“What should we do about this?” The Strategies step consists of relating one or more product, solutions or strategies to the exposed funding gaps of a household that have been prioritized.
 
 Key is connecting what a client doesn’t know (product/strategy) to what they do know (agreed-upon need and their current state of affairs). The strategies must be appropriate given knowledge of the household condition expressed in the Asset-Map (members and financials) and the apparent gap/exposure (target-map). TIP: Be certain that the solutions variables (growth, inflation, duration), closely resemble the assumptions made in the Target-Maps.

What you need (2+ Participants):

  • A customized Comprehensive Report for each participant
  • Print the copies of the Worksheet for everyone (Find as PDF attachment at bottom of article)
  • Pens

Be Prepared:

  • Read Best Practices sheets (Samples)
  • Review Sample Comprehensive Reports and training videos
  • Show the Asset-Map to an advisor you respect before creating your Target-Maps. Make sure you’re not missing the easiest opportunities.

Workshop 5A: Leader presents

The workshop leader picks an issue based upon a real client or prospect and uses the Asset-Map Report to summarize the prospect’s situation. Who are the important people in this household? What’s their job situation? What financial instruments do they already have in place and are they serving their original purpose? Which instruments do they not have? Why? What were their top priorities or concerns, if any?

Assuming a single gap was prioritized, the Leader will pick a Target-Map, explain where the prospect stands relative to their goals and will address if self-funding a viable option. Which strategies would be effective to solve this lack of funding? Which products would be suitable based on the knowledge of the household and their preferences/experience?

Shared Feedback from Group: 

  1. What was a take-away that you would replicate?
  2. Were any big problems/opportunities overlooked?
  3. Could Target-Maps have been customized or cloned differently to better communicate scenarios and suitable strategies?  

Workshop 5B: Role-Playing

Break into groups of 2-4. Agree on each person’s role (e.g., client, spouse, FP, specialist, etc). Use the same materials and process as above to review their current situation briefly. Picking one of the prioritized topics, attempt to provide one or more strategies that could be utilized to address the issue at hand.

Examples:

“Based on your expressed high tax rate and your desire to simplify your accounts, here are a few strategies that may be appropriate for your household. They might include this tax-managed brokerage account, a non-qualified deferred annuity, and/or an over-funded life insurance contract. Here are a few options we believe are suitable...”

“Considering that a premature death of John is your highest concern and the Loss of Life target-map indicates a capital shortfall of $723,021. We would recommend a strategy of life insurance on John for $725,000 using either term, permanent or a combination of the two to resolve this issue. Here is what those options might look like for you…“

Shared Feedback from Group: 

  1. What was a take-away that you would replicate in your process?
  2. Were any links between the need and strategy missing?
  3. What could be done better/differently to better communicate scenarios and suitable strategies?
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