THE REAL VALUE OF ADVICE - Partners Wealth GroupPWG AAA Value of advice AUG2017 FINAL KP Author Kim Payne Created Date 20170824045125Z

THE REAL VALUE

OF ADVICE

PWG ASSOCIATE ADVISOR PROGRAM

24 AUGUST 2017

DO YOU GET THE VALUE OF

ADVICE?

Yep, sure do!

Do you get the value of advice?

What is it then?

Ummm it’s…

INSURANCEINVESTMENTS

SUPERANNUATION

ROL

UNDERSTAND WHERE THE

PROBLEM CAME FROM

NOT JUST THE SOLUTION

WHATS THE

MONEY FOR?

Y O U R L I F E

TOOLS TO MANAGE MONEY

Personal &Social life

Physical /Health

Family Work & Career

Money & Finance

Mind / intellect

Spiritual & Community

Y O U R L I F E

HISTORYTRANSITIONS

PRINCIPLES / PHILOSOPHIESPOSSIBILITIES (GOALS)

MONEY GOES IN

MOTION WHEN LIFE IS

IN TRANSITION~ Mitch Anthony ~

“

FAMILY

ü Marriageü Separation or Divorceü Pregnancy, maternity leave, new baby or grandchildü Caring for ageing parents ü Inheritanceü Educating kidsü Sickness / Illness – short or long termü Injury or disablement ü Sudden or unexpected bereavement ü Making important medical and legal decisions ü Managing a deceased estate ü Upholding family’s wishes when they passü Affording a funeral

LIFESTYLE

ü Travel and adventures ü Holidays local and overseasü Retiring from workü Buying, selling or upgrading or downsizing your

home, an investment propertyü Taking on personal debtü Relocating or moving overseasü Buying or selling lifestyle assets such as a car, holiday

house, boat etc. ü Centrelink and government entitlements ie. heath

care cards, pharmaceutical benefits etc. ü Bankruptcy

BUSINESS OR WORK

ü Buying or selling a businessü Increasing debt and funding business assets ü Potential bankruptcy ü Redundancy or retrenchment ü Working more or cutting back ü Getting a raise, bonus or a promotionü Accessing work related entitlements ü Changing jobsü Long service leave or a sabbatical ü Returning to study

GENERAL

ü Achieving goals that are important to youü Making the most of managing money ü How to spend smartly ü Understanding financial concepts ü Accessing other advice professionals ü Teaching kids about moneyü Dealing with a tax bill, tax deductions and rebatesü Helping others benefit from sound financial adviceü Philanthropy, charity and giving

EXPLAINING

ALUEIS TOUGH

90%

EMOTIONS

MEMORY

EXPECTATIONS

NEEDS

10%

FACTSDATA

PEOPLE HAVE CLEAR FINANCIAL GOALS

MYTH:

PEOPLE DON’T KNOW WHAT THEY WANT

TRUTH:

THE RESULTS FALLACY

PHYSICAL STUFF

HOW IT MAKES THEM

FEEL

WHAT IS SOMETHING YOU WANT IN YOUR

LIFE?

(eg. new car, house, savings etc.

HOW WILL YOU

FEELWHEN YOU GET IT?

IF YOU CAN’T EXPLAIN IT

SIMPLY, YOU DON’T

UNDERSTAND IT WELL ENOUGH

“

~ Albert Einstein ~

THE ART OF EXPLANATION

9YR OLD TEST

EXPLAIN… SO PEOPLE UNDERSTAND

Advice explanations

table

DEBT MANAGEMENTRISK MANAGEMENTESTATE PLANNING

INVESTMENT PLANNINGTPD INSURANCE

BUDGETINGSUPERANNUATION

AGED CAREINCOME PROTECTIONREVERSE MORTGAGE

SMSFGEARING

IT’S LIKE…

ANALOGYCOMPARES TWO IDEAS SO

YOU CAN SEE THE RELATIONSHIP / CONNETION

BETWEEN THEM

USE THE LANGUAGE OF THE KNOWN TO EXPLAIN THE

UKNOWN

ANALOGIESFire is to hot – like ice is to cold.

You can imagine an atom as being like our solar system. The nucleus is the sun and the electrons are the planets orbiting round it.

Insurance is like a parachute, you don't always need it, but when you do, you want it to be there.

The brain is like a computer, both have memory and processing, but if they don't work together things go wrong.

METAPHORFIGURES OF SPEECH THAT

CONNECTS TWO UNLIKE THINGS TO HIGHLIGHT A POINT

THEY SOMEHTING ‘IS’ SOMETHING ELSE

METAPHORS

The classroom is a zoo

The business is a sinking ship

He’s become a shell of a man

He showered her with gifts

He was drowning in paperwork

She is a minx

1. WHAT DO YOU DO?

2. WHAT IS FINANCIAL PLANNING

3. VALUE OF AN ADVISER

4. BENEFITS OF INSURANCE

5. VALUE OF FINANCIAL ADVICE

EXPLANATION BINGO

USING BODY LANGUAGE

TO CONNECT WITH

CLIENTS

Copyright © Chris Unwin - Training & Consulting Services July 2016 Contact Number : 0417 281 034

DO’S AND DON’TS ON THE TELEPHONE


Despite the amount of email and alternative modes of communication being used today the majority of APPOINTMENTS are still made over the telephone and therefore, this remains the first opportunity for business to be won or lost.

GOLDEN RULES• J down the phone

• Always stand up and move around

• Be yourself

• Never argue – avoid confrontation

• Expect to handle 2 or 3 objections before making the appointment


• Make a call that you would like to receive

• Make people laugh

• Speak clearly and at a moderate pace

• Only sell an appointment

• Waterproof the appointment

• Be enthusiastic

• Be positive

• Be assumptive


GOLDEN RULES OF THE FIRST CLIENT MEETING


1. Look good / Feel good

2. J Smile

3. Take control

4. You never get a second chance to create a first impression

5. Be aware of body language

6. Be enthusiastic

7. Relax / be yourself


8. Avoid confrontation

9. Make it flow

10. Don’t get technical / K.I.S.S

11. Ask questions

12. Paint pictures

13. Book the second appointment there and then

Documents

THE REAL VALUE OF ADVICE - Partners Wealth GroupPWG AAA Value of advice AUG2017 FINAL KP Author Kim Payne Created Date 20170824045125Z