In the 2011 world of advice there is, amazingly, still a major disconnect between what we initially say is the value we add we later articulate as the value we have added. Thanks probably to Financial Services Reform legislation introduced over 10 years ago, we know...
Want to make money next year? Here’s a thought – change your ‘client review meetings’ to ‘client re-discovery meetings’. Make it an aim for the clients to have a ‘discovery’ during their next annual client re-discovery meeting. Why? Because it will engage your clients...
In approximately 50% of couples, one partner will historically have played the dominant role in discussing and planning their financial future with a financial planning firm. When you’re about to undertake a Discovery meeting for a couple, it’s important to recognise...
Part 2 of this series discussed the importance of setting aside assumptions based on experience with traditional methods of financial planning. The relationship you’re aiming to establish with your clients differs from the traditional financial planning...
As discussed in previous issues of this series of articles, using meeting time effectively helps keep the meeting focused and participants engaged. Explaining the standard Discovery meeting process to your clients during the meeting frame-up aids in this by letting...
During the frame-up of a Discovery meeting, ask the potential advice client whether there is any burning issue they’d like to address during the meeting. Clearly adding a client’s burning issues to the agenda at the beginning of a Discovery meeting has several...