FEATURE TECHNOLOGY
31 October 2019
KOBUS BARNARD Managing Director, Allegiance Consulting
Power up your financial game with technology
What if you could read your client’s mind? Can you imagine your advantage if you knew what your client was thinking? Can you imagine the powerful connection you’ll be able to make if you could just peek into the thoughts of your client? Well, you can. There’s a secret tip you can apply to take a peek and tap into a client’s deepest dreams and desires. The gamechanger When it comes to systems, advisers have choice. The right technology and system can have a significant impact on the business of being an adviser. The one thing advisers underestimate is how much of an impact the right system can have on their business. So, what changes the game? Comparing apples with diamonds Adviser A sits next to Jabu. They look at how Jabu’s plan can work, but the discussion is very different. “Jabu, what do you want to do with your life?” asks Adviser A. Jabu is slightly taken aback. Then they start talking about his hopes and dreams. They talk about the life that Jabu wants to live. Jabu is interested, gets excited, and starts to engage. He’s talking about what inspires him, something that 2019/09/11 12:36:28 moves himAvalon_print.pdf on a deeply1 emotional level. He dreams
of funding his kid’s education, visiting New York, climbing Kilimanjaro, and a range of other goals and experiences. As his plan takes form in front of him, something magical happens. Jabu is now fully engaged, co-creating his financial plan with the guidance of Adviser A. Jabu starts to engage with what-ifs, seeing the trade-offs of each of his financial decisions. His plan comes alive. It’s Jabu’s plan, not the adviser’s plan. Jabu is the author of his own destiny. He’s taking co-responsibility for his journey. Adviser A sells products, but it was never the focus of the discussion. It was incidental. Avalon empowers the adviser We redesigned Avalon to facilitate this discussion. We believe that a fourth-generation system should empower the adviser by doing the following:
• Advice narrative. It all starts with a client-centric advice narrative. If you meet with a client and talk products, markets and portfolios before your coffee is even cold, you’ll create a disconnect and lose the client. If you talk about the goals and dreams of a client and help the client to enable and protect those goals and dreams, you’ll have the power to look deep into the client’s mind. • Co-planning. Avalon allows the client to be the co-author of his/her financial destiny. The adviser naturally evolves into a coach. This means you can sit next to your client and play with a couple of sliders to mimic the short- and long-term implications of their financial decisions. Advanced Financial Reality Modelling™ allows the client to see the short- and long-term implications of their financial decisions. So, you don’t have to be a mind reader? You don’t have to be a mind reader. Experience the mind of your client open when you change your narrative. At Allegiance we have one singular purpose: empowering advisers to help clients make better financial decisions. Avalon is the way we accomplish that. Hey, we know change can be a little scary, but pop in for a cappuccino and a demo. It might just change your life.
STAY AHEAD OF THE GAME Choose Avalon as your Financial Planning System
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