“Why ComeSee See Me” “WhyYou You Won't Won’t Come Me” ByAndrew AndrewMcNair McNair By
The 9 Excuses People Give The 9 Excuses People Give for Not Using a Financial Professional to Justify Not Using a Financial Professional
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Index 1. “I’m too busy”............................................................................... 5 2. “I get all my advice from Uncle Ted or my buddy at the water cooler”........................................................................................ 6 3. “You can’t help me” ..................................................................... 7 4. “I already listen to a ‘guru’ ”......................................................... 8 5. “I don’t have any money”............................................................ 9 6. “Money isn’t important to me” . ............................................... 10 7. “I’m a do it yourself-er”............................................................. 11 8. “I wouldn’t know who to pick”................................................... 12 9. “I don’t trust this young punk”................................................... 14
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1 “I'm too busy”
“I’m too busy”
“Dost thou love life? Then do not squander time, for that is the stuff life is made of.” Benjamin Franklin
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How can honestly be tootime, busy to for start planning theirstuff future life and is “Dost thou love life? Then dosomeone not squander that isforthe getting their finances in order? Let today be the day you take back control. We all have made of.”The- only Benjamin Franklin the same 24 hours. difference between successful and unsuccessful people is how they manage those 24 hours. So how will YOU manage them?
Whichhonestly one takes longer, or astart root canal? How can someone be tooflossing busy to planning for their Preventive care is always better than emergency care. Financial health shares future and getting many theirsimilarities finances order? LetIn today be the daymayyou take within medical health. the beginning, the pain not be significant without any the intervention. But before you know it,only your medical concernbetween has back control. We all have same 24 hours. The difference compounded. Same holds true with finances. Why wouldn't you be willing to take 45 minutes to seepeople if you have cancer?manage those 24 hours. So successful and unsuccessful isfinancial how they how will YOU manage them? Life is a balancing act If you're too busy with your work and home life, you can safely assume some part of your life is suffering. It might be it your health, or your spiritual walk, but more than longer, flossing or are a root canal? likely, it's your finances that out of balance.
Which one takes Preventive care is always better than emergency care. Financial health Bottom Line shares many similaritiesJustwith medicalyour health. theyou beginning, theforpain may like maintaining physicalIn health, must make time preventive exams. Let a financial professional take an x-ray of you. not be significant without any intervention. But before you know it, your medical concern has compounded. Same holds true with finances. Why not invest 45 minutes toward making sure you are doing all you can toward building a healthy financial future?” Life is a balancing act If you’re too busy with your work and home life, you can safely assume some part of your life is suffering. It might be your health, or your spiritual walk, but more than likely, it’s your finances that are out of balance. Bottom Line Just like maintaining your physical health, you must make time for preventive exams. Let a financial professional take an x-ray of you.
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“My buddy at the water cooler or Uncle Ted gives me
“I get all my advicefinancial fromadvice” Uncle Ted or my buddy at the water cooler” “No enemy is worse than bad advice.” -Sophocles
Have You EverisThought? “No enemy worse than bad advice.” -Sophocles If your buddy at work was so good at giving financial advice, he probably wouldn't be working with you! Most likely, he would be in the financial industry, don’t you think? Have You Ever Also,Thought? if it was truly his passion in life, he would dedicate his life to follow it. If your buddy at work was so good at giving financial advice, he probAsk Yourself The Following Questions: ably wouldn’t be working with you! Most likely, he would be in the financial Arethink? they a practicing industry, don’t •you Also,professional? if it was truly his passion in life, he would • Are they licensed in any capacity? dedicate his whole lifetheytogiven follow it.advice for very long? • Have financial • Do they have a proven track record? • Are there any consequences if they give you bad advice?
Ask Yourself The Following Questions: answer to these all these questions is probably No! • Are theyThe a practicing professional? What really happens is this: • Are they licensed in any capacity? Uncle Ted reads an article in a major money magazine and shares it with you. • Have they given financial advice forisvery What is ludicrous about this is scenario, that thelong? same money magazine will most present an opposing opinion on the same topic six months later! That is the • Do they often have a proven track record? substance of your financial advice. • Are there any consequences if they give you bad advice? Bottom line
Watch out for the financial “fever of the week” that is pitched to the unsuspecting
at thequestions local wateringishole! The answer towildebeest all these probably No!
