Executive Summary

Thank you for the opportunity to discuss Shelton Capital's vision for developing a more consistent, scalable, and consultative sales organization. Based on our conversation, it is clear that this initiative extends well beyond traditional sales training. The objective is to build a repeatable sales development program that strengthens the skills of today's Internal and External Wholesalers while creating a long-term framework for future onboarding, certification, and coaching.

Our approach is fully customized to Shelton Capital Management. Every aspect of the curriculum, messaging, role-playing exercises, and sales playbook will be built around your products, investment strategies, advisor conversations, and business development process to ensure the training is immediately applicable in the field.

Shelton Capital's Primary Goals

1. Build a Repeatable Consultative Sales Process

Develop a standardized sales process that enables Internal and External Wholesalers to confidently open more doors, ask better questions, uncover advisor needs, handle objections, position Shelton Capital's investment strategies more effectively, and consistently gain meaningful next steps.

Topics include:

• Door opening strategies
• Prospecting and daily business development activities
• Consultative selling
• Discovery conversations and probing questions
• Advisor psychology
• Active listening
• Handling objections
• Product positioning
• Asking for next steps
• Follow-up strategies
• Live role-playing and coaching

2. Standardize Shelton Capital's Sales Messaging

Create consistency across Sales and Marketing so every advisor interaction reflects the same value proposition, product positioning, language, and messaging.

Topics include:

• Product positioning that sells
• Investment strategy messaging
• Competitive differentiation
• Features versus benefits
• Advisor, CIO, and investor conversations
• Presentation skills (including body language)
• Marketing and Sales alignment
• Sales playbook development
• Frequently asked questions and objection responses

3. Create a Long-Term Sales Development Program

Build a scalable platform that supports onboarding, certification, coaching, career progression, and future hires while creating consistent expectations across the sales organization.

Topics include:

• Sales certification
• AI role-play coaching
• Video learning modules
• Future hire onboarding
• Career progression framework
• One-on-one and group coaching
• Best practice library
• Ongoing refresher training

Discovery & Preparation

Prior to the onsite workshop, Select Advisors Institute will spend time learning Shelton Capital's business to ensure the program is fully customized.

This discovery process includes leadership interviews, structured questionnaires completed by key stakeholders (including Internal and External Wholesalers), and a review of product positioning, current sales materials, marketing messaging, advisor conversations, common objections, CRM and sales tools, the onboarding process, and current best practices across the organization.

The outcome will be a customized curriculum, facilitator guide, sales playbook, certification framework, and coaching roadmap built specifically for Shelton Capital.

Program Overview

Preparation

Following the discovery process, Select Advisors Institute will develop a fully customized curriculum designed specifically for Shelton Capital's products, advisor audience, and sales organization.

Preparation includes:

• Development of a customized workshop curriculum

• Sales messaging and positioning framework

• Advisor conversation and role-playing scenarios

• Presentation materials and facilitator guides

• Sales Playbook development

• Sales certification framework

• AI role-play platform configuration

• Participant workbooks and supporting training materials

Evening Before

Travel to Denver (or your location of choice) and meet with leadership over dinner to review the following day's priorities, answer final questions, and prepare for the workshop.

One-Day Sales Excellence Workshop (9:00 am to 5:00 pm)

A highly interactive workshop focused on practical application rather than lecture. Through facilitated discussions, breakout sessions, live role-playing, and real-world advisor scenarios, participants will strengthen their ability to prospect more effectively, lead consultative advisor conversations, position Shelton Capital's investment strategies, handle objections, and confidently ask for meaningful next steps.

Example Outline

Morning Session

• Building a consultative sales mindset

• Door opening strategies and business development

• Prospecting and daily sales activities

• Discovery conversations and asking better questions

Midday Session

• Advisor psychology and active listening

• Product positioning and communicating value

• Features versus benefits

• Handling objections with confidence

Lunch

• Networking lunch and facilitated discussion

Afternoon Session

• Presentation skills and executive presence

• Advisor conversations and asking for meaningful next steps

• Live role-playing and group coaching

• Individual action plans and implementation strategies

Participants will leave energized, empowered, and confident, equipped with practical tools they can immediately apply to strengthen advisor conversations, uncover more opportunities, and improve sales performance.

Following Day

Remain onsite to provide additional coaching and implementation support.

Activities may include:

• Executive coaching with leadership

• Individual coaching sessions with Internal and External Wholesalers

• Sales and Marketing alignment discussions

• Product positioning refinement

• Feedback sessions based on workshop observations

• Development planning for high-potential team members

• Questions, implementation planning, and next steps

Three-Month Coaching Program

Immediately following the workshop, Select Advisors Institute will conduct three months of virtual coaching designed to reinforce learning, strengthen accountability, and support real-world implementation.

Coaching may include:

• Reinforcement of concepts introduced during the onsite workshop

• Live role-playing and advisor conversation coaching

• Objection handling and competitive positioning

• Product positioning and investment strategy messaging

• Business development and prospecting discussions

• Coaching around live advisor opportunities and challenging situations

• Q&A, best practice sharing, and implementation support

Deliverables

Upon completion of the engagement, Shelton Capital will receive:

• Customized Sales Playbook

• Sales messaging and positioning framework

• Advisor conversation guides and discovery question framework

• Product positioning and competitive differentiation framework

• Objection handling guide and response library

• Sales certification framework

• AI role-play platform configured for Shelton Capital's training program

• Participant workbooks, facilitator guides, and supporting training materials

• Workshop recordings and digital reference library

Investment Options

Option One

Core Program

Investment: $60,000

Includes:

• 6 to 7 weeks of discovery, preparation, and curriculum development

• Leadership interviews and sales discovery

• One-day onsite workshop

• Leadership dinner the evening before

• Half-day onsite executive coaching and individual meetings following the workshop

• Three months of virtual coaching immediately following the onsite program

• Two additional coaching sessions that may be scheduled at any point beginning immediately following the onsite workshop and continuing through the following six months.

• Customized Sales Playbook

• Sales Certification Program

• AI role-play platform during the engagement

• Travel expenses and all training materials

Option Two

Elite Program

Investment: $80,000

Everything included in the Core Program, plus:

• Accelerated implementation with approximately 2–3 weeks of discovery, preparation, and curriculum development (versus 6–7 weeks in Core Program)

• Six additional coaching sessions that may be scheduled at any point beginning immediately following the onsite workshop and continuing through the following calendar year

• Coaching sessions may be delivered as individual, small-group, or full-team sessions, depending on Shelton Capital's needs at the time

• Additional coaching may be used to support new hires, newly promoted wholesalers, prepare for product launches, strengthen advisor conversations, address challenging sales opportunities, or provide ongoing leadership coaching.

Why Select Advisors Institute

Select Advisors Institute is a specialized consulting firm dedicated exclusively to the financial services industry. Unlike traditional sales training organizations that apply generic methodologies across multiple industries, every engagement we deliver is built specifically for the unique challenges facing asset managers, registered investment advisors, trust companies, banks, credit unions, accounting firms, and law firms.

Since our inception, we have served a client base that collectively manages more than $300 billion in assets, giving us firsthand insight into the challenges, opportunities, and best practices of some of the industry's most respected financial institutions.

Our experience includes organizations such as Goldman Sachs, LPL Financial, SageView Advisory Group, Members Trust Company (the trust company serving credit unions and RIAs), as well as numerous independent RIAs, asset managers, and wealth management firms across the country.

This experience enables us to build practical, customized sales development programs that reflect the realities of modern-day intermediary distribution, advisor relationships, investment strategy positioning, and business development within today's financial services industry.