Transcript Document

Managing Marriage and
Money
SMI Core Training Second Quarter Topic:
SMI Three Headed™ One Pager Protocols
Check In
Why Behind Three Headed
Training Video
Samples and Demonstration
Assignment
10 Huntly Circle, Palm Beach Gardens, FL 33418
P: 561-776-6209 F: 561-828-3905
[email protected]
www.suddenmoney.com
Three-Headed™ Communication
WHY
The objective is alignment between you and your client
as well as alignment within the client themselves.
When clients understand each aspect of their plan, each
commitment they make and the methods used to achieve
their goals they feel a strong sense of trust and control.
How
One page summary with graphics with shared terminology
to accommodate all three learning styles
Copyright © 2010 Susan Bradley All Rights Reserved.
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The SMI
Perspective Paradigm
The perspective we are interested in is the client’s
perspective. What does it, the entire engagement
complete with relationships, recommendations and
process feel like, sound like, and look like from
their perspective? From this vantage point we
work towards perfect client alignment.
The Core Competencies required for excellence in
wealth transition management are:
Trust
Emotional Connection
Space of Mind
Confidence
Four Primary Tools for
First Year SMI Advisors
Each Core Competency has a set of tools and protocols developed from our view of a need and refined by
experience. We focus on universal needs found regardless of net worth, sophistication, education, culture,
gender or age. Our objective is to develop tools that apply to all professions.
TRUST
SPACE OF MIND
More than trust in professional competency,
the trust that creates alignment is a deep
sense of being seen, heard, understood and
valued. It is the “I have your back” feeling
that begins with establishing exquisite
communication.
Stress of change lowers cognitive capacity and
IQ. Space of Mind is that calm state of mind
when executive functioning returns when
advisors sort, prioritize and organize decisions by
time-line, urgency and expectations.
Tool Sets: Decision Free Zone, Financial Triage,
Managing Expectations
Tool Set: Communication Preference
CONFIDENCE
EMOTIONAL CONNECTION
When a client can explain the difference the
achievement of an objective will make in their life,
they are emotionally connected. When advisors
clearly understand their client’s emotional drivers,
they become aligned and trusted.
Clients in stress lose confidence in their
ability to make good decisions. They are best
served when their advisors present
a One Page Overview that appeals to all
three of the major learning styles.
Tool Set: Purpose, Method, Outcome Protocol
Tool Set: SMI One Page Overview
©Susan Bradley 2012
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Go to the Resource
Center and locate the
Client Care Tab
Locate SMI One-Page
Protocols on the
Navigation Bar
One Page Protocol Video
Tutorial
View other Advisors OnePage Samples
Four Step Process To Creating
SMI Three Headed One Pagers
Step One: Preparation

What is the objective of the exercise?
– It may be to clarify the answer to a question,
– to understand a flow of income or trust assets,
– to establish a clear time line for actions
– or to prioritize topics.

Review and list the relevant fact patterns
Sample Fact Pattern
Step Two: Drafts
First Draft
 Create a title with an objective statement, name and date.
 Select the basic shapes, number of text boxes or use a template for the
SMI Three Headed One Pager Samples.
 Place and title the shapes. Try to keep titles to one or two words.
Consider numbering the shapes.
 Fill in the shapes with the facts, numbers, or names of policies, trusts,
product names.
 Use arrows or other shapes to indicate relationships or flow.
Try to tell the story first to yourself then to another team member, see if it holds
together.
Second Draft
 Notice any gaps, redundancies, or unnecessary information.
 Is there anything that should or could be eliminated or placed on a
separate page?
 Verify you have the right facts, flow and relationships.
Tell the story again, does it hold, is it clear, could someone with minimal
information understand it?
Third Draft
 Make it look good. Use color but not too much. Sometimes less is more.
 Put it away for a day or more and review it again for clarity and design.
10 Huntly Circle, Palm Beach Gardens, FL 33418
P: 561-776-6209 | F: 561-828-3905 | [email protected] | www.SuddenMoney.com
Step Three: Delivery
 Practice with a team member explaining the objective and the flow of page.
 When meeting with your client, begin with the objective. Ask them what their
objective is, what do they want to understand and see.
 Restate the title and objective you have placed on the top of the page. Make
sure you and the client are in sync before you begin to go over the page.
 Encourage the client to make notes and marks on the page. Be sure to give
them a copy to take home.
 When the presentation and discussion is ending ask the client to explain the
page back to you. Saying sometimes like: “Sometimes listening to an
explanation and giving the explanation are very different experiences. Would
you please explain this one page overview back to me to make sure you don’t
have any questions now or maybe once you get home.”
10 Huntly Circle, Palm Beach Gardens, FL 33418
P: 561-776-6209 | F: 561-828-3905 | [email protected] | www.SuddenMoney.com
Step Four: Future Use

Once you and the client have agreed on the content and flow keep the page
available for future reference.

