Your Prosperity Picture
Client and Prospect Talking Points
Your Prosperity
Picture
Building your business through
the power of visualization
Your Prosperity Picture
Visualization Exercise
THE INITIAL QUESTIONS
Step one - Setting the stage
•Existing Client: “I’m always looking for ways to help my clients continue to clarify and achieve
their financial and life goals. Let’s face it; sometimes that’s easier said than done. As I was
preparing for our meeting today, I came across an interesting idea that might be helpful for
you. It’s a quick and easy technique designed to help you visualize your goals. Would you like
to take a look?”
•New Client: “One of my biggest priorities in working with you will be to help you clarify
and achieve your financial and life goals, so the first thing I’d like to do is work through an
exercise I have found helpful in doing that. It’s a quick and easy technique designed to help you
visualize your goals. Would you like to take a look?”
Step two - Image selection
• “The first step is to look through this stack of images and pick the ones you’re most attracted
to— those that show something you would like to see more of in your life now or in the future.
Pick as many as you want, and don’t worry about whether there’s time or money for you to
achieve whatever the image represents. If you like it, just go ahead and pick it!”
Step three - Visualization questions
• “Now, pick one image that you especially like. I’m going to ask you some detailed questions
about this one because I’ve found that when my clients focus on what they want their money
to do for them, their decisions become easier. Plus, research suggests that the more you
visualize your goals, the more likely you are to make them happen!”*
• “Before we start, just take a moment to relax. Get comfortable in your chair, take a break.
Some people like to close their eyes—whatever is comfortable for you. I’m going to ask you
a few questions that I’d like you to answer to yourself, and when we’re done, I’ll ask you to
share your answers with me.”
*Source: The Huffington Post, “The Science of Visualization: Maximizing Your Brain’s Potential During the Recession” by Srinivasan Pillay, March 3, 2009.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
1
Your Prosperity Picture
• “What does this image mean to you, as specifically as possible?” (pause )
• “If it doesn’t already have a physical setting, then give it one. Imagine that you’re shooting a
movie, and you need a set for it. What’s your set?” (pause)
• “Now, look around your movie set. What are some of the details you see?” (pause)
• “Is anyone there with you? If so, who?” (pause)
• “Are they talking? If so, what are they saying?” (pause)
• “What noises do you hear in the background?” (pause)
• “What do you smell in the air?” (pause)
• “And most importantly, what do you feel?” (pause)
• “And now, I’d like to bring your attention back here to the room and ask you to share with me
what you saw.” (Listen carefully, ask follow-up questions to clarify, and make notes.)
Step four - Leveraging the exercise to build the connection and business
There are three potential business benefits for doing this exercise:
1. It gets them talking: The goal of this exercise is to get your client or prospect talking and you
listening, which builds connection.
2.
It creates opportunities to connect their vision to related financial strategy tools:
There’s usually a direct connection between what your clients and prospects visualize in
this exercise and their financial strategy considerations. Please see the detailed information
in this brochure for examples of common connections and related tools. Keep in mind that
it’s impossible to predict what people will associate with these images, so rely primarily on
listening, asking follow-up questions and openly exploring possible financial implications of
their visualization. Use the information provided here as background and guidelines only.
3.
It leads you to relationship-building opportunities: You’ll likely learn a lot about your clients
and prospects quickly by doing this exercise. Look for ways to leverage this information on an
ongoing basis (articles to send, gift ideas, fodder for future conversations). We’ve provided
some suggestions, but it will be more effective for you to come up with your own ideas that
might be best suited for your individual relationships.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
2
Your Prosperity Picture
EXPLORE THE POSSIBILITIES CONNECTING THEIR VISION TO FINANCIAL STRATEGY TOOLS
Images: Families/couple
•
Frequent associations: Family/significant other, enjoying time at home, on summer vacation, etc.
•New client: “That’s a great image; a lot of my clients choose that one. Let’s spend a few
minutes talking about that and how the priority you place on your family/spouse/loved ones
might influence your financial strategy considerations.”
•
Existing client: “It doesn’t surprise me that you chose this picture because I know your family/
spouse/loved ones are your top priority, and we’ve obviously done lots of work around that
already. But, given the fact that you chose this, let’s talk about it for a few minutes. Let’s look
again at some financial strategy considerations that may have changed since our last meeting.”
• “What’s changed (in your family) since the last time we talked?”
• “What’s the potential financial impact (if any)?”
• “There may be a few strategies for us to consider.” (Segue into possible strategy needs.)
Possible financial needs
•
College savings
•
Health insurance for family members (including young-adult children)
•
Long-term care for older family members
•
Estate planning to protect heirs
Possible relationship-building applications
•
Forward articles on kids’ activities, college planning, elder care and related topics of interest.
•
E-mail information about family-oriented events they might like to attend.
•
Consider sending birthday and holiday cards to the whole family and/or holding family client
appreciation events or kids’ education days at your office.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
3
Your Prosperity Picture
Images: Health, yoga pose, runner
•Frequent Associations: General health, fitness, pleasure of working out, etc.
