3rd Annual ‘Questions from Hellyer’
Big questions for MPs on ensembles, recruiting, margin and firm structure. Don’t let yourself answer “somewhere in between.”
Advisor Development · Sales Leadership for Northwestern Mutual
Think differently. Act purposefully. Execute consistently.
Field Productivity Partners helps Northwestern Mutual field leaders and financial advisors, across all ages and stages, drive productive and profitable businesses.
Stephen J. Frankl
CLU, ChFC · Founder, Field Productivity Partners
35 yrsProfessional life dedicated to Northwestern Mutual
- 1991joined Northwestern Mutual as a College Agent, then full-time advisor
- 2000Home Office Executive, always focused on Products, Planning and Practice Management
- 2021began Frankl Consulting and Field Productivity Partners, working directly with the NM distribution system
Who I work with
Across all ages and stages — from Interns to Ensembles
Managing Partners & Network Office leaders
Planning workshops, strategic questions and fresh thinking on firm structure, ensembles, recruiting and growth.
Emerging leaders & mentors
GDDs and leaders beginning their journey: the Mentor Mindset, feedback that sticks and tools like the After Action Review.
New advisors & interns
The Art of Sales in the planning process. Simple approach language, a more educational fact-finder and an uncomplicated PX.
Veteran advisors, ensembles & study groups
An active participant who brings context and ideas from other advisors and firms to the issues and opportunities in front of you.
The approach
How I think about development — three habits that change trajectories
Engaging advisors and leaders in new and compelling ways drives them to think differently, act purposefully and execute consistently to change their growth trajectory.
01
Think differently
Invert the problem. Shorten the timeline. Use constraints to force better decisions about what to do, and what to stop doing.
Constraints drive creativity!— Driving FPP #29
02
Act purposefully
Experts are built through deliberate practice: specific goals, honest self-assessment, feedback, and doing it again.
If they’re there to grow, help them be deliberate, not just a passive participant.— Driving FPP #21
03
Execute consistently
Simplify, simplify, simplify. Keep the most important thing the most important thing, then rinse and repeat every day.
The most impact you can have on your success is to START!— Driving FPP #16
Services
Ways we can work together — individual projects, or creating leverage to your business as an ongoing development partner
New Advisor Development
Productivity and retention through skill building and language development, with Granum as the foundation, all in the context of the Art of Sales.
Learn more →GDD/CUD Leadership Development
Developing your talent multipliers with a mentor-mindset framework that impacts their effectiveness as a leader and as an advisor.
Learn more →Mid-Career Growth
Practice Management beyond Granum: a more substantial business plan, bigger thinking, and better leverage of people and systems.
Learn more →Career Advisors
Maximizing business value for the ultimate retirement, sale, or partnership buy-out.
Learn more →Great advisors help people match their actions to their values!
Driving FPP
Latest thinking — leadership and sales ideas
Ideas on advisor and leader development, drawn from the field and from the books Steve is reading. Use any of it as your own.
Simplify Early Planning
Pulling together 29 editions into one simple, integrated conversation for newer representatives and their younger prospects.
Constraints drive Creativity
What would you need to do today to reach your 10-year vision in 3 years? 1 year (gulp!)? Using constraints to sharpen planning and selling.
If you need fresh thinking for your advisors and leaders, let’s have a conversation.
Start with a 15-minute call about where your office is headed and what is standing in the way.