Close this window to
return to the Agenda.

 

Beyond the Plan: How aligning your clients planning with their values and their passions can transform your practice and your life.

♥  Most of us work in discrete planning or implementation areas with our clients (financial planning, investment advisor, insurance, legal planning, etc.,), and most of the work focuses on money.

♥  But, if you ask anyone what the most important thing is in their life, you will hear "family" or "values" - but, not "money". Money is a tool for our clients.

♥  Russ Alan Prince found that investment clients have about 8 core values, which you are not going to discover through our typical intake sheets and fact finding interviews. If the client perceives you know all 8 of those values, they will typically entrust all of their assets with you and give you 4.1 introductions. If they perceive you only know 5 of their core values, they typically entrust 72% of their assets with you and make less than 2 introductions. And, if they perceive you know 2 or less of their core values, they typically entrust 50% (or less) of their assets with you and do not make any introductions. Similarly, there was a Harvard study done a few years ago that found that only "completely satisfied" clients are loyal. Everyone else - including "satisfied" clients - is not loyal. Clients who have a deeper relationship with you (and not just a transactional relationship) tend to be completely satisfied.

♥  So...if you want loyal clients who introduce you to more loyal clients, you need to build relationships with your clients, and understand their core values. I do that through The Heritage Process (but there are other ways).

♥  I will explain how this concept fits into existing planning, and how it coordinates all of the other planning and makes it work.

♥  I will then explain the benefits to both your clients and you.