•New client: “A lot of my clients choose that image. Let’s spend a few minutes talking about
that and how the priority you place on your health/fitness might influence your financial
strategy considerations.”
•Existing client: “It doesn’t surprise me that you chose this picture because I know your
health/fitness is very important to you. We’ve done some work around that already, but given
the fact that you chose this, let’s talk about it for a few minutes. Let’s look again at some
potential financial implications of this.”
• “What’s changed (with your health/fitness activities) since the last time we talked?”
• “What’s the potential financial impact (if any)?”
• “There may be a few strategies for us to consider.” (Segue into possible strategy needs.)
Possible financial needs
•
Health and disability insurance for self and family members
•
Long-term care insurance
•
Separate investment account earmarked for extra medical expenses
•
If the client/prospect is more focused on fitness and less concerned about medical expenses,
bring up a separate investment account earmarked for aspirational fitness expenses (fitness
vacations, sessions with personal trainers, luxury gym membership, classes/coaching, etc.).
•
Planning for earlier retirement in order to allow more time for fitness, running, etc.
Possible relationship-building applications
•
Forward articles on health/fitness topics of interest.
•
E-mail information about events they might like to attend.
•
Select birthday or holiday gifts with a fitness/health theme (fruit basket, gift card for juice bar,
related books, etc.).
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
4
Your Prosperity Picture
Images: Pets, gardening, dining out, remodeling
•Frequent associations: These images can go in many directions, and is sometimes it can
be challenging to link these types of images to financial considerations. If they simply enjoy
having pets, gardening, dining out, spending time with friends, decorating, etc. and do these
activities already, you may need to get creative in your follow-up or suggest that they pick an
additional image more connected to financial strategy.
•New client: “Let’s spend a few minutes talking about that and how the priority you place on it
might influence your financial strategy considerations.”
•
Existing client: “It doesn’t surprise me that you chose this picture because I know this idea is
very important to you. We’ve done some planning around that already, but given the fact that
you chose this, let’s talk about it for a few minutes. Let’s look again at this more closely and see
if this leads us to some financial considerations that may have changed since our last meeting.”
• “What does this image really mean to you? What’s important about spending time with your
pets/gardening/eating out? What does that do for you? (Answers may include elements of
feeling relaxed, secure, a sense of freedom, etc.)”
• “How could your finances potentially support that feeling/idea?”
• “There may be a few strategies for us to consider.” (Segue into possible financial needs.)
Possible financial needs
•
Targeting earlier retirement or scaled-back employment in order to allow more time for
these pursuits
•
Separate investment account earmarked for a specific purpose related to the image (money
for landscaping, taking a special foodie vacation, etc.)
Possible relationship-building applications
•
Forward articles on topics of interest.
•
E-mail information about events they might like to attend.
•
Use the information you gather to help select suitable birthday or holiday gifts.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
5
Your Prosperity Picture
Images: Nest egg, security, ticker
•Frequent associations: Money and security, a desire to be financially “okay”
•New client: “A lot of my clients choose this image. Let’s spend a few minutes talking about
that and how the priority you place on this idea might influence your financial considerations.”
•Existing client: “It doesn’t surprise me that you chose this picture because I know peace of
mind/security is your top priority. We’ve obviously done lots of work around that already, but
given the fact that you chose this, let’s talk about it for a few minutes. Let’s look again at some
financial considerations that may have changed since our last meeting.”
• “How are you feeling about this idea now? What’s changed since the last time we talked?”
• “What’s the potential financial impact (if any)?”
• “There may be a few strategies for us to consider.” (Segue into possible needs.)
Possible financial needs
•
Review/discussion of risk comfort level
•
Review/discussion of asset allocation
•
Review/discussion of overall plan
Possible relationship-building applications
•
May indicate a need for more frequent updates and check-ins
•
If the client is interested in details of financial strategy, consider an invitation to market
outlook events, economic overviews, etc. or sending articles/newsletters on related topics.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
6
Your Prosperity Picture
Images: Strategic planning, vote, “Open” sign
•Frequent associations: A desire to start a business, run for office, get politically involved, or
pursue new endeavors.
•New client: “Interesting. Let’s spend a few minutes talking about that and how the priority you
place on this idea might influence your finances.”
•Existing client: “It doesn’t surprise me that you chose this picture because I know this idea is
important to you. We’ve obviously done some work around this already, but given the fact
that you chose this, let’s talk about it for a few minutes. Let’s look again at some financial
considerations that may have changed since our last meeting.”
• “How are you feeling about this idea now? What’s changed since the last time we talked?”
• “What’s the potential financial impact (if any)?”
• “There may be a few strategies for us to consider.” (Segue into possible needs.)
Possible financial needs
•
Planning for earlier retirement or scaled-back employment in order to allow more time
for these pursuits
•
Small-business needs
•
Separate investment account earmarked for a specific purpose related to the image
Possible relationship-building applications
•
Forward articles on topics of interest.
