The Financial DNA Certified Wealth Mentor Program FAQ Certified Wealth... · transform your...

The Financial DNA Certified Wealth Mentor

™

Program FAQ

Learn to know, engage and grow your clients by providing them with customized life long experiences which build sustainable Financial Planning Performance.

www.financialdna.com © 2012 DNA Behavior International 2

About the Financial DNA Certified Wealth Mentor Program What is the Program Objective? The curriculum of the training is designed to enable financial advisors and professionals to become a Certified Wealth Mentor to improve their “Financial Planning Performance”, and overall transform their business on a client-centered basis. The DNA Behavior “Understanding People Before Numbers” approach helps:

1. Advisors and their businesses to comprehensively “know, engage and grow” their clients by providing them with customized life long experiences which build sustainable Financial Planning Performance.

2. Guide individuals and advisors to “know themselves” to engage and grow for more confidently making the right choices in building Relationship Performance, Quality Life Performance and Financial Performance.

By participating, you will learn a turnkey online behavioral system which addresses all stages of the financial planning process from:

1. Knowing the client to discover their Quality Life Goals and financial personality to make life, financial and investment decisions;

2. Engaging the client to provide customized life long experiences and build a deeper relationship;

3. Growing the client to live with meaning through on-going wealth mentoring at client reviews.

During a comprehensive 2 day classroom program followed by 3 webinars you will learn:

1. 4 Financial DNA Discovery Processes 2. The 6 pillars of DNA Financial Planning Performance for applying and facilitating

the Financial DNA insights 3. Facilitation techniques using “Powerful Behavioral Questions” 4. Techniques for client-centered business transformation


Who is the Certified Wealth Mentor Program Designed for? The Certified Wealth Mentor Program is designed for advisors with established practices who are serious about taking the performance of their financial and wealth planning activities to another level, and want to make changes to their client discovery process. What is a Certified Wealth Mentor? A Wealth Mentor is an advisor or professional who in addition to providing technical financial advice, acting as an investment manager and providing education, serves in the following capacities:

• Behavioral Guide • Quality Life Guide • Wisdom Transferor • Collaborator • Sounding Board

“Wealth Mentoring” is a relational process that involves guiding others with wisdom to self-discover who they are and their priorities for a quality life through a mutual sharing of their life journey.

A Certified Wealth Mentor is a person who has completed the 3 day training program delivered by DNA Behavior International, and meets the on-going compliance requirements. What is Financial Planning Performance? We define “Financial Planning Performance” as guiding your clients to more confidently and wisely make committed decisions towards building sustainable Quality Life Performance. This is achieved through understanding their and your own personal life and financial behaviors and those of family members. What Challenges Does the Certified Wealth Mentor Program Address?

1. Being able to reliably predict how clients will react to life and market events 2. Structuring effective and engaging client relationship management programs. 3. Customizing the financial advisory service experience for different clients. 4. Lack of quality questions to ask clients to trigger personal and financial

transformation. 5. Keeping clients focused on their financial planning to achieve their life and

financial goals. 6. Lack of a structured process to help clients discover their life purpose and set

goals.


7. Difficulty in getting clients to confidently make committed long term investment decisions.

8. Closing the Dalbar gap of market performance vs. client performance. 9. Managing the influence of advisor bias on client decision-making

What are the Primary Benefits for Advisors of the Certified Wealth Mentor Program? Our experience is that advisors who fully embrace the Certified Wealth Mentor Program will double their gross revenue over 3 years and substantially improve productivity. However, this will depend on your ability to follow the steps and being prepared to totally transform your business in all areas starting with the behavior of you and your team. Also, the program will enable you to:

1. Personally grow and improve your own advisory performance and productivity on a sustainable basis.

2. Increase the engagement and productivity of your team 3. Differentiate your financial planning service as a “Wealth Mentor”. 4. De-commoditize your business. 5. Acquire more ideal clients 6. Build deeper relationships with your clients. 7. Improve sustainable business performance by charging additional retainer fees

for financial planning both up-front and on a continuous basis. 8. Increase the equity value of your business on sale through higher levels of

continued client retention. What is the Wealth Mentoring Experience for Clients?

