Clarity
Why Not to Interrupt
By: Becca Timmins
Consultant, Coach, Trainer and Former Financial Planning Operations Director
When We Think
In this session, we explore the listening skills needed to achieve more transformational results from your client conversations.
Client Engagement Blueprint: Framing Conversations for Success
By: Andy Hart
Founder & Financial Adviser
Maven Adviser, Humans Under Management, Maven Money Podcast
Through the whole financial advice process we are selling the invisible, the intangible. We move people who are largely full of misconceptions, misunderstanding and biases to be good long-term decision makers.
The magic behind becoming a better communicator
By: Becca Timmins
Consultant, Coach, Trainer and Former Financial Planning Operations Director
When We Think
Did you know that on average, listening professionals listen for just 11 seconds before they interrupt us?
The most important skill in Financial Planning
Is it to do with cashflow modelling? Tax planning or building an amazing investment portfolio? I’d argue that it’s curiosity.
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How can you plan unless you know what you are planning for?
The importance of stablishing objectives is a basic principle of financial planning and is now more paramount than ever before.
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Working with Vulnerable Clients
Working with vulnerable clients, understanding their needs and adapting your services to meet them has always presented some complex challenges for financial planners.
Finesse your first meetings – Part 3
In this session, we help prospects to identify what their money is for, so that they can fund a fulfilling life.
Adviser Pain Point: Prospering as a Financial Planner
This month Rob & Scott talk to David Scarlett, founder of Soul Millionaire, executive coach to financial advisers, author and poet.
Finesse your first meeting – Part 2
Imagine you are just about to meet your ideal client. What are you going to say that will build trust from the get go?
Taming your transactional advice monster
Do you want to make a far bigger impact in the lives of your clients? If so, this webinar is for you.
From financial advice to transformative financial planning – Part 2
By: David Scarlett
The Soul Millionaire
The reality we face in this business sector is that the world has moved on far more quickly than our education and historical habits.
From financial advice to transformative financial planning – Part 1
By: David Scarlett
The Soul Millionaire
There seems to be almost as many views on the differences between Financial Advice and Financial Planning as there are practitioners of both skills!
Adviser Pain Point: First conversations with clients
Join this new series of POWER Talks with Rob & Scott as they dig deep with financial planning practitioners to find out their secrets for success around specific pain points.
POWER Planning: Advancing consumer focused financial planning
Every individual has their own interpretation of financial planning, each financial adviser has their own individual way of delivering a financial planning service to their clients. How can our financial planning profession advance if we are not all heading in the same direction? POWER Planning seeks to solve this challenge. Designed by financial planning practitioners
How to write in plain English
During this webinar, you will learn proven business writing techniques that will help you to build trust and confidence in your reader.
The keys to selling yourself and your service
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
Whether we admit it or not, success in all areas of business largely depends on the ability to sell yourself, your ideas, your services and, yes, sometimes even your products.
Why every financial planner should have a coach?
Coaching is not a luxury. In an increasingly complex world it has become the development process of choice for an increasing number of professionals, including financial planners.
How to handle challenging conversations with clients
Coaching and communicating with your clients and prospects can be the toughest part of being a planner – a conversation often dominated by their heartfelt, challenging concerns and fears.
“This is your captain speaking …”
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
To be effective you need to be able to apply that knowledge to your client’s unique situation. The more you can tailor your messaging by building upon what is familiar to them, the more successful you can be.
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First Meetings: Tilting the Odds of Success
The first meeting advisers host with a prospect is critical to them deciding to become clients. How can advisers tilt the odds of success in their favour in the earliest interactions with these prospects?
Life planning couples: two visions, one financial plan
There’s nothing better in life than a fulfilled partner. There’s nothing better in life than a fulfilled partner. In this webinar we learn best practices for life planning couples from George Kinder, the Father of Life Planning, and practitioners Justin King, CFP®, RLP®, and Kathy King, RLP®.
What makes you different and why it matters?
By: David Scarlett
The Soul Millionaire
What could be so different about you that it would attract the quality of clients you’d absolutely love to work with?
How to Write Well or Better
Being a good writer will make you better at your job. It will help you with all forms of communication because it will enable you to articulate your ideas more convincingly and be more persuasive.
Why clients will pay you more. And happily!
By: David Scarlett
The Soul Millionaire
Delivering ‘fair value’ for the price clients are paying will always be a basic level of concern in any profession.
