So with KISS, an advisor is providing them with confidence and clarity about what they want to do. That’s connecting with the humanistic side of money.
Please explain your “Five-Point Life Planning Process.”
It’s an equation illustrating prosperity [geared to] life stages: Person+Preferences+Purpose+Points+Plan = Prosperity.
It tailors the ideal advisory experience to the person you’re serving. [Research] finds that folks want comprehensive planning and to be understood as well.
The way to demonstrate to a client that you understand them is to ask questions that help them discover their ideal self and preferences.
Once they state those, you can [apply] them to their financial plan.
What’s your “Life Money Balance” philosophy that’s based on theories of Nobel Prize-winning behavioral economists?
It uses financial planning psychology to explore the factors contributing to wealth and well-being.
A person is going to allocate their dollars according to what they value most depending on the life stage they’re in.
Your life and your money work concurrently. “Life Money Balance” is financial harmony.
It’s assigning your dollars to different domains that matter to you, which will change over the course of your life.
You talk about “securing your bag” by working your way through “The Six-A Alignment Framework.” Please explain.
This is a humanistic approach to “secure your bag,” not [just] about securing a large amount of money, as it typically [means].
Here, secure your bag means “The Three G’s”: grace, gratitude and grit — the human side.
You don’t have to be low income to use this approach. I serve mass affluent and high-net-worth individuals. But these folks may not be where they want to be: They haven’t secured their “enough.”
Tell me more about the three “G’s.”
The first one is to give yourself grace and say, “I’m not where I want to be.”
The gratitude part is to affirm that you’ve done a good job of getting where you are. And that will get you to the last “G,” grit, or resilience.
You said before that some people haven’t secured their “enough.” Please elaborate.
People want to get to an emotionally contented place and say, “We have enough to be content.” But wealth and well-being are two distinct areas. You need wealth to fund your well-being.
When you say, “enough money,” a lot of folks think you’re chasing money first and have a mixed-up value system.
But the truth is everyone needs to have enough money — income and assets — to fund their “enough values”: when, how, who, what.
Would you now explain “The Four T’s” of trial, triumph, transformation and transition?
Those are stages in life, like a market cycle with peaks and troughs — because life isn’t linear.
Life will give you some money trials that you have to navigate through in order to get to the next stage in the process.
Does every client start at the trial stage?
No. Not everyone is at the same place. You can start at trial or triumph — like getting a new job or marrying — and go forward.
Then it’s: What do I do next? What’s my aspiration? That gets you to transforming your life and money in a way that resonates with you fully.
It means that you can transition to the life you envision for yourself.
