Brian Burlacoff and Mark Coutts have helped thousands of financial advisors increase their sales using conceptual selling. They consistently receive top marks from audiences for their dynamic presentation and powerful ideas.
They are co-authors of the book "Catching Fire with Conceptual Selling". They are also active financial advisors themselves, with more than 30 years' combined industry experience and a thriving practice based in Toronto.
Mark and Brian have spoken across Canada, the US, the Caribbean and in Europe. They are the first advisors in the history of Sun Life Financial to speak on the Main Platform of the Million Dollar Round Table.
Brian is a multiple MDRT Top of the Table qualifier. His father, a 50-year veteran insurance advisor, is still active in the industry.
Mark is a multiple MDRT Court of the Table qualifier as well as a former award- winning broadcaster. His great-grandfather was an insurance advisor more than a century ago for the same company Mark works with today.
At this upbeat and practical session Brian and Mark share powerful sales concepts advisors can use immediately to improve results at every stage of the sales cycle.
Based on the theory of conceptual selling — promoting what a product does rather than what a product is – these simple yet effective ideas help advisors present insurance and investment solutions in ways clients can understand and appreciate.
Do you have a “personal brand”? How well does it stack up against your competitors? How memorable is the overall experience in the eyes of your clients?
Drawing on the proven systems used in their own financial planning practice, Brian and Mark show you ways to bond with clients by developing a client experience that is enticing, consistent and uniquely special. Learn not only how to attract new clients, but also how to keep existing ones.