You know your clients want and need more value in order to weather the financial storms that keep breaking on the horizon.  The traditional way of providing financial services just doesn’t work any more.  You want to provide the best services – covering all areas of financial planning. 

However, you’re stuck when it comes to discussing this with your clients. You don’t know how to tell them you’re changing your whole business model.  You’re afraid you’ll make a real mess of it and lose your ideal clients. 

What I’ve found helpful is to work from a script. So here’s a suggestion of what you could say.  (Of course you’ll want to personalize it and practice, practice, practice, until it flows smoothly and is as natural and sincere as you are.)

“I appreciate that you were able to meet with me so I can lay out the future vision I have for my practice and what it will mean for you.  I’m convinced these new changes will be in the best interest of our ideal clients, such as yourself.

In the past, I did some basic goal planning with each client, which resulted in an asset allocation that I created.  I selected suitable investments and then charged my clients between 1 – 2% annually for the accounts they placed under my care.

Here’s what will change, and I’m sure you’ll see how much more value you’ll receive.

I’ve made a commitment to providing fully comprehensive financial services to all of my ideal clients.  Every client will have a comprehensive written lifetime financial plan created by a Best-in-Class Financial Planner that I’m bringing onto our team. 

In addition, I’m actively seeking the most experienced and highly skilled experts in the areas of tax, money management, insurance and estate planning to bring onto our team.  They will help me cycle through our checklist of more than 139 action items annually.  This ensures that every one of my ideal clients is financially organized at all times.

I promise you these three things:

• You’ll have the greatest probability of accomplishing your goals by your target dates.
• You’ll make smart choices about your money in all areas of finance.
• Your financial house will stay in perfect order for the rest of your life because of our new proactive process.

We will still charge between 1 – 2% on the value of your assets annually (or fee of $____, whichever is greater). However, my job is to ensure that any charges for additional planning, as well as for financial products or services required to keep you organized, will be fully disclosed. I am committed to finding you the most value at the lowest cost.

If you choose to join us, we’ll need you to agree to meet with our team three times a year in order for us to interact with you about things that only you can tell us. You meet our ideal client profile and we want to continue working with you.  Would you like to join us?”

Does reading through this conversation reveal some gaps in your own business model?  Do you have all of your systems documented so you that you have a checklist of all your action items?  These and many more concerns are dealt with in The Trusted Advisor Toolkit™. If you don’t already have a membership to our system, you can register now at no charge!