Brian Sweeney MBA, FCIM, FISMM, MCMI, CFP, JP National Business Consultant

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Brian SweeneyMBA, FCIM, FISMM, MCMI, CFP,
JPNational Business Consultant
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• The Future of
• Financial Planning

Transforming Business Thinking
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• The Future of
• Financial Planning
• More About People and Less About Money

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Credentials (corporate)

• National Australia Bank Group
• Australias largest financial services company
• 17th largest financial services company globally
• Own MLC Manager of Managers - Over 1B FUM in UK
• 3rd largest specialist Manager of Managers
  globally 36B FUM
• One of MoM pioneers 21yrs ago
• Operate 5 of the 10 largest Financial Planning
  businesses in Australia
• MLC MoM complimented in UK by specialist IFA
  business consulting team -
• Pivotal Consulting

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Born To Win

• Whether you believe you can or whether you
  believe you cant, youre probably right!
• Henry Ford

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Born To Win 2003
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Born To Win
English Schools Championships Sheffield 2003
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The Secret Of Success In Athletics
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Are you Prepared To win?

• Its not the will to win thats important. Its
  the will to prepare to win that really separates
  those who wish and dream from those who make it
  happen.
• Dick Tomey US Football Coach

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3 Critical Elements
What
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3 Critical Elements
What
How
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3 Critical Elements
What
How
Why
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3 Critical Elements
What
Knowledge
How
Why
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3 Critical Elements
What
Knowledge
How
Why
Skill
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3 Critical Elements
What
Knowledge
How
Why
Skill
Attitude
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3 Critical Elements
What
Knowledge
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More About People ...

• David Mcclelland
• Human Motivation
• Needs-based motivational model

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Motivational Needs Theory
(n-ach)
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Motivational Needs Theory
(n-ach)
(n-pow)
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Motivational Needs Theory
(n-ach)
(n-affil)
(n-pow)
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Motivational Needs Theory
(( (n-ach)
(n-affil)
(n-pow)
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Motivational Needs Theory
(( (n-ach)
(n-affil)
(n-pow)
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Motivational Needs Theory
(( (n-ach)
(n-affil)
(n-pow)
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Born To Win
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The Secret Of Success In Business
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(No Transcript)
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6 Stage Financial Planning Process
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Balancing The Six Stages
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Balancing The Six Stages
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Balancing The Six Stages
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Balancing The Six Stages
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The Platinum Principle!

• Not everything that can be counted counts And
  not everything that counts can be counted.
• Albert Einstein

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Thought Food
Imagination is more important than
knowledge Albert Einstein
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Success Criteria

• Knowledge
• Tested by formal examination CII structure
• Depth of product knowledge in specialist topics
• Competence
• Tested by case study assessment IFP structure
• Application of knowledge measured by objective
  standards
• Relationship Management
• Critical skill set
• currently untested and not validated

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Financial Planning A New Paradigm
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Financial Planning A New Paradigm
Advice
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Financial Planning A New Paradigm
Advice
Product
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Financial Planning A New Paradigm
Advice
Product
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Financial Planning A New Paradigm
Planning
Advice
Product
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Financial Planning A New Paradigm
Planning
Advice
Product
Process
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Financial Planning A New Paradigm
Planning
Advice
Product
Process
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Financial Planning A New Paradigm
Coaching
Planning
Advice
Product
Process
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Financial Planning A New Paradigm
Coaching
Planning
Advice
Product
Process
Purpose
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The Key Role of COACH
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More About People ...
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More About People ...
Source Cerulli AssociatesFPA Principal Member
Survey November 2002
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Gestalt Theory
Financial Planning
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Gestalt Theory
Financial Planning
Present
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Gestalt Theory
Financial Planning
Future
Present
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Gestalt Theory
Financial Planning
Future
Present
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Gestalt Theory
Financial Planning
Past
Future
Present
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Gestalt Theory
Financial Planning
Past
Future
Present
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Gestalt Theory
Financial Planning
Past
Future
Present
Values Principles
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Gestalt Theory
Financial Planning
Past
Future
Present
Values Principles
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Gestalt Theory
Financial Planning
Past
Future
Present
Values Principles
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Gestalt Theory
Financial Planning
Past
Future
Present
Values Principles
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The most important skill of all

• Communication
• Storytelling
• Story-discovery

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Thought Food

• Questions Are The Key To Success!
• The greatest compliment that was ever paid to me
  was when someone asked me what I thought, and
  attended to my answer
• Henry David Thoreau
• You can see more with your mouth closed and your
  eyes and ears open avoid the temptation to use
  the gap in firing words at each other simply as
  an opportunity to reload!
• Brian Sweeney

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What do the majority of clients want?

