This workshop is designed to provide an organizational framework for a systematic set of conversations between advisors and their affluent and high net-worth clients.  The advisor uses this information to identify gaps between where the client currently is and where they really need to be based on the client’s feelings, future, and family dynamics. 

Participants explore the discussion path for each of the 13 Wealth Management Issues™ using a conversation model and series of questions that are easy for the advisor to use and thorough enough to uncover potential gaps.

Learning Objectives

Participants will gain a working knowledge and be able to demonstrate proficiency in:

• Utilizing insights to expand business with prospective and current clients
• Understanding the 13 Wealth Management Issues™ faced by clients and the components of each issue
• Repositioning by introducing the 13 Wealth Management Isssues™
• Utilizing the 13 Wealth Management Issues™ Document to monitor and maintain your clients’ wealth management issues
• Using a conversation model interview to identify the client’s current and future situation in order to identify financial gaps 
• Leveraging the interview to demonstrate competency in all areas of wealth management
• Recognizing opportunities to holistically address a client's wealth management strategy