Congratulations! We hope you got a lot out of this course and that you enjoyed going through the content.
We went through a lot of material, so as a reminder, here are some of the things we covered:
We talked about the psychology behind charging a fee. Hopefully you’re now feeling confident about charging a fee, or at least feeling like your advice is worth it.
We went over a model to determine your planning fee. So you should already have your fee calculated on what you should charge out of the gates.
We talked about The Bridge Talk™and the structure to create your own to come up with your response when someone asks, “What do you do?”
We talked about how to have the best Approach Talk Meeting. The right fit conversation had Present Talk, Appreciate, and Bridge Talk, Right Fit, and the Efficient Meeting Plan. We talked about the Planning Horizon so you can show your prospects how you start at a different place and are focused on their what and why. And then we went over The Wealth Optimization System and how to draw that out.
We covered the 4 Decision System™ - a process that ensures clear expectations for next steps so both you and the client are on the same page with how you’ll be moving forward.
We showed you our engagement letters so you can engage with a prospect on the spot and set expectations for the relationship, whether it's a tactical or a planning engagement.
We introduced you to The Planning Table so you can determine who the key relationships are in your prospects and clients lives.
We went over a process designed to get at What matters most to your client and Why. We talked about values, vision, and goals, and how to get at each of those. And we have the Discovery Insight Workbook to document all those things in your client meetings.
We went through the affirmation process and talked about the importance of affirming your client's prioritized goals.
We covered a process to help your clients achieve their goals. That's what we talked about with the Goal Achievement Model, so you can document their Planning Gap and your Recommendation on how to close that gap.
And finally, we talked about how to handle fee objections, and gave you some common roadblocks that advisors have in their head, and the responses on how to handle them.
Now, it's a matter of putting this all into practice and implementing what you've learned.
If you have any questions on anything that was covered, need any help implementing anything, or just need a sounding board, please let us know.