After your clients have been Wealth Mentored, they will be saying the following about the experience:

I feel comfortable in being guided to self-discover and share information I am liberated by the knowledge of my true life and financial motivations I feel heard and understood by my advisor and family members I am satisfied the best solution has been tailored to who I am I am confident that the right choices have been made I am emotionally committed to the decisions I have made I now have a financial plan to build a Quality Life

Will Your Clients Participate in the Financial DNADiscovery Processes? Our experience is that clients enjoy participating in Financial DNA Discovery. They are willing to participate if they see it will enhance the financial planning experience for them. Since 2001 when this process was developed and first implemented with clients of different ages, levels of wealth and culture there have been many great experiences. The successful implementation of the process requires the advisors to:

1. Have walked the journey by completing their Financial DNA Discovery.


2. Be mutual in their relationship with the client and be prepared to show the client DNA insights about them – for instance a sharing of reports or the DNA Ultimate Performance Card.

3. Incorporate the DNA Behavior Discovery Process as a normal part of their service rather than an “optional add-on”.

4. Adapt their behavioral style to that of the client to create a customized experience. This may also mean re-structuring the role of the advisory team for client service.

5. Be prepared to use the DNA Behavior insights to guide the client by asking strengths based powerful questions.

What is the Certified Wealth Mentor Program Structure? The Certified Wealth Mentor program involves participating in classroom training for 2 consecutive days with 3 educational webinars after to assist with implementation. There is pre-course work consisting of the participant completing all of the 4 Financial DNA Discovery Processes and 5 of their clients or team members completing their discovery. You will be provided with complimentary unlimited use of the Financial DNA Discovery processes for 6 months following the training. Thereafter, the Financial DNA Discovery processes are available for purchase or licensing on an annual basis. You may purchase the discovery processes on a per client basis or annual license fee basis. A benefit of being a Certified Wealth Mentor is that wholesale pricing discounts are provided which are not available for general advisors and users, and also unlimited profile usage pricing is available. In addition, there are certain Wealth Mentor Community Resources available for 12 months so that the Financial DNA Discovery Processes can be used effectively. Thereafter, these resources are only available if there is a minimum usage of the Financial DNA Discovery Processes in the prior year or an annual community fee is paid. What is the Certified Wealth Mentor Program Curriculum? We have designed the program so that you will learn to apply 4 DNA Behavior Discovery Processes by guiding your client through all 6 pillars of DNA Financial Planning Performance utilizing the Financial Planning Performance Plan Workbook. The outcome is that this will enable you to help your clients through the building of a life purpose-based financial plan supported by a superior understanding of their personal life and financial behaviors – their Financial DNA. The structured framework of the program is provided by the Financial Planning Performance Plan Workbook. This workbook provides a step-by-step guide and exercises for you and your client to document their Financial DNA Discovery. Specifically, the curriculum covers learning to:

1. Know yourself to personally grow and manage the natural behavioral bias you will have in advising your clients


2. Interpret and use all the Financial DNA Discovery Processes to gain deeper insights into client life and financial decision-making behavior

3. Emotionally engage clients at a deeper level in your services 4. Understand different behavioral styles to customize the financial advisory

relationship by conducting personalized discovery and planning meetings with clients

5. Guide your clients using powerful questions based on their unique behavioral style

6. Measure your client’s current Quality Life Performance 7. Help your clients discover their life purpose for setting goals and making the right

choices for building a Quality Life 8. Build a behavioral and life purpose based financial plan based on their Financial

Personality 9. Guide your clients to build a Behavioral Investment Policy Statement and thereby

more confidently make committed financial and investment decisions 10. Fully implement the 6 Pillars of DNA Financial Planning Performance in how you

deliver services to clients What DNA Behavior Discovery Processes will be Covered? By participating in the training you will learn how to effectively use the 4 Financial DNA Discovery Processes illustrated below in serving your clients. The Financial DNA Discovery Processes provide you with an opportunity to use a turnkey behavioral system which addresses all stages of the financial planning process from start to finish, and then for on-going wealth mentoring at client reviews.

