The Consulting Process

Step 1: INTRODUCTION

• Communicate your unique value proposition and ideal Client Profile.
• Present your consultative process for assisting the prospective client in solving his/her financial problems.
• Ask pre-qualifying questions.
• Build rapport.
• Get commitment.

Step 2: DISCOVERY

• Uncover financial concerns, frustrations and problems.
• Clarify visions, values & goals.
• Assess psychological response to financial issues.
• Collect personal financial date.
• Complete Risk/Return Questionnaire.

Step 3: SOLUTIONS

• Investor Goals and Objectives
• Portfolio Management Guidelines
• Reporting & Communications Guidelines.

Step 4: IMPLEMENTATION

• With the Investment Policy Statement and Proposal in place, implementation becomes a simple process of filling out application forms.
• Schedule 45 day review now.

Step 5: 45 DAY REVIEW

• Identify an issues or concerns and resolve them immediately.
• Provide passwords, access codes, and an organizational binder to manage documents.

Step 6: ONGOING PROCESS MONITORING

• Changes to client’s personal or financial situation?
• Review and explain performance.
• Any other issues – organize client record keeping, answer any other agenda questions, and ask for referrals.
  
  
• Wealth Management Roadmap – Continuing meetings based on themes, agendas and objectives.