The Whole Client Model*

Estate attorneys and accountants have HNW clients that advisors would love to have as clients of their own. But how can advisors motivate those professionals to introduce them to their clients, in a way that makes the professional look good in the client’s eyes? And when you factor in the reality that the most HNW clients already have an advisor, the challenge increases. Research shows that the solution to this difficult issue is to trigger functional introductions. A functional introduction is defined as being introduced to a client to articulate a specific, live & unaddressed issue in the their financial life, and present an A & B solution set. By so doing, the professional creates a value add for their client and the advisor gets an opportunity to the client under positive circumstances. The Total Client Model is an effective visual system that allows an advisor to demonstrate to professional where their client is presently underserved, and generate functional introductions.

The Advisor Challenges

• The majority of HNW clients have an advisor
• Professionals presume this reality of a preexisting advisor precludes any need of advice
• Professionals put the client’s best interests
  before any referral is made

The Advisor Opportunities

• Target reality of HNW clients being underserved
• Use simple, effective method to demonstrate
  client need to professionals to gain introduction
• Counsel professionals on best way to
  communicate benefit to their client

Program Deliverables

• Keynote presentation, live or virtual
  • Chapterized video version for internal training and/or advisor direct access
• Implementation Guide, linear, detailed, step-by-step approach
• Conversation Guides, articulating key benefits for maximum client impact
• Coaching Templates for Wholesalers to help advisors implement the systematic process

*Program content and research from Prince & Associates