Navigating
Behavioral Advice
The Navigator Series elevates your client meetings by leveraging the psychology of financial planning.
The Navigator Series elevates your client meetings by leveraging the psychology of financial planning. Offered asynchronously or as a private guided workshop, this innovative training suite tackles how to navigate the meetings that every advisor traverses: screening and introduction, discovery, plan presentation, and ongoing (e.g., annual reviews) engagement.
In four distinct but interconnected Navigator workshops based in psychology, decision science, therapy, and coaching, you will learn frameworks, questions, scripts, and agendas. By zeroing in on financial planning as relationship building and change management, you can hone your voice, scale your business, connect, and grow.
Is Navigator Right For You?
The Navigator Series Is Ideal For You If:
You deeply value the advisor-client relationship and want to “level up” your conversations and questions with leading-edge communication strategies and psychology that elevate the relationship.
You are part of a firm with multiple advisors and want to standardize the discovery and onboarding process with best practices.
Your meetings process is pretty good, but you suspect there are modern techniques and strategies you could learn to improve client acquisition, satisfaction, and retention.
01
Screening & Introduction Meeting
BUILDING THE WORKING ALLIANCE
First impressions set the path toward building lifelong client relationships. In this workshop, you will delve into the psychology of connection informing screening and introduction meetings.
We Will Explore
- How do consumers of financial advice feel or think about professional advice (nervous, excited, ashamed)?
- How ready (or not) are they to get started?
- How much value does the consumer place on the relationship versus just advice?
Learning outcomes
- Understand what is going on in the mind of the prospective client
- Learn to craft questions and conversation to highlight the value of the relationship
- Consider the connection between screening calls and introduction meetings for better fluidity and relationship building
- Apply conversational skills, such as the "iceberg" method, to agenda building
02
Discovery Meeting
DEEPENING THE CONNECTION
Discovery meetings are about more than data, they are also about connection. In this workshop you will first uncover what commonly goes wrong in the discovery meeting. This meeting sets the tone for your working alliance with the future client. Thus, we will learn to avoid common pitfalls like: interrogating, winging it, finding too many problems, having too many future goals, or talking too much about the advice or expertise.
We Will Explore
- How to avoid this meeting feeling a bit like an interrogation
- Why finding too many problems is a problem
- When to talk about advice and expertise
Learning outcomes
- Understand the client mindset during discovery calls
- Learn to craft questions and conversation techniques that highlight the value of the relationship
- Calibrate the connection between discovery and the follow-on plan presentation meeting
- Apply conversational skills, such as scaling questions, to the development of an agenda
- Develop a client-facing expectations document
03
Plan Engagement Meetings
LEVERAGING NEUROSCIENCE
Plan presentation meetings are about more than just presenting the plan. In this workshop you will leverage neuroscience and psychology to next-level this engagement.
We Will Explore
- How much information can a human process?
- How does great advice get watered down?
- How can your questions inspire downstream client action and satisfaction?
Learning outcomes
- Understand the prospective client mindset during plan engagement
- Learn to craft questions and conversation to highlight the value of the relationship
- Consider the connection between questions and engagement
- Design meeting agendas with the science of information processing in mind
04
Review ("Flourish") Meetings
ACHIEVING MAGIC
Review meetings can be boring, or magical. Achieving magic starts with truly knowing your clients’ status of “fix,” “fine,” or “flourish.” In this workshop you will begin by learning about the three stages of review meetings.
We Will Explore
- How are the three stages defined?
- How to know when a client is ready for the next stage?
- What is important to clients at each review stage?
Learning outcomes
- Understand client mindset during review meetings
- Learn to craft questions and conversation to highlight the value of the relationship right now as well as how it can evolve
- Consider the connection between questions and deepening the client-advisor alliance
- Design meeting agendas and prepare clients for flourish meetings
Register for Navigator
Transform the Way You Connect with Clients
Turn standard meetings into extraordinary experiences. Experience Navigator at your own pace via our asynchronous option, or get in touch with the Shaping Wealth team to set up a guided workshop for your team.