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Increased Sales Performance in Financial Advisors

Using four cohorts of volunteers from two American Express Financial Services East Coast market groups, 37 financial services advisors and five vice presidents and an administrative assistant participated in a year long pilot project designed to measure the effect of emotional competence/forgiveness training on sales and quality of life.



The training for this project began with a one day workshop attended by the participants at each site. The morning session defined emotional competence, taught the importance of aligning thoughts, emotions and behaviors and helped participants examine areas of weakness.The afternoon session focused on techniques for stress management and the importance and training of letting go of anger. Subsequent to this workshop an individual development plan (IDP) was created for each advisor which was implemented through four follow up conference calls over a year long period.

    


Results showed gross dealer concession (sales) increased for the first group of advisors an average of 18%, the second group of advisors an average of 24%, the third group of advisors an average of 24% and the fourth group of advisors an average of 46%.The average AMEX study participant improvement in productivity measured 25% which we showed as significantly more than the 10% increase in sales for the rest of the financial advisors in each market group.The levels of stress shown by the 36 participants who completed the year long training decreased 29% while their experience of positive emotional states such as pleasure, concentration, sharing and relaxation increased 24%.We also measured participantâ 8364; 8482;s quality of life, anger and physical vitality and each of these variables showed at least 10% year to year positive change.



Contact:

Rick Aberman, Ph.D.

Sports Psychotherapist,

Lennick Aberman Group,

Minneapolis, MN.

952-595-4497

www.lennickaberman.com



Frederic Luskin, Ph.D.

Senior Fellow Stanford University Center on Conflict and Negotiation 650-208-7568

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