SMI Core Training Second Quarter Topiccdn.trustedpartner.com/docs/.../news/One_Pagers__CO... · SMI Core Training Second Quarter Topic: SMI Three-Headed™ One Pager Protocols Check

Managing Marriage and Money

1

SMI Core Training Second Quarter Topic:

SMI Three-Headed™ One Pager

Protocols

Check In

The Why Behind Three Headed

Samples and Demonstration

Assignment

561-776-6209 [email protected] www.suddenmoney.com

Three-Headed™ Communication

2

HowOne-page summary with graphics and shared terminology to accommodate all three learning styles.

WHYThe objective is alignment between you and your client as well as alignment within the client themselves.

When clients understand each aspect of their plan, each commitment they make and the methods used to achieve their goals, they feel a strong sense of trust and control.


The SMI Perspective Paradigm

Four Primary Tools for First Year SMI Advisors

The perspective we are interested in is the client’s perspective. What does it, the entire engagement complete with relationships, recommendations and process feel like, sound like, and look like from their perspective? From this vantage point we work towards perfect client alignment. The Core Competencies required for excellence in wealth transition management are:

Trust Space of Mind Emotional Connection Confidence

Each Core Competency has a set of tools and protocols developed from our view of a need and refined by experience. We focus on universal needs found regardless of net worth, sophistication, education, culture, gender or age. Our objective is to develop tools that apply to all professions.

TRUST SPACE OF MIND

EMOTIONAL CONNECTION CONFIDENCE

Stress of change lowers cognitive capacity and IQ. Space of Mind is that calm state of mind when executive functioning returns because advisors sort, prioritize and organize decisions by timeline, urgency and expectations.

Tool Sets: Decision Free Zone, Financial Triage, Managing Expectations

More than trust in professional competency, the trust that creates alignment is a deep sense of being seen, heard, understood and valued. It is the “I have your back” feeling that begins with establishing exquisite communication.

Tool Set: Communication Preference

When a client can explain the difference the achievement of an objective will make in their life, they are emotionally connected. When advisors clearly understand their client’s emotional drivers, they become aligned and trusted.

Tool Set: Purpose, Method, Outcome Protocol

Clients in stress lose confidence in their ability to make good decisions. They are best served when their advisors present a One-Page Overview that appeals to all three of the major learning styles.

Tool Set: SMI One-Page Overview

3 3561-776-6209 [email protected] www.suddenmoney.com

Step One: Preparation

What is the objective of the exercise?

• to clarify the answer to a question

• to understand a flow of income or trust assets

• to establish a clear timeline for actions

• to prioritize topics

Review and list the relevant fact patterns.

Four-Step Process To Creating SMI Three-Headed One Pagers


Step Two: Drafts

First Draft Create a title with an objective statement, name and date.

Select the basic shapes, number of text boxes or use a template for the SMI Three-Headed, One-Pager Samples.

Place and title the shapes. Try to keep titles to one or two words. Consider numbering the shapes.

Fill in the shapes with the facts, numbers, or names of policies, trusts, product names.

Use arrows or other shapes to indicate relationships or flow.

Try to tell the story first to yourself then to another team member, and see if it holds together.

Second Draft Notice any gaps, redundancies, or unnecessary information.

Is there anything that should or could be eliminated or placed on a separate page?

Verify you have the right facts, flow and relationships.

Tell the story again. Does it hold, is it clear, could someone with minimal information understand it?

Third Draft Make it look good. Use color but not too much. Sometimes less is more.

Put it away for a day or more and review it again for clarity and design.


Step Three: Delivery

Practice with a team member, explaining the objective and the flow of page.

When meeting with your client, begin with the objective. Ask them what their objective is. What do they want to understand and see?

Restate the title and objective you have placed on the top of the page. Make sure you and the client are in sync before you begin to go over the page.

Encourage the client to make notes and marks on the page. Be sure to give them a copy to take home.

When the presentation and discussion is ending, ask the client to explain the page back to you. Saying sometimes like:“Sometimes listening to an explanation and giving the explanation are very different experiences. Would you please explain this one-page overview back to me to make sure you don’t have any questions now or maybe once you get home.”


Step Four: Future Use

Once you and the client have agreed on the content and flow keep the page available for future reference.

Revisit the page for confirmation, to show completion, and to clarify when things are not working as planned.

If the client is not following through on their side, use the one pager for the discussion. Ask: What should we change, what parts are not working for you?

If the projections are not working or if life events have altered the plan, go back to the one pager to show possible adjustments.


How To Design Images:

• To find lines arrows and shapes using Microsoft Word or PowerPoint, go to Insert on the tool bar, then to Shapes. Click on the shape then click on the page or slide.

• For more advanced graphics, go to ShapeArt. All images will default to the same blue color, you can change the colors by right clicking the shape then go to Format.

• For shape outlines: Click on image. Go to Format in the Tool Bar to select Shape Outline to change outline color and weight of the lines.

• To fill the shapes: Click on image. Go to Format in the Tool Bar and select Shape Fill to change color of fill and gradient options.

• For Shape Effects: Click on image. Go to Format in the Tool Bar and select Shape Effects.


Create at least three one pagers following the Four Steps For Creating A SMI Three-Headed One Pager.

• Use a fact pattern page to organize your thinking.

• Give yourself time to review it one more time between the final draft and the client presentation.

• Create your own version or use one of the samples as a template.

• Complete a fact pattern page for each one pager.

Present each of your one pagers during the Assignment Check-in Call. Begin your presentations with the fact pattern and the objective.

Discussion points:

- What was the best part of the experience of creating the one pager?

- Describe the experience creating. How long did it take?

- How many drafts? Did you have challenges?

- What was the clients’ experience? Did they get it? What did the say, feel and do?

- Have you had the opportunity to put steps into action? Have you implemented?

- How will you use the one pager in the future?

- What was the best part of the clients’ experience?

Second Quarter Topic Assignment: SMI Three-Headed One Pagers


Fact Pattern Page #1

Client Name ______________________________________________Date Created___________ Date Delivered_________

Team members:

1. Communication Preferences and Agreements:

2. Objective:

What is being illustrated? Describe the story you want to explain.

What do you want the client to experience? Clarify.

If you get this right, how will the client benefit? How will you know they get it?

Is this a single overview or is it part of a series?

How does this topic/objective get the client blocked or confused? What is it that they have trouble seeing? What do they say?

3. Fact Pattern:

Circumstances

Age_________ Age ___________ Marital status________

Any relevant dates?

Who is involved - family members, spouse or others?

Required facts related to this overview:

List the disclosures and compliance requirements to be included as supporting documents:

4. Components:

What components need to be included? Indicate the relationship between them.

5. Clients' Responses:

What did they say? What did they feel? What did they do?

Were any material changes made? If so why?



Client Name ______________________________________________Date Created___________ Date Delivered________

Team members:


2. Objective:






3. Fact Pattern:

Circumstances


Any relevant dates?




4. Components:






Client Name ______________________________________________Date Created___________ Date Delivered_________

Team members:


2. Objective:






3. Fact Pattern:

Circumstances


Any relevant dates?




4. Components:







Documents

SMI Core Training Second Quarter Topiccdn.trustedpartner.com/docs/.../news/One_Pagers__CO... · SMI Core Training Second Quarter Topic: SMI Three-Headed™ One Pager Protocols Check