Attention Financial Professionals:
Here's how to earn more money, create greater freedom and make a bigger impact...
Dear Adviser,
How have the past 12 months been for you?
• Did you make as much money as you wanted?
• Did your business grow as fast as you wanted?
• Did you have as much time off as you wanted?
• Did you find your work as personally fulfilling as you wanted it to be?
• and:
• Do you feel as confident about the future as you would like to feel?
Most importantly, did you live your life on purpose? Did you feel that the work you did for your clients added real value to their lives and to yours? Do you feel inspired by the path you're taking?
If your answer to any of these important questions is no, then you would be in good company because many advisers are feeling the increased pressures from very real challenges, like:
• Tighter business margins
• The Retail Distribution Review
• Higher professional requirements
• Widely fluctuating economic conditions
• Treating Customers Fairly requirements
• How to create a business system that really works
Read on to discover how to make more money and secure your future
“A must for anyone who wishes to transition to truly offering a client centred financial planning service” Lesley Chatfield, IFA
Instead of allowing problems such as these to negatively affect you and your business, how would you like to get back in control and begin to feel excited, enthusiastic and confident about the future?
Here's everything you need to know to make financial planning highly profitable and rewarding.
You cannot help but notice that an increasing number of financial advisers are moving to a financial life planning based approach because this is seen by many as the future of financial services.
A practice based upon multiple streams of revenue (fees, retainers, FUM, non- indemnity commission) is now a far more attractive and sustainable business model for serious advisers in building for the long-term.
After all, who wants to build a business with the heavy burden of indemnity commissions always present and the risk that your income could be slashed over-night (like when Stakeholder came in, for instance)?
Client Magic - How to Build a Great Life for Yourself and Your Clients is a two day seminar jam-packed with all the information you need to make financial planning work brilliantly for you and your clients.
“A course that finally delivers – showing you how to do it, connected to why do it that works in practice. Helping my business move from good to great” Dominic Thomas, Solomons IFA
Here are just a few of the things you will learn and discover during this magical two-day experience:
1. The 5 key pillars that form the foundation of a highly profitable and sustainable financial planning business.
2. A simple, easy to learn conversation that will deeply engage your clients and discover their most important goals.
3. How you build great relationships on purpose leading to significantly more business.
4. How to have your clients be delighted to pay you £2000 to £3000 or more for a financial plan - just imagine what this additional income could do for you.
5. How to improve the quality of your work and stand out from the crowd.
6. How to engage the right clients that are a joy to work with and refer you to other like-minded people.
7. A 25 point check-list to identify your perfect clients and protect you from taking on the wrong clients.
8. What your role really is in the lives of your clients - once you understand this your life will get a lot less complicated.
9. How to structure your practice so that you spend more time doing what you enjoy and less on mundane but necessary tasks.
Click here to book your place on the next seminar
"This event provides an excellent basis on which to build an exciting and inspirational financial services business. M. O'Reilly IFA
The single most important key to success as a financial planner
“Very practical help for financial planners wanting to take their business truly to the next level of providing significant value to clients through aligning their money with their deepest values and goals” Nik Proctor, IFA
One of the most challenging aspects of financial planning is discovering what it is that your clients really want out of life and then turning this information into a compelling financial plan.
Traditional facts finds can contain a lot of information but what they'll never tell you is:
• Why your clients really want to meet with you (which is often very different to what you imagine).
• What's most important to your clients - what are their key drivers in life? (without knowing this you’ll never be able to motivate them).
• The goals your clients would do almost anything to accomplish (can you truly say you know this about your clients already?).
• Your clients’ real fears and concerns about what could stop them achieving their goals.
• What it would really mean to your clients to accomplish their most important aims in life.
But without this information it is impossible to create a financial plan that is truly meaningful.
Do you know how to have your clients tell you everything you need to know?
“I would thoroughly recommend (Client Magic) to anybody who is thinking about offering a more complete service to their clients” Simon Jones, Moneyworks IFA
In order to get to the core of what your clients really want and at the very heart of the Client Magic process is the initial conversation that you conduct.
Most advisers are, of course, proficient at completing a traditional fact find and collecting 'hard' facts but to conduct a conversation to engage people on a far deeper emotional level is a different skill to master. The Client Magic' conversation will take the relationship you have with your clients to a completely new level because it's helping your clients connect to what's really important to them.