4 Discovery Steps to Customizing Life Long Financial Planning Experiences


1. The Communication DNA Discovery Process reveals how the client and advisor wish to be communicated with based on their natural DNA Behavior. This information can be used to increase the emotional engagement of the client to your service and to start customizing the service experience from the first meeting. The Communication Discovery Process has12 questions that take the client 2 to 3 minutes to complete.

2. The Financial DNA Natural Behavior Discovery Process takes 10-15 minutes to complete. The client and advisor will receive a 5 page Financial DNA Natural Behavior Summary Report after completion of the process. This report provides behavioral insights to assist in building a customized financial plan by reliably predicting how the client will consistently make life and financial decisions based on their "hard-wired" behavioral motivations and perspectives.

3. The Quality Life Discovery Process measures the client’s current Quality Life across 8 major areas broken down into 80 attributes. Further, the Financial DNA Natural Behavior Discovery is completed to reveal the client’s natural strength and struggles for building a Quality Life. Overall, this will provide a framework for helping the client set their Quality Life Goals based on their life purpose. The Quality Life Discovery Process takes 20 to 30 minutes to complete.

4. The Financial Personality Discovery Process reveals the client’s financial personality based on their natural DNA Behaviors and learned financial preferences, and measures the client’s current wealth creation performance. This information is used to customize the financial plan and also build a Behavioral Investment Policy Statement. The financial personality is key to the whole process because we believe that all life and financial decisions are completely inter-connected. Therefore, both life and financial choices have a significant impact on your Quality Life and Wealth Creation. The Financial Personality Discovery Process takes 20 to 30 minutes to complete.

What are the 6 Pillars of DNA Financial Planning Performance? The process does start with you building Relationship Performance to engage your clients and determine how you will work with them on an on-going basis. We believe that building sustainable Financial Planning Performance is the ultimate outcome for your clients as it relates to the setting and achieving of their financial planning goals. However, Quality Life and Financial Performance must be achieved in order for the client to have the financial resources to build a Quality Life and Live with Meaning. Therefore, this is why we have developed the Certified Wealth Mentor Program to integrate life and finances. The 6 Pillars of DNA Financial Planning Performance are:

Relationship Performance – Advisor Client Engagement: Adapt how you engage with others in making life and financial decisions

Personal Performance – Personal Awareness: Discover your natural behavior strengths and struggles for making life and financial decisions


Quality Performance – Goal Setting: Discover your current level of Quality Life Performance and then build a plan to improve it based on your talents, passions, unique gift, vision, values, mission and life purpose to set Quality Life goals

Financial Performance – Financial Awareness: Discover your financial personality to build a purpose based financial plan

Financial Performance – Investment Preferences: Build a Behavioral Investment Policy Statement recognizing your financial personality and Quality Life goals

Quality Life Performance – Decision-Making: Build a decision-making framework for making the right life and financial choices for living a Quality Life

What are the Wealth Mentor Program Deliverables? The Certified Wealth Mentor Training Program provides a number of key deliverables including the Communication DNA Report and DNA Relationship System, DNA Quality Life Performance Reports, Financial DNA Natural Behavior Reports, Behavioral Investment Policy Statement and the Quality Life Performance Workbook which is used for facilitation, along with powerful questions and other facilitation tools. Please refer to Appendix B. What Makes The Certified Wealth Mentor Program Unique?

1. The Certified Wealth Mentor Program is based on the concept that a person’s life

and financial choices are completely intertwined and both must be recognized in the financial and investment planning process. This worldview is not entirely unique but is seldom practiced or adhered to in the traditional financial planning process. The uniqueness in the program is that it recognizes the biggest driver of a person’s wealth creation is their natural behavior, financial personality and use of human talents. Further, the quality of a person’s relationship with money will either enhance their wealth creation or get in the way of it.

