Our secret weapon
John: As part of our focus on doing it better, we developed a Vision Statement and planning document that’s got a success rate of over 90% in terms of prospective clients coming on board. It’s the secret weapon we use at every meeting. In simple terms, it’s a checklist with 10 boxes. We go through it step by step, generally seeing agreement and surprise at each turn. It’s a business driver.
Brianna: It clearly demonstrates a holistic planning approach; that we put our clients in the centre of our services, investment processes, and professional networks, taking care of everything. Their entire lives are accounted for; needs, goals, wants – and a road map to get there.
Jonathan: The first section focuses on strategy, approach, and investment model. We explain that we lever SIA charts to help build superior portfolios, have unbiased access to all fund providers and banks, act solely in their best interests by choosing quality, and tailor holdings to reflect their unique desires and risk tolerance. We show them that while we can’t control the markets, we can control the ride. From there, the rest of the sections deal with life insurance, wills, estate planning, tax planning, etc.
Brianna: The process allows us to ask point-blank questions about all of those things, giving them an idea of what we’re all about. We recently met with people who paid $28,000 in tax last year. We pointed out that if nothing changes, that’s $280,000 over the next 10 years. It was an eye opener.
John: By the end of the meeting, many people who deal with two or three financial institutions want to move all of their money here, because of our completely unbiased, professionally managed approach.