• TOWARDS ()
• In pursuit of happiness
• I have a dream ... that one day ...
• AWAY FROM (-)
• In fear of loss
• Not prepared to accept anything less than what I
  have today
• Criteria
• Qualify
• Quantify

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Maslows Hierarchy of Needs
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Maslows Hierarchy of Needs
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Maslows Hierarchy of Needs
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Maslows Hierarchy of Needs
Belongingness and Love needs family, affection,
relationships, work group, etc.
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Maslows Hierarchy of Needs
Esteem needs achievement, status, responsibility,
reputation
Belongingness and Love needs family, affection,
relationships, work group, etc.
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Maslows Hierarchy of Needs
Self-actualization personal growth and fulfilment
Esteem needs achievement, status, responsibility,
reputation
Belongingness and Love needs family, affection,
relationships, work group, etc.
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Maslows Hierarchy of Needs
Self-actualization personal growth and fulfilment
Esteem needs achievement, status, responsibility,
reputation
Advice and Planning
Belongingness and Love needs family, affection,
relationships, work group, etc.
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Maslows Hierarchy of Needs
Coaching and Management
Self-actualization personal growth and fulfilment
Esteem needs achievement, status, responsibility,
reputation
Advice and Planning
Belongingness and Love needs family, affection,
relationships, work group, etc.
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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Transcendence Helping others
Self-actualization Personal growth, self
fulfilment
Aesthetic needs Beauty, balance, form etc.
Cognitive needs Knowledge, meaning,
self-awareness
Esteem needs achievement, status, responsibility,
reputation
Belongingness and Love needs family, affection,
relationships, work group, etc.
Safety needs protection, security, order, law,
limits, stability, etc.
Biological and Physiological needs basic life
needs - air, food, drink, shelter, warmth, sex,
sleep, etc.
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More About People ...

• What does good look like to you?
• What does good look like to your clients?
• Does your business reflect this?
• Is your business people focussed?

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More About People ...
Planner (Rainmaking)
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More About People ...
Planner (Rainmaking)
Administration (Engine Room)
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More About People ...
Planner (Rainmaking)
Paraplanning (Technical excellence)
Administration (Engine Room)
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More About People ...
Planner (Rainmaking)
Paraplanning (Technical excellence)
Administration (Engine Room)
Skill and Knowledge
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More About People ...
Planner (Rainmaking)
Efficiency
Paraplanning (Technical excellence)
Administration (Engine Room)
Skill and Knowledge
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More About People ...
Planner (Rainmaking)
Efficiency
Effectiveness
Paraplanning (Technical excellence)
Administration (Engine Room)
Skill and Knowledge
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More About People ...
Planner (Rainmaking)
Efficiency
Effectiveness
Paraplanning (Technical excellence)
Administration (Engine Room)
Skill and Knowledge
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Thought Food
Its not the unique things of a business that
make it successful, its the businesss ability
to do the ordinary things in an extraordinary way
and to do those things consistently, predictably,
effectively, day after day after day. - Michael
Gerber
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Born To Win A Critical Component
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Born To Win A Critical Component

• Knowing when to set a new goal

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Born To Win A Critical Component

• Knowing when to set a new goal

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Thought Food

• Learning is not compulsory, neither is survival.
  But because of regulatory requirements in the
  financial services industry it turns out that
  learning really is compulsory
• W. Edwards Demming American Business Guru

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• The Future of
• Financial Planning

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Brian.sweeney_at_eu.nabgroup.com
Transforming Business Thinking