What really happens is this: Uncle Ted reads an article in a major money magazine and shares it with you. What is ludicrous about this is scenario, is that the same money magazine will most often present an opposing opinion on the same topic six months later! That is the substance of your financial advice. Bottom line Watch out for the financial “fever of the week” that is pitched to the unsuspecting wildebeest at the local watering hole!
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“You can't help me” “Shame is pride's cloak.”- William Blake
“You can’t help me”
Of the seven deadly sins, pride more often than not, is a mask of shame and insecurity. If I have learned anything in life it's to be open to new ideas. To become closed minded is to simply refuse to grow any further.
“Shame is pride’s cloak.”- William Blake
The Universal Law One universal law that holds true to almost every walk of life is that if you're not
Of the sevengrowing, deadly more than not, is a mask of do shame yoursins; dying. Pride, For example, let's often look at our personal relationships. If you not consistently and continually strive to deepen your relationship with your mate or friend, and insecurity. IfthenI your havemarriage learned anything in life it’s to be open to new ideas. or friendship will deteriorate. Tony Robbins once said, “When you are green you grow, when you are ripe, you rot.” To become closed minded is to simply refuse to grow any further. Bottom Line
The Universal Law If only to validate your plan, permit a professional to take a confidential and introspective look at your current financial plan to see if you're exactly where you want One universal to be.law that holds true to almost every walk of life is that if you’re not growing, your dying. For example, let’s look at our personal relationships. If you do not consistently and continually strive to deepen your relationship with your mate or friend, then your marriage or friendship will deteriorate. Tony Robbins once said, “When you are green you grow, when you are ripe, you rot.” Bottom Line If only to validate your plan, permit a professional to take a confidential and introspective look at your current financial plan to see if you’re exactly where you want to be.
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“I already listen to a “guru”” “I already listen to a “guru””
“An ignorant man follows public opinion”- Chinese Proverb
“An ignorant man follows public opinion”- Chinese Proverb Stop & Think A person who says this typically believes that they have heard all the financial they need. I have heard them say things like; “I went to a financial piece seminar Stop & Think advice by Dave Ramsey” or, “I recently read a book by so and so and it's changed my financial These statements are so chock full of fallacies that it'sheard humorous. A person who future!” says this typically believes that they have allHave theyou ever asked yourself who their audiences actually are? Its poor people. So let me ask you financial advice they need. havetoheard them saynot! things a this,”Are you Iinspired be poor?” Of course Even iflike; you're “I not went inspiredto to be let me check to see if I heard you correctly. What you're saying is; you took a 3 to financial seminar atpoor, my church” or, “I recently read a book by so and so and 6 week course or read a 150 page book on financial matters, and your going to be OK from nowfuture!” on, is that right? So let me ask you another Where is the it’s changed my financial These statements are question: so chock full offollow fal- up to keep you accountable? While 95% of their advice might be sound, without someone lacies that it’s humorous. you you ever asked who their audiences to keep youHave accountable, wasted your yourself money! actually are? Its poor people. So let me ask you this,”Are you inspired to be Common Man Rule poor?” Of course not! The Even if you’re inspired tois be poor, letdirection me check common man rulenot states: if the crowd running in one you'll probably be better off going in the complete opposite direction. Unless their britches are to see if I heard you correctly. What you’re saying is; you took a 3 to 6 on fire, then you best run with them! If you want to be rich, listen to rich peopleweek that worked hardbook to be rich, to those who got rich by and sellingyour advice going to poor people. course or read a 150 page onnotfinancial matters, to be OK from now on,Bottom is thatLine right? So let me ask you another question: Where is the follow up to keepWhile youthese accountable? While 95% of their advice might public icons and gurus mean well and have great material, if you you're not to, you're sadly mistaken. Also wasted the financial world is not be sound, without believe someone to being keepsoldyou accountable, you your static. It is ever changing and is constantly being updated. Being held accountable takes money! a financial professional.
Common Man Rule The common man rule states: if the crowd is running in one direction you’ll probably be better off going in the complete opposite direction. Unless their britches are on fire, then you best run with them! If you want to be rich, listen to rich people that worked hard to be rich, not to those who got rich by selling advice to poor people. Bottom Line While these public icons and gurus mean well and have great material, if you believe you’re not being sold to, you’re sadly mistaken. Also the financial world is not static, it is ever changing and is constantly being updated. Being held accountable takes a financial professional.
