Financial Psychology

Moneymax Training Guide

		Discussing Results with Clients Understand how to read the report and the Client Interaction Strategy to discuss their most prominent traits in detail. Moneymax Training Guide After clients complete the questionnaire, you need a minute or two to enter the data. Before you present the report to clients, you should take 5 to 10 minutes to prepare by reading the report, reading the Client Interaction Strategy within the client’s file, selecting three or four traits to discuss in greatest detail. After you've prepared to present the report, take five to 10 minutes of your meeting to discuss it'page by page - with clients. If clients want to talk longer, make a business decision on whether this is a good use of time. If you are building rapport, it may be very useful. Discuss the report in this way. 1. Begin with the title page. Explain that this is simply an informational page. Ask clients to verify that the information is accurate. [Sample Profile: Jane Doe Report Title Page] 2. Refer to page 1. Explain that this letter describes what Moneymax is and its value in the financial planning /investing process. Ask them to read it at a later date so you can spend your time today discussing the next two pages. [Sample Profile: Jane Doe Introduction Page] 3. Refer to page 2: Explain that the trait page is based on the questionnaire they completed. When you discuss these traits with clients, your role is to help them understand how they make decisions about money. Tell them that there are 13 traits that influence how they manage their money. You won't be able to discuss all 13 traits in detail. Read through each, but spend most of your time on the three or four you selected as being most critical for this particular client. [Sample Profile: Jane Doe Trait Report] Don't worry about how you will interpret each trait since the report provides statements that are self-explanatory and tailored to explain what the ratings mean. As you walk through the traits, ask clients open questions to initiate meaningful dialogue about what's important to them. This is their data. Try to confirm that the descriptions fit them. A sample script will show you how an advisor walked through the traits with Jane Doe. Discuss page 3 quickly with clients, keeping the primary focus on traits rather than on overall groups. Tell clients that this final page summarizes the general preferences of people who share their money management values. Summarize the page while watching for acknowledgement and other signals. [Sample Profile: Jane Doe Style Page]

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