Inspiring Advisers. Lifestyle Financial Planning. Online Coaching Programme. Summary of Course Content

Transcription

1 Inspiring Advisers Lifestyle Financial Planning Online Coaching Programme Summary of Course Content

2 Course Contents - Videos Introduc6on Page Numbers 6 Module 1: Ge=ng the Right Mindset Introduc>on 1.1 The Problem with the Financial Planning Profession 1.2 What s your WHY? 1.3 A WHY you can believe in 1.4 Expecta>ons, Features and Benefits of a Financial Planning service 1.5 Mindset: A few reminders! 1.6 Steve Jobs on Marke>ng 1.7 The Crazy Ones Video 1.8 Do you want to sell financial products for the rest of your life? Module 2: Lifestyle Financial Planning What is Lifestyle Financial Planning? 2.1 The Truth About Money 2.2 The THREE Parts to your Job 2.3 The Benefits of being ALTERNATIVE! 2.4 How Much is ENOUGH? 2.5 Three Types of Clients Part 1 - The Not Enough s 2.6 Three Types of Clients Part 2 More than Enough! 2.7 Three Types of Clients Part 3 Just Right? 2.8 The Benefits to Clients of Lifestyle Financial Planning 2.9 The Benefits to YOU of Lifestyle Financial Planning 2.10 The Benefits to your Staff of Lifestyle Financial Planning 2

3 Module 3: How to Communicate REAL Financial Planning Introduc>on to the Bucket Concept 3.1 The Bucket Presenta>on 3.2 Quick Recap on the Bucket Presenta>on 3.3 Using the Bucket to quickly define REAL Wealth Management 3.4 The Bucket Script PDF Download 3.5 The Benefits of the Bucket Presenta>on 3.6 Crea>ng the PERFECT link Key Components of the Presenta>on 3.8 Crea>ng a track on which to run MOST IMPORTANT: Rules for the Bucket! Ignore at your peril 3.10 The 10 BIGGEST MISTAKES Advisers make with the Bucket 3.11 Expenditure Ques>onnaire. The detail: why it s so important? 3.12 How to make sure clients send the Expenditure Ques>onnaire back THE EXPENDITURE QUESTIONNAIRE DOWNLOAD 3.14 Expenditure Ques>onnaire Overview & Tips Module 4: Ge=ng Bigger Fees - how to ensure every client is profitable What s it worth? 4.1 What s your X Part What s your X Part Will they Queue? The difference to other Professions! 4.4 Charging for the Plan the problem of Value Transference 4.5 When to pitch your fees? 4.6 How to pitch bigger fees using Risk Reversal 4.7 Sow before you reap. The Law of Reciproca>on Compliance, Three Hats & How you are paid. 4.9 The Case of Fred, IFA Adviser Comment: Alan Smith on Charging For The Plan 4.11 Adviser Comment: Julie Lord on Crea>ng Client Envy 4.12 Giving before you get...the Science of Persuasion 3

4 Module 5: How to Do A Great Fact Find / Discovery Mee6ng Introduc>on 5.1 Start with the End in Mind 5.2 A Few Personal Rules BASICS: What happens BEFORE your Fact Finding Mee>ng? 5.4 Opening the mee>ng so YOU stay in control 5.5 Understanding Sol & Hard Ques>ons 5.6 Paper Fact Find or Blank Piece of A4? 5.7 Sample Fact Find Introduc>on and Download Amached below 5.8 Example sol ques>ons PART 1 building rapport & trust by Digging Deeper 5.9 Example sol ques>ons PART 2 building rapport & trust by Digging Deeper 5.10 Listening Skills! Be WITH the one you re with! 5.11 Iden>fying REAL needs Pitching Your Proposi>on Agreeing Bigger Fees FACT FINDING Linking it all together Fact Find Role Play PART Fact Find Role Play PART Fact Find Role Play PART One Overriding Objec>ve Method and script 5.19 The Financial INdependence Method and script 5.20 How did you get started in this business script 5.21 Two Week Holiday Method Crea>ng a sense of urgency for Financial Planning 4