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“I don't have any money”
“I don’t have any money”
“Insanity: doing the same thing over and over again and expecting different results.”Albert Einstein
“Insanity: doing the same thing over and over again and expecting The Answer is in the Statement “I don't have any money.” You just answered your own objection. If you don’t different results.”have any money then you definitelyAlbert need to goEinstein see a financial professional. Probable Reasons
The Answer is in theNinety Statement percent of the time it's our habits, misinformation, and life's little surprises put money.” us where we are today. As you know, habits are hard to break, but it can beIf “I don’t havethat any You just answered your own objection. done! So, what better way to break a habit than with someone to personally guide you downmoney the path. Because we live in the information notsee a lack information but you don’t have any then you definitely needage,toit'sgo a offinancial lack of expertise to help you differentiate between what is good and bad. With a professional. afinancial professional it's our job to stay current with all the information and to help you find the right answers. Life's little surprises are hard to prepare for but that's why we believe protection is the foundation of every great financial plan.
Probable Reasons Bottom Linetime it’s our habits, misinformation, and life’s Ninety percent of the It's insanity to continue to not plan, year after year, while hoping for financial security. little surprises that put us where we are today. As you know, habits are hard to break, but it can be done! So, what better way to break a habit than with someone to personally guide you down the path. Because we live in the information age, it’s not a lack of information but a lack of expertise to help you differentiate between what is good and bad. With a financial professional it’s our job to stay current with all the information and to help you find the right answers. Life’s little surprises are hard to prepare for but that’s why we believe protection is the foundation of every great financial plan. Bottom Line It’s insanity to continue to not plan, year after year, while hoping for financial security.
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“Money isn't important to me”
“Money isn’t important to me”
“All I ask is a chance to prove that money can't make me happy”- Spike Milligan
If this is your saying today you should drop it. Most people who typically use this line are either delusional or they are lying to themselves. Money isn't everything but its right up there with breathing.
“All I ask is a chance to prove that money can’t make me happy” Selfish Statement - Spike Milligan
What a selfish statement to make: “it's not important to me." But, what about your wife and kids? Maybe they would like to be taken care of , if in the event you should croak or become disabled!
If this is your saying today you should drop it. Most people who typically use Faith this line are either delusional or they are lying to themselves. Based? If you base your decisions on faith principles (as I do), the Bible is clear. God Money isn’t everything, but its right up 18 there with breathing. wants you to be successful! In I Samuel it states: “In everything he did he had great success, because the Lord was with him.” Also, in 2 Chronicles 26:5 it states: “As long as he sought the Lord, God gave him success.”
Selfish Statement What a selfish statement to make: “it’s not important to me.” But, what Bottom Line about your wife and Maybebutthey would like to beLettaken care help of , if in Moneykids? isn't everything, it does require stewardship. a professional keep money an object of discussion, not an object of concern. the event youyoushould croak or become disabled! Faith Based? If you base your decisions on faith principles (as I do), the Bible is clear. God wants you to be successful! In I Samuel 18 it states: “In everything he did he had great success, because the Lord was with him.” Also, in 2 Chronicles 26:5 it states: “As long as he sought the Lord, God gave him success.” Bottom Line Money isn’t everything, but it does require stewardship. Let a professional help you keep money an object of discussion, not an object of concern.
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7 “I'm a do it yourself-er” “No Man is an Island” - John Donne
“I’m a do it yourself-er”
“Hey, thanks but no thanks, I'd like to do it by myself without any help!”
Translation What that translates to is: “I’m scared to be held accountable and to allow
objective view to see if I’m on the right track. If you do a good job of “Nosomeone Mantakeisanan Island” - John Donne planning, what do you have to lose? If you work with a non-fee based planner (that applies no sales pressure) you have yourself a free accountability partner. What a deal, right?
“Hey, thanks but no thanks, I’d like to do it by myself without any help!” How Do You Know If Your On the Right Track?
