Are We There Yet?
Nobody ever comes to a financial planner asking for an ‘overarching holistic review of assets, circumstances, and dreams leading to a financial plan that ensures I can live my best life.’ ??
It would be nice if they did ??
But they don’t ??
Instead, they come for a transaction ??
?? ‘I need to access my pension.’
?? ‘I need a better return on my investment.’
?? ‘I need a bigger mortgage.’
When what they really want is… ??
??? To know whether they have enough to retire and live their dream retirement lifestyle.
??To feel they have sufficient funds behind them to leave the rat race and live a better life.
???????? To live a life in the countryside and give their children a better start.
And our job as financial planners is to get their heads out of the transaction and into the ‘human, why?’ ??
The problem is that sometimes you can be so passionate about financial planning and the benefits that it will bring, that you sweep the client along with you…. ??
Which is good…. ??
Except the client thinks you're doing financial planning INSTEAD of arranging the transactions they think they need ??
This can lead to problems…the most extreme of which I’ve seen is when, halfway through the financial planning process, the client proudly announces to the stunned and slightly crestfallen planner that they’ve ‘sorted their pension/mortgage/investment.’ ??
D’oh ??
Imagine that it’s the summer holidays and the kids want to go to McDonald’s ??
They want short-term gratification ???
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You, however, sell the idea of a grand family day out somewhere wholesome, and they buy into it. Great! ??
Except they’re still hungry and are naturally going to struggle to stay focussed on the joy of the grand day out whilst their tummy is rumbling ??
You’re pointing out the lovely landmarks along the way and they’ve got their noses pressed against the window staring wistfully at every service station fast food joint that you pass ??
But if you promise that along the way you’ll be stopping for lunch (somewhere nice – not McDonald’s) then now the whole car is happy ???
Short-term desire has been sated by the promise of medium-term satisfaction ??
They're getting a more productive and wholesome experience and getting fed along the way ??
But if they thought they were going for a day out INSTEAD of getting lunch…well…no matter how great the experience should be, their focus will be their grumbling tummies ??
So, it’s important that we don’t get so evangelical about financial planning that we forget to knit the financial advice process into it and more importantly – explain to the client how and when any transactions will be dealt with??
Just like when you tell your kids that ‘we’ll stop at the next service station’ ?
It’s a game changer – everybody’s mood brightens – despite you knowing it’s still 40 miles away ??
Learn to satisfy their short-term transactional desires with the promise of medium-term solutions on the way to a long-term holistic outcome ???
Holistic financial planning is great – but we still gotta eat ??
FINANCIAL PLANNERS - Have you ever found yourself in a situation where your clients are so eager for a quick financial fix that they overlook the grand journey toward their retirement dreams? ????
Share below how you balance your client's short-term transactional needs whilst guiding them to their long-term holistic outcome??
Watch the full video here ?? https://bit.ly/3ROGCaP
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1 年This post captures an important aspect of financial planning beautifully. Clients often come seeking immediate solutions to specific financial needs, and the role of financial planners is to bridge the gap between those short-term desires and their long-term financial well-being. Drawing parallels to a family road trip is so relatable. Just as kids need a quick stop for food along the way, clients may require short-term financial transactions to address their immediate concerns. Balancing these transactional needs with the promise of a more comprehensive, long-term plan is key to ensuring they stay committed to that journey. Advisors have to strike a balance between addressing immediate financial concerns and guiding clients towards their broader goals. The usual is "I've been reading about these high-return investments online, and I want to buy" heard a lot in lockdown! The eagerness for a quick financial fix is focused on the short-term gains... Best response maybe? " I understand your enthusiasm, However, let's take a step back and consider your long-term retirement goals. While high-return investments can be tempting, they often come with higher risks and may not align with your overall financial plan" #ClientJourney