5 Module 6: How to Deliver the Financial Plan - so clients engage in the process Introduc>on 6.1 Opening the Financial Planning Mee>ng 6.2 Introducing Financial Planning Solware to Clients 6.3 Quick Overview of Financial Planning Mee>ng (Hat2) 6.4 Video 1 Perfect Link: Bucket > Introducing Solware > Net Worth 6.5 Video 2 - Inflows & Expenditure 6.6 Video 3 Life>me Cashflow 6.7 Video 4 Catastrophes Death / Disability 6.8 Case Study: Just Right Type of Client. Part Case Study: Just Right Type of Client. Part Bonus: How to get bigger investments from Business Owners using The Bri>sh Airways Method 6.11 Case Study Got Too Much Client 6.12 Assump>ons Prudence not performance! 6.13 Client Assump>ons 6.14 REMINDER: 7 Deadly Sins of Cashflow Modelling Module 7: Segmen6ng Clients The Importance of Segrega>ng Clients 7.1 How to quickly and conveniently segment your clients 7.2 How to approach EXISTING clients with your new proposi>on 7.3 SAMPLE LETTER to help segregate your clients 7.4 Introducing Lifestyle Financial Planning to Exis>ng Clients Avoid this mistake. 5

6 Module 8: How to Get MORE of the RIGHT clients Introduc>on 8.1 What cons>tutes the RIGHT type of client? 8.2 A special men>on: Targe>ng small Business Owners 8.3 Quick Tip: Find a Niche 8.4 What s Your Elevator Pitch? 8.5 Always be prospec>ng Expect a No, deserve a Yes! 8.7 Referrals! Good idea, or not?! 8.8 When and How to get Referrals 8.9 Prospec>ng script The PRO Ac>ve Referral Technique 8.11 The PRO Ac>ve Referral Technique with Accountants 8.12 The PRO Ac>ve Referral Technique with UNKNOWN Accountants 8.13 SECRET WEAPON EXPOSED: Using technology to iden>fy and approach Business Owner clients 8.14 Using LinkedIn, and the PRO ac>ve referral technique 8.15 Check your online aura! 8.16 A Pre Approach lemer that works 8.17 Professional Introducers Thinking outside the box 8.18 FINALLY... Getng more clients a reminder! Module 9: Annual Client Mee6ng Process Introduc>on: Annual Forward Planning Mee>ngs 9.1 Crucial FIRST step in the Annual Forward Planning mee>ng Keeping the focus on the Client, not their money 9.3 Forward Planning Process in a Nutshell 9.4 CHECKLIST: What needs to happen BEFORE and during a Forward Planning mee>ng 9.5 The Benefits of booking your Annual Forward Planning mee>ngs a year in advance 6

7 Ongoing Tips & Advice i) Which Scripts to Use, and When! ii) Putng it all together! iii) Mind Map Annual Forward Planning Mee>ng step by step process 45 Module 10: Business processes Mind Map The Fact Finding Process 10.1 Mind Map Financial Plan Prepara>on Mind Map Delivering the Plan 10.3 Systems and Processes A helping hand Principle for Perfec>on No Principle for Perfec>on No Principle for Perfec>on No Principle for Perfec>on No Principle for Perfec>on No Special Discount Offer for Michelle Client Case Studies online only 50 i) Trevor & Sue The Case of Too Much Risk ii) Neil & Sue The Case of How Much is Enough? iii) David & Elaine The Case of Mr & Mrs Do It Yourself iv) John & Sarah The Case of Are we there yet? v) Graham & Pauline The Strange Case of Mr & Mrs Ten Years Younger vi) John & Mary The Case of Mr & Mrs Got Too Much! A Li[le Inspira6on! online only i) Steve Jobs How to Live Before You Die ii) An important reminder... Appendix 51 i) Timings of videos and modules in total Module CPD Cer6ficate 54 Cer>ficate to record CPD hours following comple>on of each module 7

8 Interviews Module Interviews with successful members of Inspiring Advisers who share their best 6ps and techniques, including: Alan Smith - Capital Asset Management plc Julie Lord CFP - Blue Fin Steve Mar>n CFP - Smart Financial Planning Ruth Sturkey CFP - The RedHouse Ken Welsh - VWM Damien Rylem CFP - Brunel Capital Partners Graham Pon>ng CFP - Clearwater Wealth Management And lots more. 8

9 Introduc6on Welcome to the start of your Inspiring Advisers Online coaching programme. During this programme everything you need to know in order to help you succeed as a Lifestyle Financial Planner will be revealed to you over the next few weeks and months, whether you are new to Financial Planning, or whether you ve been doing it for years. You will be introduced to the best prac>ces, >ps and techniques, one liners and interviews to help you succeed as you move towards becoming a successful Lifestyle Financial Planner. The modules will be released gradually to help you learn step by step. Thank you for joining this programme. The following pages contain a break down of each lesson within the programme including Learning Objec>ves, Comprehensive Learning Points and Learning Outcomes. 9

10 Lesson / Module CPD Cer6ficate Name of Lesson / Module Learning Objec>ves Learning Outcomes Barriers to Success Resolu>on of Barriers Ac>on Plan Date: Signature: 10