Most financial professionals use very sophisticated tools to validate their planning strategies. If you possess a tool that works that's great, but 99% don't. Most people end Translation up winging it. If you decided to work with Nautilus Financial we use our own proprietary L.I.P. (to Thebe Lifetime Process). It's oneand of kind What that translates to is:system “I’mcalled scared heldIncome accountable tobecause allow it's the only process that exists which provides you with a model that graphically shows someone to take an objective view to see theto reach right you a the percentage of income youif willI’m need on to save yourtrack. financial If goals. The do model is mathematically based on income, goalswith and financial situation. good job of planning, what do youverifiable have and toislose? Ifyour you work a non-fee It is not an arbitrary number like 15% or 20% like all the magazines tell you. We all have our own pressure) personal number. So, what's number? based planner (minus any sales and youyour have yourself a free accountability partner. What a Be deal, right? Skeptical Now don’t misinterpret what I am saying. I encourage people to do their own Challenge what people say. Challenge your current professional too. Ask to How Do You Know Ifhomework. Your On theIfRight Track? see his personal plan. he hesitates, it's a good indicator that he doesn’t live what he preaches. If youruse visual, try imagining a high school that let theto students grade their own Most financial professionals very sophisticated tools validate their papers. How ridiculous does that sound? You, like everyone else, need help and planning strategies. If you possess a tool that works that’s great, but 99% don’t. accountability. Most people end up winging it. If you decided to work with Nautilus Financial we use our own proprietary called L.I.P. ( The Lifetime Income Process). Bottomsystem Line No oneonly can do process it by themselves. are justwhich too many provides variables to track. Unless It’s one of kind becauseitsit’s the thatThere exists you with a your profession how do you have enough time to measure all the solutions? Why do model that graphically shows the percentage ofisincome you will need to save we go see an orthodontist? The answer we're not qualified. We know that, even if we to could put braces on our kids, we would still be unsure if their teeth would be straight in reach your financial goals. The model is mathematically verifiable and is based the future. We live in a culture that puts our trust in a professional to straighten our teeth, on your income, goals and financial situation. It is not an arbitrary number like 15% or 20% like all the magazines tell you. We all have our own personal number. So, what’s your number?
Be Skeptical Now don’t misinterpret what I am saying. I encourage people to do their own homework. Challenge what people say. Challenge your current professional too. Ask to see his personal plan. If he hesitates, it’s a good indicator that he doesn’t live what he preaches. If your visual, try imagining a high school that allows the students to grade their own papers. How ridiculous does that sound? You, like everyone else, needs help and accountability. Bottom Line No one can do it by themselves. There are just too many variables to track. Unless its your profession how do you have enough time to measure all the solutions? Why do we go see an orthodontist? The answer is we’re not qualified. We know that, even if we could put braces on our kids, we would still be unsure if their teeth would be straight in the future. We live in a culture that puts our trust in a professional to straighten our teeth, but when it comes to our finances, we gamble! So, never stop being a do it yourself-er. Continue to challenge what you hear but get help from a pro. 11
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8 8 I Don't Know Who To Pick
I Don’t Know Who To Pick “When you have to make a choice and don't make it, that is in itself a choice.”
William James “When you have to make a -choice and don’t make it, that is in itself a choice.” - William James Paralysis of Analysis
Don't let the inability of deciding on a financial professional become the deterrent of getting help. Many people suffer from the paralysis of analysis when picking a Paralysis of Analysis professional. Start by following diligently an action plan toward finding the professional a right fit of for you. Don’t let thethat's inability deciding on a financial professional become the
deterrent of getting help. people suffer from the paralysis of analysis Act Like AnMany Employer Trusting your financial security to an individualdiligently is a serious agreement and should when picking a professional. Start by following an action plan not be taken lightly. I encourage people to simply act like an employer. Treat the professional toward finding the professional that’s a right fit for you. like a respectable applicant for a position in your company. Ask the questions that mean the most to you. If you can't think of any questions. Start with the questions listed below.
Act Like An Employer The 7 Question Test Trusting your financial security to an individual is a serious agreement 1. Is he competent? and should not be taken lightly. encourage people simply actIflike emBeware of someone whoIcontinually uses jargon thatto is over your head. they an are trying impress you withlike multiple terms, they are more than likely regurgitating straight ployer. Treat thetoprofessional a respectable applicant for a position inoutyour of a sales manual or a prospectus. company. Ask the questions that mean the most to you. If you can’t think of 2. with How long they been inlisted the industry? any questions. Start thehave questions below. If they haven't been in the industry long. Ask what they did before. You don't want just anyone taking care of your finances. Make sure they are passionate about what they do.
The 7 Question Test
3. What credentials do they have? And why? Too many people put all their trust in this question alone. It's not the alphabet soup behind a name that matters, it's the value associated within a name. Which leads to the competent? next question.
