Core Essentials
Successfully Navigate High Net Worth Wealth Planning Out Of the Box
Course Breakdown
Lesson 1: Introduction Meeting
Attract high net worth clients using a methodology they’ve never heard before and give clients the peace of mind they need to enjoy their wealth.
Video Content:
- “Intro Meeting Language”
- “Intro / Vision Meeting Discussion Session”
- “Bonus Intro Language – Using the Capabilities Deck”
Video Content:
- “Intro Meeting Follow-Up”
- “Intro / Vision Meeting Discussion Session”
- Get The Most from Heckmann Yoda Training
- Business Flow Chart – Sales Cycle
- Heckmann Capabilities Deck
- Intro Meeting – Follow Up Email
- Introduction Meeting Case Note Template
Lesson 2: Vision Meeting
Attract high net worth clients using a methodology they’ve never heard before and give clients the peace of mind they need to enjoy their wealth.
Video Content:
- “Vision Meeting Language”
- “Intro / Vision Meeting Discussion Session”
Video Content:
- “Vision Meeting Follow-Up”
- “Intro / Vision Meeting Discussion Session”
- Discovery Meeting – Follow Up Email
- Financial Efficiency Screening
- Discovery Meeting Case Note Template
Lesson 3: Initial Life Plan Meeting 1
Help your clients define a vision for taking control of their most valuable asset – their time, and introduce the concept of “Legacy” in a way that resonates with wealthy clients.
Video Content:
- “Initial Life Plan (ILP) 1 Meeting Language”
- “Initial Life Plan Meeting 2nd Chair Prep
- “Initial Life Plan 1 and 2 Discussion Session”
Video Content:
- “Initial Life Plan (ILP) Meeting Prep”
- “Initial Life Plan Meeting Agenda Prep”
- “Initial Life Plan Prep Discussion Session”
- Doe – Agenda
- Doe – Agenda 01-05-24
- Doe – Current Picture 11-08-23
- Doe – Life Plan 11-08-23
- Doe – Life Plan (Reorganize Assets) 11-08-23
- Doe – Time Weighted Picture 11-08-23
- Doe – Time Weighted Asset Allocation 11-08-23
- Doe – Customized Time Weighted Concept 11-08-23
- Doe, Jane – WLP IFL 11-08-23
- Time Weighted Spreadsheet
- Time Weighted Spreadsheet (Retirement)
- Heckmann Financial – Example meeting prep & follow up checklist
- ILP Meeting Case Note Template
- Blueprint Meeting Case Note Template
- Detailed Faucets
Lesson 4: Initial Life Plan Meeting 2
Help your clients define a vision for taking control of their most valuable asset – their time, and introduce the concept of “Legacy” in a way that resonates with wealthy clients.
Video Content:
- “Initial Life Plan (ILP) 2 Meeting Language – Part 1”
- “Initial Life Plan (ILP) 2 Meeting Language – Part 2”
- “Initial Life Plan (ILP) 2 Meeting Language – Part 3”
- “Initial Life Plan Discussion Session”
Video Content:
- N/A – All Back Office Training Covered in Lesson 3
- ILP 2 Meeting Case Note Template
- Heckmann Financial – Example Meeting Prep and Follow-Up Checklist
Lesson 5: Decision Meeting - Guide, Guru, Gladiator
Create $500k-plus of tangible value for your prospects by showing them how to reduce the erosive impact of taxes over their lifetime.
Video Content:
- “Decision Meeting Language”
Video Content:
- “Decision Meeting Blueprint Prep”
- “Review Session: Investment Blueprint”
Materials for Original Videos:
Sample-Doe-Guru-Recommendations
Doe-Investment-Blueprint-YODA
Doe-Investment-Blueprint-2024-YODA (1)
Doe – Investment Blueprint 01-10-24 (YODA)
Materials for Review Session:
Doe – Investment Blueprint (YODA) PPT 04-05-24
Doe – Investment Blueprint 04-05-24 (YODA)
Copy of Doe – Investment Blueprint (YODA) 04-05-24 (002)
Lesson 6: Client Retention - Annual Portfolio Progress Update Meeting
Avoid having to play defense in performance reviews by changing your approach to the performance conversation.
Video Content:
- “Portfolio Progress Update Meeting Language”
- “Portfolio Progress Update Discussion Session”
Video Content:
- “Portfolio Progress Update Meeting Prep”
- “Portfolio Progress Update Discussion Session”
Yoda – Customized Portfolio Updates supplemental material
CCV – Example 4-8-24
1st Chair Meeting Prep Checklist
Customized Portfolio Updates Example 4-16-24
NMCIR – Advisory Example
Time Weighted Picture Example 10-23-23
Time Weighted Concept
Time Weighted Asset Allocation Example 10-23-23
NMCIR – Brokerage Example
Lesson 7: Client Retention - Annual Life Plan Update Meeting
Turn your annual reviews into an opportunity to remind your clients why they love your firm and the value you provide.
Video Content:
- “Life Plan Update Meeting Language”
- “Life Plan Update Discussion Session
Video Content:
- “Life Plan Update Meeting Prep”
- “Life Plan Update Discussion Session”
Agenda {Meeting Date}
CCV
Current Picture
Information Request (generic)
Information Request (tailored)
Life Plan
NMCIR – Advisory
NMCIR – Brokerage
Time Weighted Asset Allocation
Time Weighted Picture