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PDS is a 21st-century, country-specific producer development series designed to provide the knowledge, skills, and tools needed for success at every step in a producer’s career development.

Whether you call them agents, sales representatives, or financial advisors, the truth is that in today’s (and tomorrow’s) increasingly competitive financial services environment, producers are under increasing pressure. Regardless of the stage of their development, they are expected to increase sales and close them faster amidst changing products, competitors, and market conditions.

In this environment, one of the keys to improved retention, productivity, and profitability is not only getting new producers off to a fast, productive start but also providing the knowledge and skills needed to support ongoing professional development. The Producer Development Series was designed to do this and more.

PDS is a skills-based, performance improvement program made up of three stages:

  • The first stage provides the fundamental knowledge and skills new producers need during their first year of business.
  • The second stage is designed to support the continuing professional development of career producers in their second or third year, providing the competencies required to expand their client base and sales using needs-based selling.
  • The third stage provides experienced producers with the knowledge and skills needed to successfully move into financial planning.

Producer Development Series - Stage 1

Producer Development Series (PDS) 101 - How to Sell in the New Financial Services World (3-Day)

In this fundamental course, producers learn the art of selling a product. Many people fail in this industry because they have never been taught or never mastered the simple process of selling something to someone. Course 101 treats the process as a step-by-step progression from getting the prospect to getting the sale.

Available in English, Bahasa Indonsia, Simplified Chinese, Traditional Chinese, Thai and Vietnamese. 

Producer Development Series (PDS) 102 - How to Manage Your Business as a Producer (3-Day)

This course helps the producer realize that they are the manager of their own business and how well that business is run will determine their ultimate success or failure. The majority of producers have never been in management and find this element of the career most challenging. Course 102 includes skills in organization, basic business finances, marketing, and creativity among its 19 sessions.

Available in English, Greek, Bahasa Indonesia, Simplified Chinese, Traditional Chinese, and Thai.

Producer Development Series (PDS) 103 - How to Target and Penetrate Markets (3-Day)

This course is excellent for producers who have the fundamentals and are looking to break into the next stage. Student will learn how to capitalize on the highly successful business technique of targeting markets. They are led through the process of identifying lucrative markets, building a plan to penetrate them, and developing effective interpersonal skills to best relate to the markets.

Available in English, Bahasa Indonesia, Simplified Chinese, Traditional Chinese, and Thai.

Producer Development Series - Stage 2

Producer Development Series (PDS) 201 - Creating Clients: Moving From Sales to Market Development (3-Day)

This course offers an advanced level of target marketing. Producers are forced to look at their business three years into the future and find ways to maximize productivity and develop clients effectively.

Available in English, Greek, Spanish, and Romanian. 

Producer Development Series (PDS) 202 - Managing Your Business as a Professional (3-Day)

This course is an advanced level program in practice management. Producers begin to consider their business as a professional practice and learn advanced financial matters such as profitability and cost-benefit analysis. They will also learn how to manage change, how to make effective use of technology, and how to get cooperation from key individuals who can cause their business to grow.

Available in English, Greek, Spanish, and Romanian. 

Producer Development Series (PDS) 203 - Building Relationships for Professional Growth (3-Day)

This advanced course in personal relations helps producers gain insight into their own work style profile. Understanding their own personalities enable them to better relate to associates, clients, friends, and family. Team workshops concentrate on challenging areas such as influencing others, negotiating, conflict resolution, and ethics. This course focuses  on new markets preparing students to possibly become full service financial advisors.

Available in English, Greek, Spanish, and Romanian. 

Producer Development Series - Stage 3

Producer Development Series (PDS) 301 - Financial Advisor Skills Training (5-Day)

This course teaches the fundamentals of advising clients in the world of total financial services. It dissects the entire financial planning process and provides skills in such key areas as finding and approaching prospects in the high net worth market and conducting an in-depth fact finding interview. Producers learn how to accurately match products with the needs of clients and motivate them to take action now. The course emphasizes good follow-up service, creating long-term trust in relationships, and doing business ethically and in compliance with any country’s government regulations.

Available in English, Simplified Chinese, Traditional Chinese, Spanish, and Thai.

Producer Development Series (PDS) 302 - Improving Your Effectiveness as a Financial Advisor (3-Day)

This course goes beyond the fundamental nature of FAST, broadens the producer’s knowledge and skills in key areas, and has the producer look inwardly at him or herself to improve effectiveness. Students improve their ability to communicate, expand influence in the affluent markets, and learn how to manage stress. They develop skills in adding staff and delegating work to others as their business grows. They learn key practice management skills for success such as time management, keeping important client records, using new technology, and building a team of specialists. Preparing advisors for future advancement, this course covers the fundamentals of planning for business owners.

Available in English.

Producer Development Series (PDS) 303 - Business Growth for the Financial Advisor (3-Day)

This course rounds out the 300 series by giving the producer advanced financial advisor skills in the business owner markets. Students are introduced to a special fact finding tool for use with business clients that will capture key information and provide for the best analysis of needs. Advisors will learn skills in developing solutions for business owners, presenting solutions and closing, and giving good follow-up service to solidify the relationship and lead to more business. The concept of the financial seminar is introduced and students will gain practice in actually conducting effective seminars. The course builds upon the course 302 skills of delegation and trains students to build a more effective staff. Preparing for the future, advisors are introduced to the subject of succession planning – both for themselves and the business owner client.

Available in English.