Fully engaged clients for life
Client engagement is essential to building a thriving financial planning practice.
The secret to keeping your financial planning clients for life
Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. So, what is that one thing?
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Client Conversations That Build Trust at Speed
By: David Scarlett
The Soul Millionaire
Most Financial Planning teams still believe that it can take weeks, months – even years – to gain a client’s trust.
How to Begin a Life Planning Conversation
Great financial advice starts with and is built on a foundation of incredible listening.
The Winning Financial Planning Formula
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
A compelling and engaging value proposition is the cornerstone of a successful financial planning business.
Finesse your first meetings
First meetings are brimming with potential. Some clients will be nervous, some will be confident, some will have no idea about what’s involved or what they’d like their future to hold.
A Lifetime in Planning: in conversation with George Kinder
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
In this POWER Webinar, George Kinder is in conversation with David Jones of Dimensional and they will explore how the lives financial planners and clients, and those whom they influence, can be transformed by Life Planning.
Power Podcast – Episode 19 – Catherine Morgan
Rob Schwarz and Scott Millar are joined by Catherine Morgan of The Money Panel.
The Story Behind the Story
By: Andy Hart
Founder & Financial Adviser
Maven Adviser, Humans Under Management, Maven Money Podcast
In this 24 minute video, Andy Hart considers the stories that lie behind successful businesses and what happens when everything points in the right direction. He then considers the story behind the giving of financial advice and the optimimum time to have difficult conversations with clients … before they “climb onto our Ark”. Andy addresses
Power Podcast – Episode 18 – Gretchen Betts
Rob Schwarz and Scott Millar are joined by Gretchen Betts of Magenta Financial Planning.
Keeping Your Clients On Track
You’ve created and implemented the client’s financial plan. Your biggest challenge now is keeping them from wandering off the path or losing their nerve along the way.
Back of a Napkin Financial Plan Part 2: Using the Matrix Book
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
Following on from June’s PFS Power webcast, please join David Jones, Head of UK & Ireland Adviser Group, and Blair Anderson, Regional Director, who will demonstrate how to use Dimensional’s Matrix Book to build on the core ideas from the Back of A Napkin Financial Plan presentation. In this webcast, David and Blair will show…
Power Podcast – Episode 14 – Julie Littlechild
Rob Schwarz and Scott Millar are joined by Julie Littlechild, Founder of Absolute Engagement.
The Payback from Better Client Relationships
Most advisers shower new prospective clients with lots of love … until they become a client. Then they see them annually for a review.
Back of a Napkin Financial Plan
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
This session is aimed at helping financial advisers communicate their value through the use of heuristics, simple calculations and sketches (on the back of a napkin) to illustrate the importance of Financial Planning.
Power Podcast – Episode 6 – Natalie Wright
Rob Schwarz and Scott Millar are joined by Natalie Wright, Partner and Head of Family Business at Mazars.
Power Talks To Practitioners About First Meetings with Clients
Garry is the founder, owner and sole Financial Planner at HK Wealth based in Stirling, Central Scotland. The business was started as a fee based financial planning practice in 2002 using cashflow modelling, which at the time was relatively forward thinking. Garry is past board member and past president of the Personal Finance Society and
Power Podcast – Episode 5 – Alasdair Walker
Rob Schwarz and Scott Millar are joined by Neil Parker founder of Joslin Rhodes Lifestyle Financial Planning and the PlanHappy Financial Planning Academy.
I Love the First Meeting with a Potential Client
I get to meet someone new and find about who they really are; where they are now and what their dreams and aspirations are for the future. I find the stories of other people inspirational. If we can help them live a bigger future going forward, that’s very exciting
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Focus On What The Money Is For
People say there are three things you should never talk about; politics, religion and money. Yet in our profession, most advisers talk about money with clients all the time.
How To Blow Your Clients’ Minds
When it comes to creating a great service, advisers focus on lots of different inputs.
Defining Your Financial Planning Service
When you set about defining your client service proposition, you want to develop something that your clients will value.
Commercials Part 2: Pitching Your Financial Planning Service and Fees and Overcoming Objections
Neil explains how to best pitch your Financial Planning service successfully to your clients at your initial consultation. This includes how to package and present your service and how to recognise the different barriers to engagement and overcome them. Learning Objectives
Demonstrating Your Value To Clients
The number one cause of Financial Adviser angst is not being able to understand your value in order to communicate it to clients.