•
E-mail information about events they might like to attend.
•
Use the information you gather to help select suitable birthday or holiday gifts.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
7
Your Prosperity Picture
Images: Plane, boat, taxis, bus, hiking, horseback riding, mountains, pier
•Frequent associations: These types of images are often associated with travel, recreation,
the desire for a second home, etc.
•New client: “That’s a very popular image! Let’s spend a few minutes talking about that and
how the priority you place on this idea might influence your financial considerations.”
•Existing client: “It doesn’t surprise me that you chose this picture because I know this idea
is very important to you. We’ve done some work around that already, but given the fact
that you chose this, let’s talk about it for a few minutes. Let’s look again at some financial
considerations connected to this idea that may have changed since our last meeting.”
• “What do you do currently to accommodate or address this? What are the potential financial
implications (if any)? How could your finances support this?”
• “There may be a few strategies for us to consider.” (Segue into possible planning needs.)
Possible financial needs
•
Working toward earlier retirement or scaled-back employment in order to allow more time
for these pursuits
•
Separate investment account earmarked for a specific purpose related to the image (money to
buy a vacation home or boat, travel more extensively, etc.)
Possible relationship-building applications
•
Forward articles on topics of interest.
•
E-mail information about travel-related events they might like to attend.
•
Use the information you gather to help select suitable birthday or holiday gifts.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
8
Your Prosperity Picture
Building a “prosperity picture”
Step one - Setting the stage
•New and existing clients: “The next step in this exercise is to give the images you selected
some context by placing them on this board or ‘Prosperity Picture,’ as we call it.”
Step two – Building the picture
“You can see the picture is divided into four sections:
•
The left side of the board is for goals you would like to accomplish soon (say, within the next
three to five years).
•
The right side is for goals that you would like to accomplish in the future.
•
The top half of the board is for goals that require financial resources.
•
The bottom half is for goals that require little, if any, money.
•
I’d like you to work with the images you chose and place them into the particular section of
the frame that feels right to you. For example, a lot of people choose the photo of the woman
doing yoga. If you know how to do yoga, it doesn’t require any money, and you can do it right
now—so that’s a good lower-left example. A lot of people also choose the airplane image, which
might mean travel during retirement—something that would require money and take place
down the road, so that’s a good upper-right example. There’s no right or wrong—just what feels
right to you.
•
When you’re happy with what you’ve got, you can stick them into place. I’ll give you a few
minutes to build your picture.”
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
9
Your Prosperity Picture
Step three - Segueing into financial considerations
•
(When picture is complete) “Great! Could you walk me through what you put together? Tell me
the story of your ‘Prosperity Picture.’ What does it mean to you?”
•
(After picture description) “I always love hearing what these mean because, in its own way,
what you’ve just created is a visual financial plan.”
•Existing clients: “I’ve found that this is a valuable addition to the current financial strategy
we’ve already created for you because we can both easily see your goals altogether, in one
place. We’ve also seen that this can be a motivator for people because, if you take it home and
hang it up on your fridge or inside a closet door where you’ll see it every day, it serves as a
reminder of what we’re working toward together. There’s actually brain research that suggests
that the more you focus on your goals and desired outcomes, the more likely you are to make
them happen.* So, I encourage you to take this home and hang it up! In the meantime, as I
look at your picture, I have a couple of questions I’d like to ask you:”
Pick one or two aspirational ideas the client has described, and ask tactical questions:
•Example: “You said your airplane image here represents a trip to Europe you’ve started
thinking about.”
• “Is that something I can help you with by setting up a special investment account just for that
purpose?”
• “Would you like to spend a few minutes looking through your cash flow to see if we can find
the funds for that?”
•Example: “You said this family photo reminds you of how important your grandkids are to you.”
• “Would you be interested in setting up some special accounts to help them in the future—
perhaps with college planning?”
• “Shall we set up some time to look at your estate plan to see if you need to make any updates
that might affect them?”
*Sources: The Huffington Post, “The Science of Visualization: Maximizing Your Brain’s Potential During the Recession” by Srinivasan Pillay, March 3,
2009. Karate of Okinawa: Building Warrior Spirit, by Robert Scaglione and William Cummins (1990), published by Person-to-Person Publishing.
Write It Down, Make It Happen: Knowing What You Want—and Getting, It by Henriette Anne Klauser (2000), published by Simon & Schuster.
CLIENT AND PROSPECT TALKING POINTS
Building Your Business through the Power of Visualization
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This material is designed to be used by financial advisors who have attended Invesco Consulting’s “Your Prosperity Picture” presentation.
”Your Prosperity Picture” is based on our firm’s research with Maslansky + Partners and Ellen Rogin, CPA, CFP®, wealth advisor and Abundance Activist™ (2008).
Invesco Distributors, Inc. is not affiliated with Maslansky + Partners or Ellen Rogin.
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