2. There is no other program that is so heavily built from a foundation of objectively measured behaviors and is able to directly incorporate that to every stage of the financial planning process, in a user-friendly way. What has been missing for many advisors wishing to address the life issues in the financial planning process is a structured system to safely discover who the client is and enable them to more confidently hold the necessary life-orientated conversations.

3. The focus of the program is Quality Life Performance. The objective is to help your clients understand who they are and integrate their life and money decisions for a quality life and superior wealth creation.

4. The program has been uniquely structured into 6 discrete pillars with 24 modules. Whilst each of the modules builds on each other, they can be facilitated independently whether in a series of upfront discovery meetings or on a quarterly basis. Also, we have structured the pillars and modules of DNA Financial Planning Performance so that you only take your clients as far as they and you are prepared to go at any stage. This way you will have greater flexibility to structure your own service to incorporate their Financial DNA Discovery.

5. By participating in DNA Financial Planning Performance and becoming a Financial DNA Certified Wealth Mentor, you will have a structured framework to follow. The DNA Financial Planning Performance Plan workbook brings


additional structure so that you and your clients will always know where they are today, where they plan to be in the future and how they plan to get there.

What is the Differential Learning from the Certified Wealth Mentor Program? Overall, the differential is the ability to turn financial planning into an “art” which in a tangible way connects both the traditional left brain processes that are highly rational and the new behavioral world process that are more meaning and emotional based. This is achieved through the following:

1. The use of independently validated and highly predictive natural DNA behavior

insights as the foundation of every aspect of the financial planning process based on the belief: “Behavior Drives Performance”.

2. The unparalleled depth and reliability of behavioral insights. 3. The integration of natural behaviors to financial personality discovery. 4. The focus on life purpose as being central to setting goals and making the right

choices. 5. Powerful strengths based questions based on the strongest behavioral traits. 6. The mutual sharing of behavioral insights between the advisor and client,

including the advisor-client matching process. 7. A platform of tools that can be used on an on-going basis beyond preparation of

the initial financial plan. 8. The highly structured nature of the program through the use of the Financial

Planning Performance Plan Workbook. 9. The ability to prepare a Behavioral Investment Policy Statement based on

financial personality and Quality Life Goals. 10. Integration of behavioral insights using technology systems to every aspect of

your business. What is the Typical Client Engagement Process that Wealth Mentors Follow? The client engagement and on-boarding process is different for every advisor. Typically, advisors will do 2 to 5 meetings with a client once engaged before implementing a financial plan. Our recommended approach is the DNA Financial Planning Performance Growth Program involving 4 discovery meetings once the client is engaged and has


entered into a fee arrangement, subject to any major issue. You can learn more by reviewing the DNA Quality Life Performance Programs and Meeting Planner in the Appendix.

1. Initial client engagement meeting – Enhance Relationship Performance at the first connection by having the client complete the Communication DNA Discovery Process. This is an initial engagement meeting and initial presentation of your services. You should share your Communication DNA Report with the client. The objective is to engage the client in your services.

2. First meeting held post-client engagement – When the client is committed to your service and signed a services agreement introduce Financial DNA Natural Behavior Discovery to identify how they make life and financial decisions for building Personal Performance. The next step after the first meeting is for the client to complete the Quality Life Discovery Process and Quality Life Planning Process. This is usually completed as homework.

3. Second Meeting post-client engagement – Guide the client to set concrete Quality Life goals based on discovering their life purpose. Review the client’s DNA Quality Life Performance Report and Quality Life Planning Reports.

4. Third Meeting held post-client engagement – When you are ready to prepare the financial plan then start working on the client’s Financial Performance by having them complete the Financial Personality Discovery Process. This should be completed as homework.

