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Episode Summary

Assume I came to you, a financial advisor, and offered to help you do three things:

  1. Enhance the quality of your conversations, and thus, your connection with the client
  2. Get your clients to envision with clarity what their fulfilled life looks like
  3. Vastly improve the client’s ability to follow-through on your advice to reach their fulfilled life

Would you say no? Of course not!

In fact, if you could pick any three things that would instantly enhance client outcomes and change the trajectory of your business, these three would all rank at or near the very top.

Almost every good financial advisor completely accepts and understands how important these things are when working with clients.

The challenge lies in knowing how to do it. And, more importantly, how to do it consistently and effectively.

Just like any area of your business, the secret to becoming more consistent and effective is implementing a process or a system.

In these episodes (Part I and Part II), Amy Mullen, the president of Money Quotient shares the tools, resources, and True Wealth Process that they teach advisors to implement in their practice to maximize their client’s financial AND emotional well-being.

Part II starts with Amy explaining the importance of not just knowing the emotional, behavioral, and psychological things to do. But they’ve realized from years of doing this that it’s the sequencing of the process that yields massive results.

Which is why they created the True Wealth™ Process. It’s a structured, systematized process for advisors to seamlessly sync the emotional and financial parts of their process.

Interestingly, while many advisors believe and expect that adding this element into their process would demand more of their time, Amy shares some stories from advisors they’ve worked with who said they now learn in a few months the info that used to take 8 years to acquire.

Then, we’ll walk through each of the 5 steps and discuss the reason for each and the corresponding tool/deliverable they provide at each step of the process.

For example, they have two questionnaires they provide for a discovery meeting to guide advisors through a meaningful conversation with clients that yields all the valuable information you need to know.

They also have a deliverable at the end that directly links each financial strategy to the goal or vision that it serves to accomplish. Something that we just assume clients do on their own but rarely does it work out that way.

Finally, we spend some time at the end discussing how to plan and prepare clients for the barriers that will pop up along the way that make implementation challenging. Because the reality is that life happens. And sometimes life will throw even the most well-intentioned clients a curveball.

This episode is a deep dive into the process and tools that help you enhance your conversations, uncover your client’s values and priorities to create meaningful goals, and create long-lasting behavior change.

Things You’ll Learn

  • The 5 steps of the True Wealth™ Process for consistently applying an emotional process to sync with the financial process most advisors already have
  • How having a process for the qualitative, emotional side of planning actually saves you time in the long run despite many people assuming it takes longer
  • The case for having two separate discovery meetings
  • Two questionnaires to use in discovery meetings to guide the conversation and improve client’s clarity
  • Why the secret to memorable conversation and lasting connection actually starts with the advisor’s mindset
  • A structured process for identifying and prioritizing the right goals for clients
  • How to guide clients through creating a robust vision of their ideal life
  • An effective way to think through values, visions, and goals
  • How to plan and prepare for barriers to implementation

About Amy Mullen

Amy Mullen is the President of Money Quotient, a company that offers tools and training to help advisors have better and more meaningful conversations with their clients. She does speaking, coaching and trainings for financial advisors on the benefits of a values-based financial planning approach and understanding client’s motivations to guide them through change all while developing deeper relationships with clients.

She’s also a CFP, a member of the Financial Planning Association, and a member of the Financial Therapy Association. She sits right at the intersection of technical knowledge and the human side of money.

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Resources


 

Whenever you’re ready, there are 3 ways I can help you master the human side of advice:

  1. HSOA Masterclass: An 8-week group program where you and a small group of advisors will walk away with the skills and resources to master the human side of advice, enhance client outcomes, and forever change the trajectory of your business.
  2. HSOA Sessions: 2-hour coaching blocks where we work 1:1 to design the ultimate discovery process that creates clients who pay more, refer more, and follow-through on your advice.
  3. HSOA Community (COMING SOON!): A place to meet, collaborate, discuss, brainstorm, learn and grow with other advisors passionate about the human side of advice.

If you’re interested, let me know here.