportunist when acquiring new clients.

To develop success quickly, you must focus your energy on prospective clients that fit the ideal profile where you have competence, confidence and can get consistency in results.

Marketing is the combination of everything you do to establish an adequate and consistent flow of new prospective clients that fit your Best Case Scenario.

If you are great at marketing you prosper. If you are lousy, you suffer. Marketing is the key to business success.

Wayne will discuss the two major types of marketing and will focus on Precision Marketing as the ideal approach to building a great clientele.

Client Acquisition Process
Process converts chaos to clarity. You must turn problems into processes to leverage your performance capability. By mastering process, you can accomplish far more than you thought possible.

You don't need six or eight different ways to accomplish each task. You need one that works! Wayne calls that one the Model Method.

There are ten major steps in the sales process. Five relate to client acquisition and five to client development.

Wayne will focus on the five step process for client acquisition. Mastery of this process allows you to find and select the right new clients every time...not every fifth time.

Wayne will demonstrate at least two of the five steps. This is where you discover that "the system is the solution".