One of many key steps within the monetary planning course of is presenting the plan to the shopper, which has historically been performed as a part of a single ‘plan presentation’ assembly that takes place as soon as the advisor has gathered and analyzed all the shopper’s information. Whereas this strategy might have made sense in a time when the ‘plan’ itself was largely restricted to funding suggestions (which the advisor would have the ability to go on and implement themselves since they have been managing the shopper’s belongings), monetary planning has come to cowl increasingly areas of purchasers’ lives, with a widening breadth of monetary planning suggestions in variety – to the extent that attempting to cowl the complete plan in 1 session can lead to an exhausting and overwhelming ordeal for each the shopper and the advisor.
On this article, Kitces Senior Analysis Nerd Meghaan Lurtz writes about what the newest Kitces Analysis research on Advisor Productiveness reveals about how advisors cope with the problem of delivering increasingly data to purchasers, and the way it’s potential to maintain purchasers engaged within the technique of presenting monetary plans… with out resorting to longer planning conferences.
As the newest Kitces Analysis reveals, advisors are more and more turning to collaborative monetary planning software program, which – at the least in concept – will help to maintain purchasers engaged by turning the planning assembly right into a back-and-forth dialogue versus a 1-sided lecture. Nevertheless, the hazard of counting on software program to facilitate collaborative monetary planning is that if both the advisor or the shopper is not acquainted sufficient with the software program to leverage its options, the software program can as an alternative be a blocking level for the advisor in delivering the data (making it much less probably for the shopper to implement the recommendation, since they might not absolutely perceive it within the first place) whereas consuming up useful assembly time centered on the know-how… and not the shopper or their plan.
One strategy that may assist create a extra partaking and productive plan presentation is to ‘flip’ the assembly in order that some (or most) of the data is introduced upfront quite than through the assembly itself. By sending assembly supplies (together with suggestions) upfront up entrance, purchasers can soak up and mirror on the data on their very own time, releasing up assembly time to deal with questions the shopper has (which is able to presumably be extra considerate and related after spending a while to consider them, versus ‘on-the-spot’ questions that come up instantly after the advisor presents the data). Not solely can sending user-friendly supplies (similar to quick video clips recorded in apps similar to Loom) assist purchasers higher have interaction with the monetary planning suggestions, however they will additionally assist purchasers set up a baseline information of the know-how required for key analyses (e.g., Monte Carlo evaluation) that may in any other case be obscure when first encountered in a plan presentation assembly. This enables the advisor to deal with the shopper’s plan and suggestions as an alternative of on how the tech is used.
In the end, sending planning and academic supplies to purchasers upfront helps advisors remodel the plan ‘presentation’ assembly right into a plan ‘engagement’ assembly. And since supplies despatched upfront solely have to cowl the fundamentals, they do not essentially should be customized – that means that the advisor can create a handful of broadly relevant movies to make use of again and again to coach purchasers earlier than diving into the small print within the assembly itself. The web final result, then, will be not solely to scale back the period of time wanted for conferences themselves, but additionally to make the time spent within the assembly extra partaking and useful for the shopper!