Field Leaders are pulled in every direction. They’re responsible for growth, recruiting, training, and communication, all while balancing the expectations of Advisors and their Company. It’s easy for even strong leaders to lose traction when priorities compete and systems don’t align. The result is stalled growth, lower Advisor engagement, and higher turnover.
Leading from the Middle provides a clear framework that helps Field Leaders create focus, drive Advisor performance, and build stronger connections between company strategy and field execution. For more than 20 years, Benchmark Business Group has partnered with financial service companies to strengthen leadership pipelines and field performance. Our approach is built on real industry experience and proven systems that improve retention, consistency, and growth across every level of the organization.
The Leading from the Middle course consists of the following five modules. The full course is delivered over 21 coaching sessions, although modules may be purchased as stand alone trainings.
Foundation for
Successful Leadership
Field Leaders are often caught between their Company's priorities and the field's expectations, making decisions feel like a risk. Over time, that pressure breeds second guessing and stalls progress.
This training restores the confidence, clarity, and decisiveness that true leadership demands. Field Leaders customize a framework to lead boldly, build alignment, and drive results without hesitation by creating a solid foundation to lead from.
Advisors want to be heard. Companies need results. In the middle is the field leader who must handle anger, grief, resistance, and underperformance without losing clarity.
Field Leaders focus on communication skills and leveraging communication frameworks for high stakes conversations. These frameworks drive accountability, protect relationships, and convert conflict into action.
It’s a constant juggling act. Experienced Advisors need motivation to keep producing while new Advisors demand time, training, and support. Without a solid plan, growth stalls and opportunity slips through the cracks.
This training gives leaders a clear strategy for production, growth, and territory planning. Field Leaders will learn strategies and customize tools to balance development with performance, strategically allocate books of business, and create a plan that builds sustainable results.
Recruiting and onboarding often happen in bursts. When time allows, momentum builds. When it doesn’t, progress stalls. The result is peaks and valleys that limit consistent growth.
This training helps Field Leaders recruit smarter, not harder. They'll discover how to use short, consistent bursts of effort, design efficient onboarding systems, and create automatic recruiting sources that compound over time for sustained growth and higher return on effort.
When everything feels urgent, time gets spent everywhere and results are scattered. Many field leaders find themselves reacting to the day instead of driving it.
This training helps Field Leaders uncover the time barriers preventing their success and replace them with leverage that works. Field Leaders focus on proactive planning, prioritizing activities that drive growth, and creating a measurable return on the time they invest in their Region.
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