Revisit the page for confirmation, to show completion, and to clarify when
things are not working as planned.

If the client is not following thru on their side use the one pager for the
discussion. Ask, what should we change, what parts are not working for you?

If the projections are not working or if life events have altered the plan go
back to the one pager to show possible adjustments.
10 Huntly Circle, Palm Beach Gardens, FL 33418
P: 561-776-6209 | F: 561-828-3905 | [email protected] | www.SuddenMoney.com
Design Images How To:
•
To find lines arrows and shapes using Microsoft Word or
PowerPoint, go to Insert on the tool bar, then to Shapes. Click on
the shape then click on the page or slide.
•
For more advanced graphics go to ShapeArt. All images will default
to the same blue color, you can change the colors by right clicking
the shape then go to Format.
•
For shape outlines: Click on image. Go to Format in the Tool Bar to
select Shape Outline to change outline color and weight of the lines.
•
To fill the shapes: Click on image. Go to Format in the Tool Bar and
select Shape Fill to change color of fill and gradient options.
•
For Shape Effects: Click on image. Go to Format in the Tool Bar and
select Shape Effects.
10 Huntly Circle, Palm Beach Gardens, FL 33418
P: 561-776-6209 | F: 561-828-3905 | [email protected] | www.SuddenMoney.com
Second Quarter Topic Assignment:
SMI Three Headed One Pagers
Create at least three one pagers following the Four Steps For Creating A SMI Three
Headed One Pager.
•
•
•
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Use a fact pattern page to organize your thinking.
Give yourself time to review it one more time between the final draft and the client
presentation.
Create your own version or use one of the samples as a template.
Complete a fact pattern page for each one pager.
Meet with your study group at least once during this quarter to present each of your one
pagers. Begin your presentations with the fact pattern and the objective.
Discussion points:
What was the best part of the experience of creating the one pager?
Describe the experience creating, how long did it take?
How many drafts? Did you have challenges?
What was the clients’ experience? Did they get it? What did the say, feel
and do?
Have you had the opportunity to put steps into action? Have you
implemented?
How will you use the one pager in the future?
What was the best part of the clients’ experience?
Send your completed assignments to [email protected]
before the final training call of the quarter on July 8th.
10 Huntly Circle, Palm Beach Gardens, FL 33418
P: 561-776-6209 | F: 561-828-3905 | [email protected] | www.SuddenMoney.com
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Fact Pattern Page #1
Client Name ______________________________________________Date Created___________ Date Delivered_________
Team members:
1. Communication Preferences and Agreements:
2. Objective:
What is being illustrated? Describe the story you want to explain.
What do you want the client to experience? Clarify.
If you get this right, how will the client benefit? How will you know they ‘get it?’
Is this a single overview or is it part of a series?
How does this topic/objective get the client blocked or confused? What is it that they have trouble seeing? What do they
say?
3. Fact Pattern:
Circumstances
Age_________ Age ___________ Marital status________
Any relevant dates?
Who is involved - family members, spouse or others?
Required facts related to this overview:
List the disclosures and compliance requirements to be included as supporting documents:
4. Components:
What components need to be included? Indicate the relationship between them.
5. Clients' Response:
What did they say? What did they feel? What did they do?
Were any material changes made? If so why?
Fact Pattern Page #2
Client Name ______________________________________________Date Created___________ Date
Delivered_________
Team members:
1. Communication Preferences and Agreements:
2. Objective:
What is being illustrated? Describe the story you want to explain.
What do you want the client to experience? Clarify.
If you get this right, how will the client benefit? How will you know they ‘get it?’
Is this a single overview or is it part of a series?
How does this topic/objective get the client blocked or confused? What is it that they have trouble seeing? What do they
say?
3. Fact Pattern:
Circumstances
Age_________ Age ___________ Marital status________
Any relevant dates?
Who is involved - family members, spouse or others?
Required facts related to this overview:
List the disclosures and compliance requirements to be included as supporting documents:
4. Components:
What components need to be included? Indicate the relationship between them.
5. Clients' Response:
What did they say? What did they feel? What did they do?
Were any material changes made? If so why?
Fact Pattern Page #3
Client Name ______________________________________________Date Created___________ Date Delivered_________
Team members:
1. Communication Preferences and Agreements:
2. Objective:
What is being illustrated? Describe the story you want to explain.
What do you want the client to experience? Clarify.
If you get this right, how will the client benefit? How will you know they ‘get it?’
Is this a single overview or is it part of a series?
How does this topic/objective get the client blocked or confused? What is it that they have trouble seeing? What do they
say?
3. Fact Pattern:
Circumstances
Age_________ Age ___________ Marital status________
Any relevant dates?
Who is involved - family members, spouse or others?
Required facts related to this overview:
List the disclosures and compliance requirements to be included as supporting documents:
4. Components:
What components need to be included? Indicate the relationship between them.
5. Clients' Response:
What did they say? What did they feel? What did they do?
Were any material changes made? If so why?