presentation by andrew brook-dobson to ifp essex branch 14/7/2011
TRANSCRIPT
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Wealth Management Consultants
IFP Essex Branch Meeting
Lifestyle Financial PlanningExplaining itMarketing itDelivering it profitably-
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Wealth Management Consultants
Why?
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Wealth Management Consultants
IntroductionInsight into:
Our values
Our view of Financial Planning
Our offering
Our marketing
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Wealth Management Consultants
IOur Values
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Wealth Management Consultants
Money is neither interesting nor important
True wealth is (usually) measured in time &
relationships
Life is not a rehearsal
Financial Advice doesn’t work
Active investment – not a promise you are sure to keep
Normal Investment advice is “corrupt”
Our Values / BeliefsOur Values / Beliefs
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Wealth Management Consultants
IIOur view of Financial
Planning
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Wealth Management Consultants
Financial PlanningFinancial Planning
• All about helping to give “Context”
• All about helping get the right balance between
“living for now” and “living for the future”
• Nirvana = The cheque to the undertaker bouncing
• Fiscal Orienteering
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Wealth Management Consultants
So what’s more important (and interesting)
than money?
Financial PlanningFinancial Planning
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Wealth Management Consultants
Financial PlanningFinancial Planning
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Wealth Management Consultants
VOur OfferingIII
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Wealth Management Consultants
Our Offering – Who forOur Offering – Who for
5 Characteristics:
• Materially Successful
• See Big Picture
• Time Poor
• Delegators
• Take advice
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Wealth Management Consultants
Our Offering – Who forOur Offering – Who for
Typically: Senior Executives of listed Retail
companies, aged 45-55, earning > £300kpa
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Wealth Management Consultants
Our Offering – What we doOur Offering – What we do
• Provide a “Personal FD” Service
• that helps ensure our client’s “Material Success”
translates into “True Success”
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Wealth Management Consultants
Our Offering – HowOur Offering – How
• Prospect Meeting
• Client Meeting #1 – Discovery
• Client Meeting #2 – Initial Planning Meeting
• Client Meeting #3 – Follow up Planning Meeting
• Client Meeting #4 – Implementation
• Annual “Forward Planning Meeting”
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Wealth Management Consultants
Our Offering – What our client’s Our Offering – What our client’s saysay
“I left our last meeting wanting to skip, I felt so happy
and free”
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Wealth Management Consultants
Our Offering – What our client’s Our Offering – What our client’s saysay“You have helped me understand what I need to be
planning for and hence the decisions I need to
make today to ensure this happens”
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Wealth Management Consultants
Our Offering – What our client’s Our Offering – What our client’s saysay“For years we have felt poor, had no fun and it has
felt that we’ve been pushing a large rock uphill.
But you’ve helped lift a huge load from us, shown
the way forward and are now starting to have the
fun (and the life) we have always dreamed of”
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Wealth Management Consultants
Our Offering – What our client’s Our Offering – What our client’s saysay“The reassurance and clarity of direction that you
have provided has given us a greater sense of
purpose in our day to day lives and, ironically
perhaps, we are working as hard as ever but with
even more enjoyment”
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Wealth Management Consultants
Our Offering – My Personal MissionOur Offering – My Personal Mission
“To do my utmost to ensure that all those people I
encounter in my life, be they family, friends,
colleagues or clients, can truly say “I’m pleased I
did” rather than “I wish I had”
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Wealth Management Consultants
VOur MarketingIV
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Wealth Management Consultants
Our MarketingOur Marketing
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Wealth Management Consultants
Our MarketingOur Marketing
• Niche
• Focussed
• Targeted
• Innovative / Creative
• Personal
• Language
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Wealth Management Consultants
SoI would suggest:
Identify what your beliefs really are
Create a service consistent with them
Live consistent with them
Be creative (delivery & planning)
Identify the niche its appropriate for
Do you like working with them? (If not rethink)
Package it
Market it
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Wealth Management Consultants
Thank Youfor
Listening!