Google What Channel Is The Football Game On Tonight Football Team

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Football Team

Many financial advisors, unfortunately, sell themselves short by only selling their products and not themselves. It is important and very important to focus on the value you bring to the table as a consultant.

The football analogy establishes your role as a key player on the client’s “Financial Team”.

As qualified financial advisors, you and I must stand side by side with other professionals such as accountants and attorneys/lawyers, but to do so, we must position ourselves in this context at the beginning of the client relationship.

Here’s how I put it into perspective:

“Financial planning is like a football team, Mr. Prospect: it consists of two main elements:

CRIME and

DEFENSE.

Crime includes all the proactive steps you take to achieve your financial goals, such as saving for a home or retirement.

Protection is what you do to protect yourself and your family if something happens.

This includes insurance planning to “protect” yourself against premature death or long-term disability.

“As you know, in football, as in any team sport, it takes both a good offense and a good defense to win the game.”

“In my experience, clients who surround themselves with a strong team of professional advisors are more likely to achieve their financial goals. Think of these key people as ‘Your Financial Team.’ I can help you. But I’m not the only player you should have on your team.”

“You need three forwards. First, an investment advisor to help you accumulate wealth – that’s my responsibility. You also need an accountant to prepare your returns and provide the right tax planning strategies. Finally, you need a bank manager to help with your money management needs, such as savings accounts, credit cards, home loans.”

“The two defensive players on your team should be an insurance advisor and an attorney/lawyer. An insurance advisor will recommend the right coverage to protect you and your family in the event of failure. I can certainly help here – you can say I’m an advocate. I am a two-way player who plays both offensive and defensive roles.”

“A good attorney will handle your will, power of attorney, and other legal and estate planning issues.”

“There is another important position: defender or goalkeeper if you want.

It’s YOU.”

“You are responsible for ‘leaning for your goals’ and keeping others informed of your changing financial goals. Working together as a team, we will help you achieve your goals.”

Ladies and gentlemen, using this idea during your first meeting with a potential client accomplishes two goals.

First, it clearly establishes that your role is of equal importance to that of the client’s other advisors, such as their accountant and attorney.

It helps the client see you more as a trusted professional than as a “salesperson”.

Additionally, this idea can be used to facilitate perspective taking by removing the pressure to make any quick financial decisions.

Tell the client to think of this first meeting as your “trial” for your finance team—an opportunity to see how you work and the value you can provide.

Explain that the only decision you want them to make by the end of the meeting is whether you qualify as a member of their financial team. This shows the customer that your priority is not to make a quick sale; based on trust is the restoration of strong labor relations. This establishes instant trust.

Thanks

Carlos (aka Chas) Banheli is an experienced Australian financial advisor with over 30 years of financial advisory experience.

Carlos first pitched the football team in 1986 to Bondmark Financial Advisors in Melbourne. Australia.

Since then Carlos has given the above presentation many times around Australia. The last presentation was held in June 2008.

If you would like to have Carlos as a guest speaker contact him via email: financialandwealtharchitect@gmail.com

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