Do Numbers Have To Do With Position In American Football Football Team

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Football Team

Many financial advisors, sadly, make themselves short-changed just by selling their products. It’s important to focus on the value you bring to the table as a consultant.

The football analogy establishes your role as a key player on the client’s “financial team.”

You and I must stand shoulder to shoulder with other professionals such as accountants and solicitors/lawyers as qualified financial advisors, but to do so, we must position ourselves in this context at the very beginning of the client relationship.

Here’s how I explain it to a prospect:

“Financial planning is like a football team, Mr. Future Client: it is made up of two basic components:

crime and

Protection.

The offense includes all the proactive steps you take to achieve your financial goals, such as saving for a home or retirement.

Protection is what you do to protect yourself and your family in case something goes wrong.

This includes insurance planning to “protect” yourself against premature death or long-term disability.

“You know, in football, like any team sport, you need both a good offense and a good defense to win games.”

“In my experience, clients who surround themselves with a strong team of professional advisors are more likely to achieve their financial goals. Think of these key people as your “financial team”. I can certainly help you with many of your financial needs, but within your team I’m not the only player.”

“You need three fronts to the crime. First, an investment advisor to help you accumulate wealth – that’s my responsibility. You also need an accountant to prepare your returns and give you the right tax planning strategies. Finally, you need a bank manager to help you. Money management needs like savings accounts, credit cards, home loans.

“The two defending players on your team should be an insurance advisor and an attorney/attorney. An insurance advisor recommends the right coverage to protect you and your family in case something goes wrong. I can certainly help here as well – you could say I’m a two-way player who Plays both offensive and defensive roles.

“A good attorney will handle your will, power of attorney, and other legal and estate planning matters.”

“Another important position is: full back or if you want a goalkeeper.

It’s me.”

“You are responsible for ‘paying attention to your goals,’ and you are responsible for keeping us updated on your changing financial goals. Working together as a team, we will help you reach your goals.”

Ladies and gentlemen, using this idea in your initial meeting with a potential client serves two purposes.

First, it clearly establishes that your role is just as important as that of the client’s other advisers, such as their accountants and solicitors.

This helps clients see you as a trusted professional rather than a traditional ‘salesperson’.

Furthermore, this idea can be used to put potential prospects at ease by removing the pressure of making any immediate financial decisions.

Ask the client to think of this first meeting as your “try-in” for their finance team—a chance to see how you work and what value you can provide.

Explain that the only decision you want to make at the end of the meeting is whether or not you’ve earned the right to be part of their financial team. This shows the client that your first priority is not to make a quick sale; Establishing strong working relationships based on trust. It establishes instant credibility.

thank you

Carlos (aka Chas) Banheli is an experienced Australian financial advisor with over 30 years of financial advisory experience.

Carlos first presented a football team speech to Bondmark Financial Consultants in Melbourne in 1986. Australia.

Since then Carlos has given the above presentation many times throughout Australia. The latest presentation was made in June 2008.

If you would like to have Carlos as a guest speaker, contact him via email: financialandwealtharchitect@gmail.com

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