As you take your clients through this highly engaging process you will feel the bond between you deepening as it helps you build trust and create enormous additional value.
What Qualifies Us To Help You Succeed?
My name is John Dashfield. I sold my IFA practice several years ago to concentrate on doing what I really enjoy, which is helping people to reach their maximum potential through coaching and self-understanding. My passion for my subject has led me through many years of study to become an accredited NLP Master Practitioner, and I use my skills in my daily practice as I coach and support a wide range of clients with their business and personal development. You can find out more about me and the services I offer at www.dashfield.com.
I met Andy Jervis several years ago at an IFP Training Day exclusively for Certified Financial Planner professionals, and he soon became one of my coaching clients. The great thing was that, as we worked together, I learned just as much from him as he did from me. Andy not only runs a highly successful financial planning practice in Loughborough, but he also enjoys the type of life that’s available to all financial advisers who are prepared to embrace the truths that you’ll learn from him at the Client Magic Seminar. You can learn all about Andy at www.chestertonhouse.co.uk – indeed, I recommend that you look at his website because it’s jammed full of great ideas about what true financial planning is all about.
Why the 'Client Magic' process was created
Several years ago I began to get interested in the power of language and, in particular, how to ask really effective questions because I wanted to make a bigger impact.
As an adviser I often got the sense that my clients were disconnected from their financial planning and were really only engaging in it because it was something they felt they 'should' do. I rarely got the impression that they really connected the quality of their lives with their financial arrangements. And yet as we know these things are directly linked.
For some years I simply accepted that this was how things were and, if I am honest, I blamed my clients for their lack of interest.
But then I was introduced to something called Neuro-lingustic Programming, which radically altered my beliefs about how to influence someone's experience. With this new set of skills I was able to massively impact the lives of my clients for the better because I learned how to ask very powerful questions.
One of the biggest benefits to me was the huge increase in my own personal confidence. Instead of being intimidated (in my mind!) by 'big' clients, I was actually looking for them because I had the skills to communicate with anyone.
My biggest case prior to learning my new skills was £9,000 but because I was now prepared to work with far more wealthy people my biggest case rocketed up to £30,000. I also found that my clients were perceiving the value of the work we did together at a much higher level.
Learn the very best information
We've modelled the very best thinking and most relevant information from what Andy and I have both learned over decades of practical experience and put it into these two days especially for you. Nowhere else can you gain access to such a range and depth of skills and experience as you will find by attending. For instance, just some of the key processes intentionally built into the Client Magic Conversation are:
• Rapport - how to quickly and easily build rapport, trust and credibility quickly and with anyone
• Framing - how to correctly set the stage with your clients so the process works smoothly and is a highly enjoyable experience (for you and them!).
• Organising - how to ask for key information in the right sequence (one of the keys to making a bigger impact).
• State elicitation - how to have your clients actually feel their most valued emotions (and associate these emotions to you!)
• Values - how to elicit your clients life values, which are the driving force behind their decisions.
• Time lines - how to skilfully connect the past, present and future, which builds motivation and makes your clients eager to follow through with their plans.
The great thing is that the process is really easy to learn. But just because it's easy, don't under-estimate the impact it can have. As you elicit this key information from your clients you will completely redefine your relationship with them because:
• Your clients will now connect their financial planning to how they live their lives, meaning that it takes on a much deeper significance.
• Your client’s perception of the value of their time with you will significantly increase.
• The bond of trust and integrity between you will deepen making them loyal clients and raving fans.
• Your client’s commitment to their goals will increase, which means their chances of accomplishing them will increase and you’ll get the satisfaction of knowing that you are making a bigger difference.
• Your clients will feel more motivated to follow their financial plan and place their trust in you.
• You will build huge credibility because you’re working at a level way beyond people’s initial expectations.
Click here to book your place on the next seminar
Learn to be a master communicator
Advisers often put significant time into their technical skills but when was the last time you specifically took your communication skills to the next level?
Although the questions and the sequence in the 'Client Magic' questionnaire are easy to learn you won’t get really skilled without practice, and the best place to get this is at the Seminar.
We’ve created a safe learning environment in which you'll be able to ask all the questions you want. Each participant will have their own experience and you'll learn new and fascinating perspectives on how to make financial planning work in your business.
