Year One of The Rainmaker Academy introduces the five essential principles of leadership and empowers participants to execute those principles through Cascade Training® of your up-and-coming staff. Also, since the success of any firm relies heavily upon the ability of its professionals to attract additional business across multiple service lines, first-year Rainmaker Academy participants focus 50% of their initial marketing efforts on existing clients. Students learn to more effectively communicate their firm’s marketing advantage, allowing them to build a more profitable business network.
The core tool of The Rainmaker Academy® is the Revenue Action Plan (RAP), which helps accounting professionals become proactive and strategic with their leadership and marketing efforts.
Each course is conducted at a foundation Level, and each course provides a minimum of 7 CPE hours.
Level: Basic / Prerequisite: Pre-Reading / CPE: 7
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THE RAINMAKER ACADEMY
Session One: Class One
This course helps accountants and consultants improve their personal-activity management so that their time yields better results. Each student creates a Personal Marketing Plan to serve as his or her tracking and accountability tool for all Rainmaker Academy courses. Participants will:
• Manage a demanding workload.
• Write a personal marketing plan.
• Learn to effectively prioritize activities.
• Set marketing objectives and execute them.
Level: Basic / Prerequisite: Class One / CPE: 7
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THE RAINMAKER ACADEMY
Session One: Class Two
This course helps financial professionals understand the marketing process, identify marketing opportunities and effectively communicate their firm's competitive advantage in the marketplace. By developing their understanding of the marketing cycle, participants will:
• Learn the four basic behavioral styles.
• Build a personal business network.
• Understand the power of relationship marketing.
• Understand the buyers' decision criteria.
Level: Basic / Prerequisite: Class Two / CPE: 7
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THE RAINMAKER ACADEMY
Session Two: Class Three
Making promises is an important selling step. Keeping those promises is at the heart of maintaining client superb relationships. Five-Star Client Service gives participants a plan for keeping their promises, thus building client loyalty and understanding their needs and wants. Five-Star Client Service helps accountants:
• Delight current clients with exceptional service.
• Build client loyalty.
• Manage client expectations.
• Generate more referrals from clients.
Level: Basic / Prerequisite: Class Three / CPE: 7
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THE RAINMAKER ACADEMY
Session Two: Class Four
Cross-Selling introduces a relationship-oriented selling approach based on the concept of "Offering Dessert" from Five-Star Client Service. By truly understanding clients' needs and wants, the firm's menu of services and how to bring added value to existing client relationships, participants learn how to:
• Uncover additional selling opportunities with existing clients.
• Determine stated and unstated needs through listening.
• Help clients cope with and adapt to change.
• Create a spirit of cooperation with clients.
Level: Basic / Prerequisite: Class Four / CPE: 7
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THE RAINMAKER ACADEMY
Session Three: Class Five
An established referral network directly boosts a professional's business-development capabilities. This course teaches a prospecting system that features proven techniques for building comprehensive and effective referral networks. As a result of this course, participants understand the value of referrals and learn to:
• Generate appointments to ask for referrals.
• Know when and where to ask for referrals.
• Know when NOT to ask for referrals.
Level: Basic / Prerequisite: Class Five / CPE: 7
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THE RAINMAKER ACADEMY
Session Three: Class Six
The Rainmaker Academy believes that the most effective sellers of professional services are the professionals themselves. Personal Selling Skills will introduce participants to the 12-step selling process. Accountants will develop a greater confidence in selling their services, and as a result of this course, participants will:
• Target and qualify prospects more effectively.
• Develop an appropriate call plan for each prospect in their pipeline.
• Overcome objections and see them as opportunities rather than obstacles.
• Gain access to key decision-makers and close the sale.
