If you want to give it a go, I’d suggest the following framework:
- Educate – pick the two or three key topics that are relevant and keep it simple.
- Engage – use some of your discovery questions to get them engaged in the conversation. I like opening with, “What’s your earliest money memory?”
- Equip – give them some basic tools that they can take away to help them implement what you’ve taught.
- Evolve – the more of these sessions you do, the more you’ll see what lands well and what doesn’t. Ask for feedback and continually refine the sessions based on this and addressing hot topics in the industry.
In the sessions I’ve been involved in recently, I’ve touched on cryptocurrency and Buy Now Pay Later, as these are constantly being thrown in young people’s faces. It’s better they understand what these are now and how to approach them rather than when it’s too late.
You may be thinking this sounds like a time-consuming exercise, but it doesn’t have to be. Involving younger team members, who are perhaps aspiring planners, is a great way to tackle this. Not only is it a great opportunity for them to improve their interpersonal skills, but they’re a lot better placed to relate to your client’s children’s life stages.
This is how I learnt the ropes when I first joined Fiscal Engineers. These sessions gave me the opportunity to work on my soft skills in a less stressful environment and get valuable feedback, whilst allowing me to create and deliver my own content.
I don’t think I’d be the financial planner I am today without that exposure and early growth opportunity.
James Beck is a financial planner at Fiscal Engineers
