13 Wealth Management Issues™ Workshop

This workshop equips advisors with a structured framework for engaging in meaningful, systematic conversations with their affluent and high net-worth clients. By leveraging this framework, advisors can effectively identify discrepancies between a client's current financial situation and their desired future state, taking into account their emotions, aspirations, and family dynamics. 

At the core of this approach lie the 13 Wealth Management Issues™, a comprehensive set of topics that cover the full spectrum of a client's financial life. Participants will explore each issue, learning how to navigate the discussion using a proven conversation model and a carefully crafted series of questions. This methodology ensures that advisors can conduct thorough, yet accessible discussions that uncover potential gaps and opportunities in their clients' wealth management strategies.

Areas of Study:

• Utilizing Insights for Business Expansion
  • Equip advisors with the skills to use client insights for growing their current and prospective business.
• Understanding the 13 Wealth Management Issues™
  • Educate advisors on the 13 specific wealth management issues and their components that clients face.
• Repositioning via Wealth Management Issues™
  • Enable advisors to reframe client conversations through the introduction of the 13 Wealth Management Issues™.
• Document Utilization for Monitoring
  • Train advisors on using the 13 Wealth Management Issues™ Document to continuously monitor and address client issues.
• Conversation Model for Gap Identification
  • Teach advisors how to use a specific conversation model to identify gaps in clients’ financial planning.
• Demonstrating Wealth Management Competency
  • Provide advisors with techniques to demonstrate their competency in all areas of wealth management during client interviews.
• Holistic Wealth Management Strategy
  • Educate advisors on recognizing opportunities to offer comprehensive solutions to clients’ wealth management needs.