PSA 12 The 3rd Appointment

 

"You do not really understand something unless you can explain it to your grandmother."

 

Albert Einstein

WHY is this Meaningful to You?

WHY is this important?

 

What makes this appointment particularly unique and powerful is at this point the new client fully understands your process.  It is not about product pushing or convincing.  In fact, with this new process it never will be.  That is what is so remarkable about communicating your professionalism and integrity at the outset; it makes the financial relationship easier to manage in the long run and therefore, more rewarding.  Gone are the days when clients who are sold put you through the grinder with every single change and recommendation you suggest.     

This appointment will give you the opportunity to present your recommendations and get things underway.  Most Financial Planners are familiar and comfortable with this aspect of a client meeting; presenting recommendations.  This professional approach will leave your potential new client feeling well taken care of.  From time to time, however, you may run into a new client who wants you to do some fine-tuning to the plan before proceeding and that's ok.  

 

Once the client is ready to proceed with the implementation of your recommendations, you can have them sign all new account documentation and transfer forms.  It is best, as well as more efficient, if this documentation is filled out as completely as possible prior to the Implementation Meeting.

WHO is this proven strategy designed for?

For those who want to showcase their financial planning advice and solutions in a way that will truly help the client understand how you can help them achieve what matters most to them.

WHAT should you expect?

 

You will: 

  • Continue to demonstrate you have a process for bringing on new clients;

  • Reinforce who you are and what you do, as well as, remind your new clients about your Introduction Process; and

  • Present your recommendations and move forward with implementation.

WHAT You Need to Know

HOW to Get Started

Familiarize yourself with the purpose and flow of the Implementation Meeting.

Refer to Step 11_Implementation Meeting Agenda and the Step 11_Implementation Meeting Script to become familiar with the different areas being covered and the general flow of the meeting.

  • You will need to personalize and customize this script and be 100% prepared.

  • It is important you become thoroughly comfortable with a structured and professional approach to delivering your recommendations during the Implementation phase.

You will also want to become very familiar with the Personal Financial Organizer concept.  Please refer to each the sample PFO binder you were provided.

Before the Implementation Meeting

Call the potential client two days in advance of the scheduled Implementation Meeting to confirm the details of the appointment.

The Implementation Meeting

After the initial greetings and brief rapport building portion of the meeting (no more than five minutes) you can signal the business part of the meeting by sliding the Implementation Meeting Agenda across the table to each meeting participant. 

 

This will be the third time your client is exposed to an agenda driven meeting. You have effectively established the standard and demonstrated a high level of consistency early in the relationship.

 

The next few steps will explain the flow of the meeting. Try to visualize what this process might look like for you as you work through each step.  Note:  Each of these steps is described in much more detail in the 3rd Appointment Script.

  1. Meeting Overview

    • Preview the items you will be discussing during the meeting and provide a timeframe to manage your client's expectations.

  2. Our Brief Review of Our Approach to Financial Planning

    • A brief reminder that Critical Financial Events and the Personal Financial Organizer are cornerstones of your approach to Financial Planning.

    • You also need to provide a brief review and reminder about the Introduction Process. This consistent imprinting is necessary to create the stage-of-readiness so your clients spring into action when in a situation to do so.

  3. Your Personal Financial Organizer (PFO)

    • Begin this process by anchoring it back to your client's goals & objectives.

    • Next move into a comprehensive Strategy Review.

      • First, provide a high-level review of this document to communicate what it is you are delivering to the client.

      • You will begin implementing those areas deemed as a priority based on your discussions and professional assessment to date.

      • Walk the client through the strategies you are recommending. Be careful not to overeducate here or you will lose the client’s interest and attention. Remember, at this point they are not simply buying a product and you won’t need to ‘convince’ them. They have bought into you and your process. They trust you and your recommendations.

      • Outline the assumptions for all your financial planning recommendations.

    • The Personal Financial Organizer will help both the Financial Planner and client to manage your client's Critical Financial Events as it relates to the ongoing financial planning process. This document will evolve as the client's goals and objectives change.

    • Follow the CUSO Wealth Management Experience.

    • You can use any part or all of the PFO Template as a summary at the front of the PFO binder.

      • You may decide to use the first two pages when you initially deliver it, which are pre-fabricated and ready to go.

      • Each year you can add more pages from this document, keeping the PFO relevant with new enhancements each year.

      • You can edit this document by clicking "No" to open as "Read Only" and then going to "Review" and clicking on "Restrict Editing".  Click "Stop Protection" - there is no password.  You will want to lock it back down when done to keep the easy 'click & type' format.

  4. Steps to Implementation

    • This is where you clearly outline the next steps to implementing your recommendations. Gain permission to proceed and have your client sign the necessary paperwork.

    • This may be a great place where your Assistant is brought into the process. This is a great way to introduce and reinforce your team approach to financial planning.

  5. Meeting Wrap Up There are a few possible outcomes here:

    • First, if implementation is a go and there are no outstanding items requiring immediate attention in the PFO, you can tell the client when to expect to be called in for their next review meeting. This demonstrates your proactive approach to client communication.

    • Secondly, if there are other areas of their personalized plan requiring attention (estate planning, educational planning, etc.) you can book a subsequent meeting to begin reviewing them.

    • Lastly, if the client is not completely comfortable moving forward with the recommendations as presented, another meeting is required to bring them closer to implementation. In this case, you would simply do some fine-tuning and have them back for the Adjustment Meeting – the 4th Appointment. You do not want to ruin your level of professionalism and integrity by trying to ‘close’ them in this Implementation Meeting. It will be well worth taking the time to do it right and have them back for another appointment. The Adjustment Meeting is the exception, not the rule.

 

Once your client has accepted your recommendations, they have now become a client of your organization. It is now time to launch their Welcome Aboard!

  • This is a very important part of the process and no new client process is fully completed until they have gone through this last process.

Important Information about the Personal Financial Organizer

 

PFO Ownership

 

The client should only receive a copy to take with them if they decide to proceed and move forward with the steps to implementation.  This is your intellectual property and you are in a knowledge-for-profit business. You cannot afford to give this away.  If you need to set up an additional meeting to get full implementation use the Adjustment Meeting Agenda.

 

Remember to:

  • Refer to The Implementation Meeting steps on the New Client Checklist.

  • Ensure that each step is implemented at the appropriate point in the process.

  • Consistently use every aspect of the process with all new clients.

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