Behavioural Coaching Programme

Starting January 2020

“Think of it as your guide to positioning yourself as the ‘adviser of the future’ who will survive as our industry goes through a paradigm shift.”

– David Haintz, Principal at Global Adviser Alpha

The financial planning industry is evolving. Technology has become a major disruptor with automated advice taking business away or forcing traditional advisers to find new ways to add value.

Legislation has also prompted financial advisers to articulate the unique value they add for the fees charged.

The role of the adviser is no longer simply about developing and implementing a financial plan, but understanding clients’ lives and their long-term needs better. By deepening the relationships with clients through a coaching way of being, an effective financial adviser will help them to optimise their life and money.

The need for a new kind of adviser – one who operates with a coaching way of being

The “Life-First approach”, as coined by well-respected financial adviser, David Haintz, incorporates a coaching way of being into how you manage your client’s life. It’s about understanding a client’s most essential life goals before formulating a financial plan.

As Haintz explains: “Using a ‘life-based’ instead of a ‘money -based’ approach, the adviser talks to the client about their needs, concerns, opportunities and goals before moving to financial solutions. Think of it as your guide to positioning yourself as the ‘adviser of the future’ who will survive as our industry goes through a paradigm shift.”

A coaching way of being

“The Allan Gray Behavioural

Coaching Programme was

brilliant and transformative for

me as a financial planner and

for our business. It changed

the nature of our conversations

with clients and enabled us to

have better and more impactful

planning outcomes for their

lives. While markets and

economic conditions have been

very difficult, we have been

able to demonstrate more and

different value to our clients”.

– Warren Ingram, Executive Director

and Financial Planner, Galileo Capital

“We’re not in the money

management business, we’re

in the behaviour modification

business.”

– Don Philips, Morningstar

“The job of a financial

planner is 95% people skills

and 5% technical skills.”

– Chris Bowmer,

Fortitude Financial Planning, UK

A coaching way of being enables advisers to deepen their relationships with new and existing clients and thereby improve their investment outcomes.

Anecdotally, advisers who have adopted this approach have higher referral and retention rates than their peers. They also have a higher share of client assets as they are now focusing on the client’s whole life rather than an aspect of their life or money.

Up to 5% adviser alpha per annum

The Allan Gray Behavioural Coaching Programme

Allan Gray Adviser Services invites you to join our bespoke 12-month Behavioural Coaching Programme – the first of its kind in the industry.

The Programme offers insights and knowledge to help you develop essential behavioural coaching skills, equipping you to remain relevant in a rapidly changing industry.

For you: � Self-insight and self-mastery to recognise your biases and blind spots

� Develop enhanced listening skills to build an authentic rapport with clients

� Nurture deeper, value-driven client relationships

� Understand and effectively manage investor behaviour

For your business: � Take your value proposition beyond sound financial advice and

technical expertise

� Ultimately advise on a greater share of client wealth

� Boost client acquisition and retention

� Be at the forefront of change in the financial planning industry

Outcomes for your client: � They will discover what they really value in life and what this means for their

financial plan

� Gain greater self-awareness to modify unhelpful behaviours

� Experience improved financial planning and investment outcomes

� Greater appreciation of your value as a financial planner

What is the value of the Programme?

The Allan Gray Behavioural Coaching Programme

The delivery of the Behavioural Coaching Programme involves the input and participation of a range of experts, practitioners and coaches. Rob Macdonald, who is an experienced and highly-qualified financial planner and coach, will facilitate the Programme.

Programme fact box

� 12-month programme, with workshops every second month

� Six modules

� Three regional venues: Cape Town Johannesburg Durban

� Input from a range of specialists

� Online resources and engagement platform

� Maximum 30 participants per regional venue

� R1 950 (excluding VAT) per month

Programme themes

� Introduction to coaching: The role of self-insight and self-mastery

� A coaching way of being: What it means and how to adopt it

� Challenges of adopting a coaching way of being: Working in three domains of competence

� Effective communication skills: The foundation of a trusted adviser relationship

� Investor behaviour: Understanding what drives your clients and how to help them manage themselves

� Financial life planning: Working with clients where their life meets their money

Each module* consists of:

� A one-day workshop

� Group coaching sessions (six in total)

� Online support (ongoing)

� Self-regulated personal exercises, practices and reflections (ongoing)

� One-on-one coaching support (optional)

*Modules cannot be taken as stand-alone courses.

Introduction to coaching: The role of self-insight and self-mastery

A look at what coaching is and how it differs from other ways of engaging with clients. You will be taken through profiling exercises to develop greater self-insight and self-mastery.

1

The challenge of working in three domains of competence

An exploration of the three domains of competence: the head, the heart and the hands, and why each is important in adopting a coaching way of being. We will also look at different types of coaching conversations and how to guide clients towards better decisions.

3

Module breakdown

A coaching way of being: What it means and how to adopt it

A detailed look at what “a coaching way of being” means, and how to integrate this approach into your business.

2

Effective communication skills: The foundation of a trusted adviser relationship

You will be equipped with the skills for effective coaching conversations, and to ensure your whole business follows a coaching way of being.

4

Financial life planning: Working with clients where their life meets their money

You will learn how to extract what is important to your clients in a non-threatening way and develop a financial life plan that is relevant to their lives.

6

Investor behaviour: Understanding what drives your client and how to help them manage themselves

A detailed look at investor behaviour and what drives investor mistakes. You will go through the latest behavioural finance research and techniques to help investors manage their behaviour.

5

Module breakdown

to download the application formClick here

Applicationprocess

Allan Gray Proprietary Limited is an authorised financial services provider.

“Your success in life isn’t based on your ability to simply change. It is based on your ability to change faster than your competition, customers and business.”

- Entrepreneur and leadership expert, Mark Sanborn