5. Fourth Meeting held post-client engagement (before Financial and Investment Plan Implementation) – Discuss the client’s DNA Financial Performance Report. Build a Behavioral Investment Policy Statement based on the client’s financial personality and Quality Life Goals, and then work on a framework for making decisions to live a Quality Life and the overall advisor-client working relationship.

6. Ongoing meetings post-implementation – Build a decision-making framework to help your clients make the right life and financial choices for livng a Quality Life.

However, the discovery process can be designed on the basis that all clients complete the Communication DNA Discovery upfront, and then the other processes are utilized on a progressive basis as needed over 1 to 3 years based on transition events. How do Wealth Mentors purchase the DNA Discovery Processes? The DNA Discovery Processes (Communication DNA or Business DNA) can be purchased on an A La Carte Basis or by way of packages for unlimited usage over 12 months. There is a significant wholesale discount for purchasing the DNA Discovery processes on an unlimited basis providing there is a high enough expected usage. We normally recommend purchasing a package where there will be 30 or more individuals completing a DNA Discovery during the year. Unlimited packages cannot be used for re-sale or training purposes. By attending Certified Wealth Mentor Training you automatically gain access to the DNA Behavior Discovery Administration System for free. This enables you to purchase the DNA Discovery Processes at a wholesale discount rate rather than the retail rates, which is a saving of 30%. To continue access to the wholesale discount rate you must purchase a Communication DNA annual package or a minimum of 10 Financial DNA


Discoveries per annum (approx. minimum fee of $750). For more details on pricing, please email us at: [email protected] How does a Wealth Mentor Maintain Certification Status? A Wealth Mentor will maintain certification status by purchasing the Certified Wealth Mentor Resources for $1000 per year and providing at least 10 individuals per year are facilitated through the Financial DNA Discovery Process: Financial DNA Natural Behavior Discovery, Quality Life Discovery or Financial Personality Discovery. The Certified Wealth Mentor Resources fee is waived for 12 months if an unlimited package is purchased. The resources include valuable materials and continuing training to more effectively use the Financial DNA Discovery Process. In addition, continuing access to the DNA Discovery Administration System is provided. Detailed Summary of the DNA Financial Planning Performance Curriculum Pillar 1: Relationship Performance - Getting the Client Engaged With Financial Planning Performance In this phase, you will learn how to engage your clients in Financial Planning Performance Planning using the Communication DNA Discovery Process. Through this process your confidence will be increased to customize your service approach and the planning process by knowing the client’s key motivations. Also, you will be able to determine if the client is an ideal fit for you. The key is by knowing yourself and how you serve your clients, on their terms. Then, you will learn how to more effectively deal with couples and families by navigate their differences, so that both have been fully heard and appreciated in the financial planning process.

Module Topic Curriculum

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Communication Preferences

Pre-Work: Complete the Communication DNA Discovery Process Objective: Become More Engaged in Your Quality Life Performance Planning Exercise: Confirm Your Communication Preferences Activity: Review Your Communication DNA Report Outcome: Increased Understanding of How You Wish To Be Communicated With

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Building a Relationship With Your Wealth Mentor

Pre-Work: Review the Communication DNA Discovery of Your Wealth Mentor Objective: Learn How to Interact With Your Wealth Mentor Exercise: Building a Relationship With Your Wealth Mentor Activity: Review Communication DNA Report to Compare Communication Styles Outcome: Enhanced Relationship With Your Wealth Mentor

mailto:[email protected]


In the next step – Pillar 2: Personal Performance – Personal Awareness Personal Performance Performance focuses on understanding your client’s natural behavior strengths and struggles to identify their life and financial decision-making patterns, and areas where they can unlock their human potential.