By learning in this way you'll leave with the confidence to go out and immediately begin to use the system to get meaningful results with your clients, as have many previous participants in the Client Magic Course – with dramatic results.
“Excellent balance between the theory and how to apply in practice to dramatically improve the quality of service provided to clients” Ian Kemp, IFA
The nine key elements
When we first began to teach the 'Client Magic' Process we noticed that the way people were using it wasn't quite as we intended and it wasn't as powerful as we know it can be.
This quickly lead us to the realisation that there were certain key elements that needed to be taught to really bring the process to life and make it flow more effectively.
As a participant you'll spend time working on these nine key elements so that you'll be able to comfortably use the process from day one.
For example, you'll learn:
• The three different levels of listening and how adjusting the way you listen can have profound results.
• How to use prompting questions to keep the process flowing (as clients can get a little stuck from time to time!).
• How to identify 'key expressions', the keys that unlock the door to people's emotions (you can use these same 'key expressions' months and even years later with your clients and instantly have them experience their most valued emotions).
• How to avoid putting your own content and judgements into the situation (this is a big one that many advisers are not even aware that they do – until a skilled trainer helps them to recognise the unintended effects they’re having on their clients).
• How to re-set the stage if your client is not responding to the questions.
• How to use the process with new clients, existing clients and people who have initially enquired about a product (each situation has a different 'set-up', which we'll give you word for word).
Discover the 7 Key elements of a compelling financial plan
Once you have all the information you need from your clients the next stage is to create a compelling financial plan. You'll learn how to put together a financial plan which contains 7 key areas.
These 7 key areas go beyond the provision of financial products and instead focus your client’s attention on the things that really matter in their lives.
You'll have:
• A system that will help your clients become financially well organised
• A process to measure your client’s progress towards their goals and framework for regular progress meetings.
• A process of drawing your clients attention to the legacy they want to leave
• A step by step plan of action for both yourself and your clients
The plan you create is actually the beginning of the process and you'll learn a three-year meeting cycle that will enable you to take control of how and when you see your clients. Instead of being at the beck and call of your clients you'll agree a planned schedule of meetings that will give them great service and you more freedom. More importantly, your clients will look forward to their meetings with you and welcome the value that you provide.
Great financial planning helps your clients improve their quality of life
You'll learn some tools and processes that you'll be able to use with you clients that will add tremendous value and highlight to them how they can improve their quality of life.
If you look on Andy’s website at www.chestertonhouse.co.uk you'll see postcards from clients at the destinations they helped the clients plan to visit. Your focus will shift too as you learn to discover and work on the things that really matter to your clients’ and not what you think matters.
How to stop being reactive
What we've noticed is that many advisers spend much of their time responding to what comes their way. This could be client requests, urgent business issues, emails and telephone calls. The intention was never to have things be like this; it just seems to have evolved that way.
One of the key outcomes you'll learn to focus on is the move from being reactive to proactive. But what does this mean?
Why most advisers don't earn nearly as much as they would like to...
The majority of advisers are falling way short of their true potential, which is why, on day 2, you'll design the business you really want to have.
But before doing this we'll be exploring what the life of a successful financial planner looks like.
The way to get the biggest change the fastest is to change your beliefs because when you do this everything else begins to fall into place so much more easily.
Andy will challenge several common held beliefs that many advisers have and offer you new perspectives that will give you the opportunity to look at your role and your business very differently.
Many advisers focus their clients on the money, which may seem the right thing to do but it's actually the cause of many problems. For example, you probably don't want clients contacting you every time there's bad news in the financial markets and yet many advisers inadvertently set this situation up for themselves without even realising it. On the Client Magic Seminar you’ll learn how to spot these destructive behaviours and eradicate them permanently.
You’ll learn how to retain the power in the relationship, instead of doing what most advisers do by handing power to their clients (they call it ‘great service’ in the mistaken belief that it’s helpful), which can often lead to clients getting worse results.
In the 'Life of a Financial Planner' section you'll discover:
• The biggest factor in portfolio performance (and it's not what most advisers think!).
• Why you should not try and educate your clients (because this will cause you all sorts of problems in future).
• How to set boundaries and expectations for client behaviour - like meeting on your terms.