1. Is he Beware of someone who continually uses jargon that is over your head. If they are trying to impress with multiple terms, they are more than likely 4. Do they you have integrity? Obviously, this a no brainer. However, It is the hardest answer to ascertain. Take a regurgitating straight out of a sales manual or a prospectus. survey of what other people have to say about them. Are they referable? 2. How long 5.have they been in the industry? If they haven’t been in the industry long. Ask what they did before. You don’t want just anyone taking care of your finances. Make sure they are passionate about what they do.
3. What credentials do they have? And why? Too many people put all their trust in this question alone. It’s not the alphabet soup behind a name that matters, it’s the value associated within a name. Which leads to the next question. 4. Do they have integrity? Obviously, this a no brainer. However, it is the hardest answer to ascertain. Take a survey of what other people have to say about them. 12
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5. Are they referable? Where does their business come from? If a majority doesn’t come from referrals, there might be a reason why. 6. What is their planning process and what is its objective? Sadly, many people that call themselves financial professionals are just professional “product pushers.” If there is no strategic planning, run! 7. Do they practice what they preach? We briefly talked about it earlier, but if they don’t practice their own advice, why take it. Bottom Line Don’t let the fear of picking the wrong person be your excuse for not getting help. Implement your action plan of finding the right professional and start by using the 7 question test to narrow down your prospects.
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9 “I Don't Trust This Young Punk”
“I Don’t Trust This Young Punk”
“Age is an issue of mind over matter. If you don't mind, it doesn't matter.” - Mark Twain
“Age is an issue of mind over matter. If you don’t mind, it doesn’t matter.” Paradigm Shift - Mark Twain This is an obstacle I personally face because I'm that “young punk” in many people's eyes. Why has our culture decided that being young is an equivalent to no experience. I find it quite interesting that people will undoubtedly pick a professional by Shift how old they look rather than their track record in the industry.
Paradigm This is an obstacle I personally face because I’m that “young punk” in P.S. If he is a new agent or a younger individual, then simply look at the firm behind them. Any good firmhas will ask of it's seasoned professionals work jointly withis thean many people’s eyes. Why ouroneculture decided that tobeing young new agent. equivalent to no experience. I find it quite interesting that people will undoubtedly pick a professional by how old they look rather than their track “I'll Still Be In My Prime” record in the industry. To deal with this objection let's go back to the basic reason you need a financial professional. You will need one to help you stay on track, make smart decisions, and hold you accountable. Then what good will it accomplish if your professional dies youagent do? If you a younger financial professional he'll simply be in his prime If he is before a new orhave a younger individual, then lookwhen at the your in your golden years of retirement! Isn't that when your family will need him the behindmost? them. Any good firm will ask one of it’s seasoned professionals
P.S. firm to work jointly with the new agent. Bottom Line
let age be a barrier. Many times a younger professional is beneficial because “I’ll Still Bethey'll In Don't My Prime” be around long into the future to help you, and who knows, maybe their youth can rub off on you! To deal with this objection let’s go back to the basic reason you need a financial professional. You will need one to help you stay on track, make smart decisions, and hold you accountable. Then what good will it accomplish if your professional dies before you do? If you have a younger financial professional he’ll be in his prime when your in your golden years of retirement! Isn’t that when your family will need him the most?
Bottom Line Don’t let age be a barrier. Many times a younger professional is beneficial because they’ll be around long into the future to help you, and who knows, maybe their youth can rub off on you!
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About the Author Andrew was born and raised in Pensacola, FL. He has About theMcNair Author been actively involved in the financial industry for over five years. He works closely with his mentor Mr. David L. Anderson, founder
Andrew McNair was born and raised in Pensacola, FL.theHe has been of Nautilus Financial Strategies and creator of theacLifetime Income Process. Andrew shares David's is “to change tively involved in the financial industry for over five years. Hepassion works which closely the core founder of the human financial paradigm”. with his mentor Mr. DavidorL.affect Anderson, of Nautilus Financial Strategies and the creator ofIfthe Income or Process. Andrew you Lifetime have any questions would like furthershares information contact David’s passion which is “toAndrew changeviaor affect the core of the human financial paradigm”. If you have any questions via:
Phone: (850)-380-5137 or (850)-637-1585 Email: Andrew@nautilufinancialstrategies.com orWebsite: wouldNautilusFinancialStrategies.com like further information contact
Andrew
Phone: (850)-380-5137 or (850)-637-1585 Email: Andrew@nautilusfinancialstrategies.com Website: NautilusFinancialStrategies.com
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