During this phase of the program, you will obtain in-depth insights into both the natural DNA Behaviors that influence your client’s financial personality –otherwise known as their Financial DNA. You will learn how to interpret and facilitate the Financial DNA Natural Behavior Discovery report. In this phase of the training, you will learn to facilitate your clients through enhanced discovery, using powerful questions based on their natural behavior. You will practice live facilitation with other training participants and also review case studies. The meetings and exercises in this phase of the program that you learn to facilitate will help enhance your clients’ personal awareness of their strengths and struggles and the factors contributing to their past financial successes and failures.

Further, you will learn how to involve the family members in the discovery process. Family member performance is a key driver of your client’s overall Financial Planning Performance and your advisory performance in terms of client retention and gaining client commitment. Without your client having strong family bonds and engagement they will not be able to build their own Financial Planning Performance. In this phase of the training, you will learn to facilitate couples through enhanced discovery, using powerful questions based on their Natural Behavior Discovery. Pillar 3: Quality Life Performance – Goal Setting In this phase, you will learn to guide your clients through a structured life purpose discovery process using the Quality Life Performance Process which integrates insights from their Quality Life Discovery, Quality Life Planning and Financial DNA Natural Behavior Discovery. The outcome will be that your clients have clarity of their life purpose in the form a written statement. This will then form the basis of your clients goals, based on prioritizing their needs and wants.

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Natural Behavior Discovery

Pre-Work: Complete the Financial DNA Natural Behavior Discovery Process Objective: Identify Your Natural Behaviors for Financial Decision-Making Exercise: Connect Your Natural Behavior to Quality Life and Financial Planning Activity: Review Your Financial Planning Report Outcome: Insights Into How Natural Behavior Influences Your Decisions

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Enhanced Personal Awareness

Pre-Work: Review Your Financial Natural Behavior Wealth Mentoring Report Objective: Obtain Greater Awareness of Your Strengths and Struggles Exercise: Strengths and Struggles Review Activity: Identify Your Strengths and Struggles from the Strongest Factors Outcome: Enhanced Personal Awareness

5

Understanding Couples and Families

Pre-Work: Organize Your Family to Complete their Quality Life Discovery and the Financial DNA Natural Behavior Discovery Objective: Identify the Strengths and Struggles of each Family Member Exercise: Connecting With Your Family Exercise Activity: Review the Quality Life Discovery and Natural Behavior of each Family Member Outcome: Enhanced Relationships With Family Members


The meetings and exercises in this phase of the program will help your clients discover their passion, unique gift, vision, mission and values for their life. These are the foundations of their life purpose.


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Quality Life Performance Review

Pre-Work: Complete the Quality Life Discovery Process Objective: Review Where Your Life Is at Now Exercise: Identify the 2 Areas To Focus On Activity: Identify Strengths and Struggles of Your Current Life and Priorities Outcome: Focus on Future Quality Life Performance Areas

7

Identify Your Talents

Pre-Work: Review Your Talents from the Wealth Mentoring Report Objective: Identify Those Talents Which Will Maximize Your Human Potential Exercise: Prepare Your Talents Statement Activity: Describe Your Talent from Each of the 8 Profile Factors Outcome: Talents Statement

8

Identify Your Passion

Pre-Work: Complete the Passion Discovery Exercise Objective: Discover Your Passion Exercise: Passion Discovery Activity: Identify Those Activities Which Give You the Greatest Energy Outcome: Passion Statement

9

Unique Gift Discovery

Pre-Work: Complete the Talents and Passion Discovery Exercises Objective: Discover Your Unique Gift Exercise: Prepare Your Unique Gift Statement Activity: Identify Your Greatest Activity by Combining Your Talents & Passion Outcome: Unique Gift Statement

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Dream Your Vision and Set The Mission

Pre-Work: Complete the Vision Discovery Exercise Objective: Discover Your Vision and the Mission for Achieving It Exercise: Prepare Your Vision and Passion Statements Activity: Consider Where You Want Your Life to be in 1, 5 and 20 Years Time Outcome: Vision and Mission Statements

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Identify Your Values Pre-Work: Complete the Values Discovery Exercise Objective: Discover Your Values Exercise: Prepare Your Values Statement Activity: Identify Your Most Important Life Foundations Outcome: Life Values Statement