Structuring Effective Client Communication
This session seeks to provide a robust framework around how advisers can communicate their value and answer client questions effectively and clearly.
POWER Talks to next gen influencer, next gen client and next gen planner
All our guests are ‘millennials’ in their 30s and sound advocates of the life changing powers of Financial Planning.
Financial Planning and the Value of Advice
By: David Jones
Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.
Dimensional
David Jones, Head of Dimensional’s UK and Ireland Advisor Group discusses why there has never been a more important time to be a financial adviser.
Verbal PR – how to win clients through storytelling
By: Andrew Thorp
Speaker, Consultant, Trainer
This article is a follow up to the webinar – How To Win Clients Through Verbal Storytelling.
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How to Win Clients Through Verbal Story Telling
Andrew Thorp, speaker and coach in the field of verbal business storytelling, introduces us to ‘story-selling’ and how it can improve our communication.
How to Ask Great Questions
Do you remember Mikhail Gorbachev? He was the last leader of the Soviet Union, and played a pivotal role in dismantling the Cold War.
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Change your Questions, Change Your Life
Asking questions and listening to clients’ stories is big part of being a Financial Planner.
The Hidden Magic of Behavioural Financial Advice
By: Andy Hart
Founder & Financial Adviser
Maven Adviser, Humans Under Management, Maven Money Podcast
In this 20 minute video, Andy considers the hidden magic that’s behind customer service excellence in successful companies and shows you how to apply a similar hidden magic to your financial advice practice.
How Financial Coaching adds massive value to clients and practitioners
An increasing number of financial advisers are developing their proposition to include Financial Coaching. Hear from two experienced Financial Coaches: Simonne Gnessen of Wise Monkey Financial Coaching and Catherine Morgan of The Money Panel about its transformational value. Discover how Financial Coaching can change lives by uncovering critical beliefs and issues, reduce anxiety by overcoming
How We Run First Meetings with Clients
Neil Parker, CEO, demonstrates how first meetings are run at Joslin Rhodes Lifestyle Financial Planning Ltd.
Lifestyle Financial Planning: Turn Theory into Practice
Neil Parker, CEO, Joslin Rhodes demonstrates how to turn the theory of Lifestyle Financial Planning into a practical and easily repeatable financial advice service.
10 Great Tips for Using a Financial Coaching Approach
Here are Jan Bowen-Nielsen and Chris Budd’s top 10 tips for using a coaching approach to increase client engagement.
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Coaching books for Financial Planners
In the questions and comments raised by some of the 2,000 or so people attending the two PFS Power webinars with Chris Budd and Jan Bowen-Nielsen, there were quite a few requests for us to recommend books about coaching.
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Great Coaching Questions
During the PFS Power Coaching Webinars that Jan Bowen-Nielsen and I conducted on 28 January 2020, several people asked, “Can you suggest some great questions?” Here are a few thoughts.
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Financial Planning Meeting – First Contact, First Meeting
Since discovering Lifestyle Financial Planning, Tamsin Caine has believed in it. It didn’t make it any easier to master. She is sure lots of other Financial Planners feel the same.
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Clients & the Power of Love
By: Gemma Siddle
Eldon Financial Planning
From the first meeting we create an opportunity for clients to speak and feel what it’s like to be listened to. Sometimes for the first time.
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Piercing the Surface
Focus on achieving good outcomes for clients and you have the foundations of a Financial Planning proposition already in place.
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Use of coaching
Having recently undertaken a business coaching certification I found one of the benefits was an opportunity to reflect on interaction with clients.
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Person before problem
Have you been in client meetings and found yourself doing most of the talking? You might be keen to share product knowledge, to show your expertise, or you may just want to be liked and to build rapport.
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Types of Coaching for Financial Advice
In financial advice, two types of coaching have been rising in prominence over recent years: ‘pure’ coaching, and financial coaching.
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The Power to Change Lives
Anthony Villis talks about adopting a Lifestyle Financial Planning approach in 2014, and his firm, First Wealth, hasn’t looked back.
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(Why) Don’t all Financial Advisers do it this Way?
By: Frank Donlon
Financial Planning Client
Like many people I came to financial advice in mid-life, triggered by a move from secure employment status in a large multi-national to self-employment.
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