The Mentoring System™

7/31/2019 The Mentoring System

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The Mentoring System

Why it works!

Legacy Training & Consultancy had been helping and partnering Sales

Advisers, particularly Life Insurance Financial Advisers for the last 7 years,

helping them achieve their peak performance in their work and life. People

who are demoralised regain their aspiration and dream for even more after

coming for our mentoring program. People who are lost find their direction

quickly and go on to perform like a superproducer! Indeed for all who

came for the right reasons, they know themselves better, crystallised their

goals, and go on to double their production, achieve company conventions,qualify for MDRT and more! Obviously they earn much more money as

well.

A good question here; how does all these happen? Why does it work for

them?

The purpose of this writeup is to examine the reasons why it works fothem? What works? What actually is the driving force behind all these

performances?

Before we go into the details, it is useful to note that Legacy conducts our

programs mainly through the following methods and resources, all

essential to our partners growth and productivity:

Group mentoring; Mentoring Facilitations Personal mentoring Workshops Seminars Legacy 7 Modules; specially for financial & sales advisors Books Articles writings Producer interviews


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Through these resources, the people learn, gain insights and inspiration,

increase their competencies through changing their perspectives andshifting their paradigms. Achieving their performance is the outcome of

going through 'The Mentoring System'.

Within the system and through the different methods, effective learning is

ensured through high impact learning, repetit ions, and on-going support

through the weeks and months, building up competencies consistently.

So, what's 'The Mentoring System'? And what's the other essentials that

were being delivered to help our partners and members achieve their

consistent high performances? The 5S explains:

The System The Strategy The Steps The Style The Synergy

The SystemThis consists of Leadership (The Person), Accountability, and Legacy

Strategy for Peak Performance. Each of these are key to the outcome of

the mentoring program.

The Person refers to the mentor, coach, facilitator. He must possess the

personal qualit ies conducive to the development and growth of the people

as he / she interacts with them. These qualit ies are within the person, and

it helps the people learn, first and foremost by being open and willing,

knowing that their performance and potential is the focus of the program.

The Person must be able to provide Insights, Inspiration, Care and

Compassion to the individual learners. This is the beginning of true

learning.


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Accountability is necessary especially in the sales arena. That's where sales

figures and all other important data are discussed and the individuals heldresponsible to make things happen. That this is done is important. But

probably more importantly is how it is carried out. Again, the person must

come in to have an effective accountability session.

Legacy Strategy for Peak Performance is the subject of the next point.

The StrategyThe Strategy consists of 7 Modules specially created for the Life Insurance

Financial Advisers. They are:

M1 - Mastering Sales Psychology& the Selling ProcessM2 - Financial Models, Sales Ideas & Selling Systems

M3 - Secrets of the SuperProducers

M4 - People Mastery& Influence

M5 - Developing your Innerman for Peak Performance

M6 - Power Principles, Winning Strategies for Successful SellingM7 - Inspiration

Details of each individual module can be found at another of our writ ings.

It is important to note that normally speaking, the writeup alone would not

be able to fully express the subtle differences as in the actual session eg.

workshop session. To experience one is definitely far more superior than

reading about it, though it is certainly useful also. Note also that due to the

extensiveness of the program, the individual would not normally cover

every aspect of it except for those essential to their immediate needs. We

have found out that they don't need 'everything' to be able to do a lot.That's good news indeed.

The StepsThis refers to the entire process that the individuals go through on a weekly

basis, either over a 10 week period or 40 week period. It is about


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administering the Strategy. It is through systematic teaching and learning

that will greatly benefit the people. For very small groups, it is common to

be even more strategic about the learning, looking to their individualneeds, doing deep planning and tailor-making the program whenever

possible. Tailor-making allows the need of the moment to be addressed,

which is crit ical if quick results are to be seen. To share key insights

necessary for true learning is a must to mastery of the Strategy. To have

the ability to integrate all knowledge and skills discussed in the different

sessions is the next step to the enhanced learning and growth of t he

people.

It is also important to know how the session is carried out, which isdiscussed next in the Style.

The StyleThis is where and how true learning take place. We call it mentoring

facilitations. It may have been called Socratic learning before. Essentially

it's about asking important and crucial questions pertaining to the subject

of study concerned. Through such expert questioning, the question is the

answer! The individuals will begin to learn for themselves, as they receive

their own answers through the questions put forth to them, and normally

done in a discussion format whereby everyone part icipates and everyone

else not only get to learn from themselves but also from the wisdom of

others. Much Aha moments come during such interactions. Of course, the

person doing the facilitation must be competent to conduct such

proceeding. The focus is to deliver important and key insights, instructions

and inspiration to help them take the extra mile, and move to their nextlevel.

The SynergyThis is what we get when we are able to integrate the above 4 areas as one.

When we are able to deliver the lessons as one whole, insights begin to


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appear for the people, and blindspots begin to appear for them. And that is

the key to them learning about themselves and their work and life. It is not

important to just learn information. Information is normally meaningless tothe individual unless they are converted into insights which apply to them

personally. When applied to heart, these insights will make all the

difference to their lives, in every aspect if they allow it to be, which will

include their work.

When they have the opportunity to continue to be immerse in such an

environment, the insights which they take time to build on, will continue to

be build until they begin to realise that they have the ability to integrate

the different insights. When this happens, mastery of the subject hadbegun to happen for the individual. Practice of any skill at this level will

produce permanent results for the practit ioner. They in fact have the

ability to do it again and again, because now they do it with complete

understanding of their practice! This synergistic process comes from taking

time to go through the entire System faithfully.

Another aspect of synergy gained is from leadership of the team of people

learning together. By grouping the people strategically, we will be able to

accelerate the learning of the individuals within the group. The beauty ofdoing personal sessions is that we are able to personalise a growth plan for

the individual, taking his unique situation into consideration. There are

already things that he is good at and his blind spots are different from the

next person, normally speaking. We are also able to discuss very pesonal

issues which may have a great bearing on his performance.

As for the team setting, the beauty is that we are able to use members of

the group to help another to learn through seeing someone else's situation

other than themselves. It's easier to see someone else situation other thanyourself, and such a relevation will create an awareness within the

individual which will help them greatly in addressing their blindspots. And

when the facilitator has the ability to relate someone's experience to the

next person or to everyone else, in a learning environment that is highly

conducsive because of the openness and genuine sharing, much more

sharing will happen from the members, and much insights addressing

blindspots will occur for everyone. This synergy is only possible because of


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the synergy achieve through the positive interaction in a group setting.

With these, we will get the Product, the Professional who would be a peak

performer in their business, and practice. The highly technical financial

industry will be balanced with the performance side of the Sales Advisory

practice, bringing true success to the individual practit ioners who are in this

business, first and foremost, for the success and achievement in their work

and lives.

Here's wishing your Advisers and leaders breakthroughs, and your company

achieving your quantum leap too!

Copyright Leonard CJLau

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The Mentoring System™