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Articulate Your Life Purpose Pre-Work: Goal Setting Performance Exercises Objective: Discover Your Life Purpose Exercise: Prepare Your Life Purpose Statement Activity: Review Your Unique Gift, Vision and Values Statements Outcome: Life Purpose Statement

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Quality Life Needs and Wants Review

Pre-Work: Complete the Needs and Wants Discovery Exercise Objective: Prioritize Your Needs and Wants for a Quality Life Exercise: Review Quality Life Needs and Wants Activity: Specify Your 5 Most Important Short, Medium, Long Tern Needs & Wants Outcome: Prioritization of Your Short, Medium and Long Term Needs & Wants

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Setting Quality Life Goals

Pre-Work: Review Your Needs and Wants, Life Purpose and Current Environment Objective: Setting “SMART” Goals based on Your Purpose and Circumstances Exercise: Setting Quality Life Goals Exercise Activity: Identify 30 SMART Goals in 6 categories Outcome: Clarity and Commitment to Your Goals


Pillar 4: Financial Performance – Financial Preferences The power of understanding your client’s financial personality is that it enables you to customize the financial planning recommendations. This is what increases client commitment to their decisions and to you. In this phase of the program, you will learn how to uncover your client’s complete financial personality (their Financial DNA) through deeper discovery of their learned financial preferences from the Financial Personality Discovery Process. Then you will learn how to integrate key financial behaviors and life purpose-based goals that may influence the client’s life and financial decisions to the financial plan. In particular, you will learn how to facilitate planning discussions using the Natural Behavior Financial Planning and DNA Financial Performance reports.


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15 Financial Personality Discovery

Pre-Work: Complete Your Financial Personality Discovery Objective: Assess Your Agreement With the Financial Performance Report Exercise: Understanding Your Financial Preferences Exercise: Understanding Your Financial Behavior Analysis Activity: Review Your Financial Performance Report Outcome: Understand Your Complete Financial Personality – Your Financial DNA

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Financial Performance Review

Pre-Work: Review Your Natural Behavior and Financial Performance Reports Objective: Greater Awareness of Your Financial Strengths and Struggles Exercise: Financial Performance Review Activity: Identify 5 Factors Contributing To Past Financial Success and Failures Outcome: Increased Focus on Your Future Decision-Making Style

17

Past Experiences Discovery (Optional)

Pre-Work: Complete the Life Lines Exercise Objective: Identify How Your Life Journey Influences Your Financial Decisions Exercise: Life Lines Review Activity: Identify the Impact of Your Life High and Low Points On Decisions Outcome: Greater Awareness of How Your Life Journey Has Shaped You

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Inside Out Financial Planning

Pre-Work: Review the DNA Financial Performance Report Objective: Identify the Key Behavioral Influences on Your Financial Personality Exercise: Inside Out Financial Planning Exercise Activity: Review Financial Behavior Analysis Outcome: Identification of Behavioral Areas to Address In Your Financial Plan

Table 5: Financial Performance - Investment Preferences The traditional approach to investment portfolio creation often only addresses your client’s financial circumstances and reflects an advisors own approach to portfolio allocation and product recommendations. The flaw in this approach is that it fails to recognize the client’s financial personality and factors to which they can emotionally commit. The ideal investment portfolio balances your client’s behavioral preferences and their financial capacity. The benefit of a behavioral approach to investment planning is that it will increase the ability for your clients to remain committed to their investment decisions in turbulent markets. In this phase of the program you will learn how to have an investment planning conversation with your client using the Behavioral Portfolio Allocation produced from the


Financial Performance Discovery Process and how to prepare a Behavioral Investment Policy Statement.