• How to stop pitching for business and instead engage clients easily.
• Why you must stop report writing and doing research and instead focus on what you are best at.
The five big problems that can stop your success
When it comes to how you design your business we'll show you the five big problems that prevent advisers from having the business that they would truly love. You'll learn specific key strategies that help you avoid these problems or break through them if you've experienced them already.
Using our unique 5 step business planning process you'll come away with:
• A clear plan for your business based upon five key questions that all serious business people must ask themselves (but almost never do!).
• A set of clear business objectives so that you know precisely what you're aiming for.
• The key strategies that will drive your business forward and experience the success you deserve.
• The specific projects and action plans to work on that will make the biggest difference in the days, weeks and months ahead.
It's all about systems
The nature of your success will be in the systems that you create. By having effective processes within your business everything changes. You start to become far more profitable and able to handle more client work in an efficient way, leading to faster and sustainable growth.
You will learn a simple method for creating business processes that will allow you or your team to design and implement efficient and effective systems so that you can spend more time on the activities you enjoy most.
Why choose ‘Client Magic’?
“If you want to create an outstanding financial planning business and an incredible life this is the event to attend” Paul Tracey, Provest Financial Planning
There are many reasons why people choose to take their skills to the next level and make a bigger impact. Here are some of those reasons and the kind of people who will benefit from the skills we teach.
The focus of the regulator and the professional bodies has very much been on technical skills, which is a good thing. But technical skills alone will not guarantee anyone's success. The ability to communicate effectively and set up your business to deliver real results is equally important if both you and your clients are to experience financial rewards and personal fulfilment that you desire.
There are other high quality programmes in the market that will teach you how to communicate effectively with your clients and improve your financial planning skills.
Where 'Client Magic' is different is that in addition to putting cutting edge communication skills at the heart of the programme we have also included all the information you need to build a successful financial planning practice.
It's all there - time management, how to create a support team, fee charging, creating a clear client proposition and much more. The reason we have done this is because we want you be able to build a great business as well as be able to produce great financial plans for your clients.
Click here to book your place on the next seminar
Who will you be learning from?
Andy Jervis is a Certified Financial Planner and Director of Chesterton House, one of the UK's leading financial planning practices. Andy will be speaking to you from the position of having built his business and gone through the processes that you will learn. His primary business is financial planning and he enjoys giving back to the profession he loves by speaking, training and helping other advisers reach their potential.
John Dashfield is a Certified Coach and Master Practitioner of NLP. He was a successful financial adviser for fourteen years before selling his business to concentrate on coaching and training. He has worked with many successful advisers and is a regular speaker on business and personal development.
Together Andy and John created 'Client magic' because they saw the demand from advisers for high quality training and information on financial planning.
Make an immediate return on your investment
“Worth the investment of time and money” Julie Wilson, IFA
We know that you need to make every penny count and invest in training that will give you an immediate return. While, of course, it will take some time to implement everything that you've learned you will also be able to generate revenue as soon as you leave the Seminar. In fact, several previous attendees have reported that, due to their new skills, they’ve made their money back within just a few days.
You'll love the Client Magic Seminar if you:
• Are an adviser wishing to make a bigger impact with your clients
• Want to make financial planning an integral part of your business
• Want to create a bullet proof business that delivers results in any economy
• Want to do more authentic work
• Enjoy discovering new and better ways of reaching your personal goals
• Enjoy learning in a relaxed, enjoyable and friendly atmosphere
• Want to learn from other advisers with similar goals to you
Here's a quick re-cap;
Client Magic - How to Build a Great Life for Yourself and Your Clients is a content rich two day seminar with all the information your need to make financial planning a highly rewarding and profitable business activity.
You'll learn all the aspects of creating a plan from start to finish; the initial client conversation; how to create the financial plan; how to offer the right proposition and fees; and how to build a business system to deliver great client service.
It’s all here. All you need to do is make a decision to be there and book your place before the seminar fills up.
If you BOOK EARLY you can SAVE £100 on the entry price.
Click here to book your place on the next seminar
If you have any questions about the Client Magic Seminar you can contact John or Andy via their websites, or e-mail john@dashfield.com or andy@chestertonhouse.co.uk.
We're looking forward to helping you to build a great business, make a great impact, and have a great life.