If you haven't already done so:

1) Complete the meeting diagnostic at www.intimasee.com for 2 of your key relationships and bring the results to the workshop.
2) Complete your Prefrr© diagnostic and bring your results to the workshop.
3) Download and read the notes below describing the characteristics attaching to scores in each behavior category, together with related tips.

In this first workshop we will:

1) Walk through the three canvases above using Henley examples

3) Discuss how to introduce to participants

4) Script a Henley N-F-B example

5) Tell a story using N-F-B

6) Answer an unexpected query using PA-RQ+3

In this second session we will:
 
1)  Review Workshop 1 content and the follow-up activity.
    Any questions; examples of use?
 
2)  Walk through the Application Canvases
     - Setting the conversation environment
     - Getting meetings with busy people
     and discuss how to introduce to participants
 
3) Work through I We U examples and critique
 

Before the session - choose 2 of the client statements below to respond to and send through examples of four types of SHAPE question that a Henley Client Advisor might usefully ask in response:

1. Hunt question
2. Paint question
3. Adjust question
4. Engage question

Client Statements:
Before the session - choose 2 of the client statements below to respond to and send through examples of four types of SHAPE question that a Henley Client Advisor might usefully ask in response:

• I’m thinking that now could be a good time to get a second citizenship.
• My family are pressing me to get second citizenships for all of them.
• I’m thinking about selling my business and wondering if a second citizenship is the best option for minimizing any resulting taxes.
• I’ve read recently that gaining better travel freedom is becoming a ‘thing’ for wealthy entrepreneurs like me.
• I’m considering expanding my business into Europe.
• Being a family that loves global travel, we face so many hassles when it comes to applying for visas for so many places that we all want to visit.
• My wealthy banking clients tend to be very guarded when I ask them about residency and citizenship freedom.
• It would be so nice for me and my family to be able to spend more time in our holiday home in Spain.

For example:
I’m thinking that now could be a good time to get a second citizenship.

• Hunt: What is it about your current situation that is causing you problems?
• Paint: What benefits do you see flowing from having a second citizenship?
• Adjust: On a list from most important to least important, where does this sit in your list of things to get done?
• Engage: What do you see as the first step in making this happen?

In this third session we will:
 
1)  Review Workshops 1 and 2 tools introduced: N-F-B, PA-RQ+3, I We You
    Any questions; examples of use?
 
2)  Walk through the Application Canvases
     - Curiosity, enthusiasm and understanding: engage buyers with SHAPE Questioning

     - Guiding to value with Value Sheets
      and discuss how to introduce to participants
 
3)  Practice asking SHAPE questions

4)  Try out using a Value Sheet

5)  Discuss how to introduce to participants

In this fourth session we will:
 
1)  Recap the tools introduced in the previous three workshops and check for any questions or examples of use.
 
2)  Walk through the Application Canvases
     -  Deep listening
     - Clarify understanding and confirm next steps with CC Notes
     and discuss how to introduce to participants
 
3) Work through CC Note examples and critique