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FPA Retreat 2016 Attendees Rave, Can’t Wait for Next Year

_MG_5050 -h WEBDespite it being one of the last sessions of FPA Retreat 2016, the session presented by Daniel Crosby, Ph.D., President at Nocturne Capital and author of The Laws of Wealth: Psychology and the secret to investing successwas packed.

His dynamic presentation on how to help clients follow your best advice had attendees listening and laughing.

“Any presenter will tell you that (s)he feeds off of the energy of the crowd,” Crosby said. “No group is as informed and engaged as the folks at FPA Retreat.”

That’s the thing about FPA Retreat—its intimate setting is an ideal environment to share ideas, experience interactive learning and re-energize planners. This year’s conference—which was focused on storytelling for business—was well-received by planners who attended.

“We shared our stories with each other and reached a deeper level of understanding and friendship with our colleagues,” said Clare Stenstrom, CFP®, CFT™, with Luesink Stenstrom Financial. “It helped us get to know the new attendees and bring them into the Retreat family.”

Another session that was a hit was the session on story-based marketing by Shelley A. Lee, founder and creative director of Ashworth-Lee Communications. Yusef Abugideiri, CFP®, financial planner at Yeske Buie, said Lee captured the importance of storytelling for business.

“The exercises she had the audience do … challenged us to think about what the most important parts of the story are and how to engage with clients such that we learn the most important parts of their story,” Abugideiri said.

IMG_0347Stenstrom said the session by Jeff Belkora, Ph.D., author of DEAL! Discovery, Engagement, and Leverage for Professionals, and its interactive session were helpful.

“Belkora was fantastic and he stayed for the remainder of Retreat enriching our discussions,” Stenstrom said.

“Those who attend Retreat will find themselves richly rewarded by an inclusive community that is eager to share its collective knowledge,” Crosby, who was also an attendee, said. “The focus on self-development at FPA Retreat is unparalleled. All conferences seek to educate the participants, but Retreat goes one step further and aims to change participant behavior from the inside out.”

Stenstrom added, “Can’t wait for next year.”

Did you miss FPA Retreat this year, or just want to register for 2017 early? Join us next year at Château Élan in North Atlanta, Georgia April 24-27, 2017. Use the code PARET17 for $100 off if you register before May 31, 2016.

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Ana Trujillo
Associate Editor
Journal of Financial Planning
Denver, Colo.


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Focus on Purpose: Getting Clients to Follow Your Best Advice

_MG_5050 -h WEBEmphasizing why your clients need to do something may be the key to getting clients to do what you need them to do to better their financial future.

Daniel Crosby, Ph.D. and president at Nocturne Capital, told attendees at FPA Retreat 2016 that one way to strengthen that relationship is to emphasize your value and get clients to follow your best advice.

Crosby said a study he conducted with an unnamed insurance company found that as ultra-high net worth clients age, they streamline their lives. So instead of having three separate financial advisers, they’ll bring that down to one. So now is the time to emphasize your value and strengthen your relationship with your clients so when they’re streamlining their lives, they keep you around.

“You have to know how to compel people to do what you tell them to do,” Crosby said. “You need to have the skills and the tools to get people to follow your best advice.”

Below are some tips to help your clients follow your advice:

The Four Ps
Crosby explained four points to help entice clients to follow your advice: purpose, proficiency, people, process, and purpose again.

Purpose: Remind clients why they need to follow your advice.

“The human mind is designed to look for purpose and meaning,” Crosby explained. Reminding clients of their goals—like showing them a picture of their children or reminding them of their goal to send their children to college—helps keep them on track.

“Open and close every session with the ‘why,’” Crosby said.

Proficiency: Ensure your clients are aware of your credentials and establish your authority. People look for ways to streamline their decision-making process, and if they see you as an authority figure, they will most likely listen better.

People: Leverage social and peer pressure to encourage clients to do the right things. Give them anecdotal evidence using people who are in similar situations who did what you are recommending and had a good outcome, rather than telling them to stop doing what they’re doing.

Process: Give your clients concrete but limited options to choose from. People get overwhelmed when they have too many choices.

“Exist somewhere between asking and telling people,” Crosby said.

Purpose: Close the session by revisiting the purpose.

View Crosby’s presentation here.

Did you miss Retreat this year, or just want to register for 2017 early? Join us next year at Château Élan in North Atlanta, Georgia April 24-27, 2017. Use the code PARET17 for $100 off if you register before May 31, 2016.

AnaHeadshot

Ana Trujillo
Associate Editor
Journal of Financial Planning
Denver, Colo.


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FPA Retreat 2016: Thursday, April 28

The Wigwam Resort outside Phoenix, Ariz., welcomed Financial Planning Association members this week for FPA Retreat 2016. Below are photos from Thursday, April 28.

Did you miss Retreat this year, or just want to register for 2017 early? Join us next year at Château Élan in North Atlanta, Georgia April 24-27, 2017. Use the code PARET17 for $100 off if you register before May 31, 2016.