Field Productivity Partners Advisor Development · Sales Leadership

Driving FPP · Issue #7

Teach to the Problem, not the Tools

Elon Musk on teaching the problem, not the tools, and why office training should be an engaging problem-solving session, not a topic presentation.

By 2 min read

How often do you participate in a training that is teaching to a product, to a tool, or to a concept, but the learning doesn’t actually deliver on HOW to utilize the product/tool/concept to move a client to action or grow your business?

Take a moment and listen to the short YouTube clip attached below from an interview with Elon Musk at the Milken Institute last week. He articulates a great philosophy (which I share) on how to make learning engaging...After listening, tee it up again, but substitute the following:

  • Car Engine = Acquiring a new client
  • Screwdriver = Fact Finder
  • Wrench = PX plan
  • Hoist/pulley = advisor staffing or Network Office FPS/SET resources

▶ Watch the clip (2 min): Elon Musk – “Teach the kids why it is important. Teach them about the problem.”

When you have training delivered in your office, how often is it a "topic presentation session" versus an interactive, engaging problem solving session?

Do you teach standalone Factfinding and PX sessions, or do you educate on how to acquire a valuable new client utilizing the FF and PX process together in a compelling way.

Do you teach ensembling or entity advisor contract sessions, or do you educate on how to grow a business of value and how these tools, utilized correctly, may create leverage in its attainment.

Like the screwdriver and wrench examples, these are all important tools, but their only real value is the way you use them together in the achievement of a defined outcome.

At FPP, we always begin building from First Principles ~ the end objective must be relevant and compelling for the learner to actively engage in a way that will help them understand and retain the information and, ultimately, change the trajectory of their growth and success!

Let me know if this is an interesting topic for your team ~ we both deliver compelling learning and help your team structure engaging development to increase the productivity, profitability and retention of your advisors!

I’ve been asked to add a number of CDO, CGO, and MDs to the distribution list over the past month - if you’d also like anyone from your team added so you don’t have to think about forwarding it in the future, please let me know!

Think Differently,

Steve