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Building a Behavioral Portfolio

Pre-Work: Review Your Behavioral Portfolio Allocation in the Financial Performance Report Objective: Identify Your Investment Portfolio Parameters Exercise: Building a Behavioral Portfolio Activity: Identify Your Investment Confidence With Asset Allocations Outcome: Identify the Portfolio Structure You are Emotionally Comfortable With

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Investment Policy Statement Preparation Pre-Work: Review Your Outside In Portfolio Based on Financial Position

Objective: Compare Your Investment Emotions to Rationality Exercise: Tactical Portfolio Structure Review Activity: Compare Your Inside Out Portfolio Structure with an Outside In Model Outcome: Determination of Inputs to Your Behavioral Investment Policy Statement

Pillar 6: Quality Life Decision-Making Performance Discovering who your client is and building a plan for them is only the start of building Quality Life Performance. Now, your client has to start living a Quality Life, based on their life purpose and financial personality. Your ongoing role as their Wealth Mentor is critical. A key part of this is being able to help your client develop a vision what a Quality Life is for them and how it will be monitored so that you know they are on track. This is not easy, particularly as there will be plenty of events that can take them off course. In this phase, you will learn some tools and exercises that can be used with your clients on a continuous basis to help them take action for living a Quality Life. In particular, you will learn to help your clients build a decision-making framework, which will become the process for them to make difficult choices and clearly articulate your role as their Wealth Mentor.


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Your Quality Life

Pre-Work: Consider the Elements of a Quality Life For You Objective: Prepare a Definition and Measurement Guidelines For Your Quality Life Exercise: Defining and Measuring Your Quality Life Activity: Write a Quality Life Statement and 5 Measurement Guidelines Outcome: A Memorable Quality Life Statement and Measurement Guidelines

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Your Decision-Making Matrix

Pre-Work: Review Your Life Purpose Statement Objective: Create a Structured Framework for Making the Right Choices Exercise: Your Decision Making Matrix Activity: Identify 5 to 8 Factors Which are Important Considerations in Decisions Outcome: Decision-Making Matrix for Making Key Decisions

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Your Immediate Action Steps

Pre-Work: Review Your Top 30 Quality Life Goals Objective: Identify the Immediate Action Steps to Achieve Your Top 5 Goals Exercise: Your Immediate Action Steps Exercise Activity: Identify and Prioritize Your Top 5 Goals and Summarize the Action Steps Outcome: Immediate Action Steps to Start Living a Quality Life

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Your Learning for Transformation

Pre-Work: Reflect on Your Financial DNA Discovery Journey Objective: Identify Your Learning Experiences from the Financial DNA Process Exercise: Your Learning for Quality Life Transformation Activity: Identify 5 Points You Have Learned About Building a Quality Life Outcome: Greater Awareness to Live a Quality Life


6. Quality Life Performance – Decision-Making Deliverables:

• Financial Planning Performance Workbook • Quality Life Definition and Measurement

Program Deliverables You Will Access and Learn: DNA Behavior Discovery Processes, Resources and Books


Our Wealth Mentor Community Resources to Help You

• About Financial DNA Presentation and Booklet • Financial DNA Discovery Resource Guide (Interpretation, Powerful Questions) • Client Engagement Process Book • Quality Life Performance Plan Workbook • Unlocking Quality Life Performance Guide • Wealth Mentoring Tools • DNA Behavior Discovery Administration System • Advisor Website Introduction • Financial DNA Investor Brochures • Newsletters, Whitepapers, Video’s, CD’s, Podcasts

Contact Us

We welcome your interest in the Certified Wealth Mentor Program and the desire to know, engage and grow your clients for sustainable Financial Planning Performance. Please feel free to ask us any question that you have and for details on how to get started on this exciting journey. To learn more about our DNA Behavior Discovery Processes for financial planning please visit: www.financialdna.com

For a discussion on the program and how to use our DNA Behavior Discovery Processes, please contact DNA Behavior International: [email protected]

5901-A Peachtree Dunwoody Road Suite 150 Atlanta GA 30328

Telephone: 770 274 0311 • [email protected]

mailto:[email protected]

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