Andrew Brook-Dobson-IFP Masterclass Presentation
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21-Oct-2014 -
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Transcript of Andrew Brook-Dobson-IFP Masterclass Presentation
Wealth Management Consultants
Financial PlanningBest Practice Workshop
2
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Introduction• Insight into:
• Our values
• Our view of Financial Planning
• Our offering
• Our marketing
• -
3
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IOur Values
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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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“Life is not a journey to the grave with
the intention of arriving safely in a pretty
and well preserved body, but rather to
skid in broadside, thoroughly used up,
totally worn out, and loudly proclaiming:
“WOW - What a Ride!”
My personal Life PhilosophyMy personal Life Philosophy
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IIOur view of Financial
Planning
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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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So what’s more important (and interesting)
than money?
Financial PlanningFinancial Planning
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Financial PlanningFinancial Planning
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VOur OfferingIII
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Our Offering – Who forOur Offering – Who for
5 Characteristics:
Materially Successful
See Big Picture
Time Poor
Delegators
Take advice
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Our Offering – Who forOur Offering – Who for
Typically: Senior Executives of listed Retail
companies, aged 45-55, earning > £300kpa
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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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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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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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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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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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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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Our Offering – Why?Our Offering – Why?
2 Reasons:
1. We have worked with lots of people who were
“traditionally” successful, BUT weren’t happy!
2. My Dad
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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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VOur MarketingIV
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Our MarketingOur Marketing
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Our MarketingOur Marketing
Niche
Focussed
Targeted
Innovative / Creative
Personal
Language
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So• I 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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Thank Youfor
Listening!