Imagine building your dream house and forgetting to build the closets. The house looks great from the outside, but inside a major piece of functionality and convenience is missing.

The same could be true with your financial and end of life plans. You may have a wonderful plan and everything looks great, but have you forgotten anything.

Are there any unintended consequences? Are you sure that all your wishes will be fulfilled? Have you made your wishes known? Who will inherit what, when and how?

Are you 100% sure that every dollar and piece of property will end up where you intend it to go? What has changed since you last reviewed your plan? What changes do you foresee? What have you overlooked?

Click on the link to view and print a few more questions to help you make sure your plan will work: Building Your Dream House



Have you experienced only minimal success when conducting seminars?

  • Did you experience low attendance and high costs?
  • Were you discovering new needs and developing new sales as a result of your seminars?
  • Were you then, and are you now, having some difficulty obtaining high caliber referrals?
  • How is your client retention?
  • Have you lost some really good clients?
  • Do you need something new to talk to your clients about?

The Gift of Answers Workshop may be your answer. It is a topic that will catch the attention of everyone in your audience. It will help you build fences around your clients so that they won’t stray away. It is about helping your clients do the things they just haven’t got around to doing. It is not just about financial products or services; it is about life.

Take yourself, for example; have you done all the things you tell your clients to do? If you recall the pledge of the Society of Financial Service Professionals (FSP):

In all my professional relationships, I pledge myself to the following rule of ethical conduct: I shall, in light of all conditions surrounding those I serve, which I shall make every conscientious effort to ascertain and understand, render that service which, in the same circumstances, I would apply to myself.”

The question is: have you applied all those things that matter to you? Have you been able to keep all the promises that you made to yourself, your family and your clients?

I have found that advisors are actually more exposed to risk than their clients. If your client dies, his/her family still has you as their advisor, but who does your family have to go to when the time comes? I don’t know if you have ever been sick for a week or two, but think about all of the issues that would come up in your absence. Do you have a succession plan? What would happen to your business if you died tomorrow?

In order to do a better job for your clients, you should take better care of yourself first. You probably have taken a commercial airline trip. At the beginning of the flight one of the instructions by the flight attendant is: “Put your own oxygen mask on first before assisting others.”

It is so much easier to help others with what matters when you have taken care of your own matters. Shouldn’t your spouse be your best client? Is s/he prepared to do whatever comes next if you are incapacitated or dead? There is an excellent poem that was written by Edgar Guest (1881-1959). It is entitled: “Sermons We See.” Would you say that you can help people more by example than any other way?  Click here to read the poem.

Perhaps it is time to reevaluate your practice and your own situation and do more of the things you know, but just haven’t done YET? The key question is this: If not now, when?

The Gift of Answers Workshop is a complete package.  It includes a fully scripted PowerPoint presentation and attendee workbooks. You can conduct the Workshops, or we  can provide the speakers to make it very simple for you to set up.  We can also help you create a marketing and follow-up plan for your workshops.

Final Thought: You can’t change the beginning of your life, but you can change the end.

Action Step:

Click on this link: The Gift of Answers Questions to view and print some questions to ask yourself.  Give me a call and let’s talk about how The Gift of Answers Workshop can help you and your clients.

Ed Howat, Jr., CLU, ChFC, LUTCF, RCC; 651.405.6644;


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