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XY+ Workshop: Run strategy scenarios (Facilitated by James Wortley)

XY+ Workshop: Run strategy scenarios (Facilitated by James Wortley)

James Wortley
Founder & CEO of Enlightened Financial Solutions
James Wortley
Founder & CEO of Enlightened Financial Solutions

XY+ Workshop: Run strategy scenarios (Facilitated by James Wortley)

In this XY+ workshop, James Wortley facilitated a client strategy session. The advisers who jumped in for this workshop brainstormed strategy ideas for James’ actual clients with aliases Carmilla and Charles. Both are approaching retirement and have a blended family.

(Before watching, please download the session’s Fact Find sheet here as your reference point to the group discussion.)

First meeting and capturing information [1:14]

James discussed the importance of recording every meeting. Here’s why:

  • From a compliance perspective, a video recording is (bullet)proof of what was discussed.
  • You’ll be able to watch the recording back, pick up on passing comments from clients and highlight these in your next meeting. These small things can mean a great deal to your clients, it shows you were really paying attention and they feel valued.

Other nuggets of gold from James:

  • Even though the clients are interviewing you, you are also interviewing your clients. While uncovering your client’s goals, it’s important to ask the WHY questions to learn in-depth about their motivations and to determine if they are a good fit for your business.
  • Aside from asking WHY questions, asking clients ‘values’ questions is also imperative to delivering great advice. When you can determine what’s important to them, you’re able to create advice that aligns with not only your client’s goals but their values as well.

Strategy ideas [17:14]
Here, James kick starts the strategy conversations and several advisers jump in to share their ideas and thoughts to help build a potential strategy. If you look at the fact finding sheet above, you’ll notice a few variables that need to be considered – the clients’ investment property for one, their goals for retirement and how they can successfully fund this lifestyle, clarifying EP requirements and beneficiaries given they have a blended family and more…

Strategy checklist [39:15]
Finally, James shared his Strategy Checklist sheet his team each go through for every new client when building the strategy, to make sure nothing is missed. James suggests all Financial Advisers should create one for their practice.

If you’d like to reach out to James Wortley, say hello here

11/02/2022 ago

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Category:

Ongoing service

In this XY+ workshop, James Wortley facilitated a client strategy session. The advisers who jumped in for this workshop brainstormed strategy ideas for James’ actual clients with aliases Carmilla and Charles. Both are approaching retirement and have a blended family.

(Before watching, please download the session’s Fact Find sheet here as your reference point to the group discussion.)

First meeting and capturing information [1:14]

James discussed the importance of recording every meeting. Here’s why:

  • From a compliance perspective, a video recording is (bullet)proof of what was discussed.
  • You’ll be able to watch the recording back, pick up on passing comments from clients and highlight these in your next meeting. These small things can mean a great deal to your clients, it shows you were really paying attention and they feel valued.

Other nuggets of gold from James:

  • Even though the clients are interviewing you, you are also interviewing your clients. While uncovering your client’s goals, it’s important to ask the WHY questions to learn in-depth about their motivations and to determine if they are a good fit for your business.
  • Aside from asking WHY questions, asking clients ‘values’ questions is also imperative to delivering great advice. When you can determine what’s important to them, you’re able to create advice that aligns with not only your client’s goals but their values as well.

Strategy ideas [17:14]
Here, James kick starts the strategy conversations and several advisers jump in to share their ideas and thoughts to help build a potential strategy. If you look at the fact finding sheet above, you’ll notice a few variables that need to be considered – the clients’ investment property for one, their goals for retirement and how they can successfully fund this lifestyle, clarifying EP requirements and beneficiaries given they have a blended family and more…

Strategy checklist [39:15]
Finally, James shared his Strategy Checklist sheet his team each go through for every new client when building the strategy, to make sure nothing is missed. James suggests all Financial Advisers should create one for their practice.

If you’d like to reach out to James Wortley, say hello here