Additional Resources
Your purchase of You’ve Been Framed provides you with not only a comprehensive text but also access to online tools, available free on the ClientWise eXchange™ (youvebeenframed.clientwise.com), to assist you in your reframing journey. Each book-related tool on the eXchange™ is listed below for your convenience; more detailed descriptions of these tools can be found in each book chapter.
The truth is that I couldn’t imagine writing this book without sharing these tools with you. Why? You’ve Been Framed is meant to be a starting point for your work and for a conversation that we in the industry can have with one another; the eXchange™ is a forum through which that work and conversation can continue. What’s more, as the financial services profession and industry continue to evolve, the tools on the eXchange™ will be updated to keep things relevant, useful, and fresh.
The ClientWise eXchange™ is thus the container that allows this book to continue to evolve. No matter when you purchase the book or where you pick it up, so long as you’re willing to take advantage of the many resources that exist online, they’re yours. I invite you to join other financial leaders and your peers on the eXchange™ at youvebeenframed.clientwise.com so we can continue the conversation together!
Chapter 2
Online Tool 2.1: Your Wealth Management Checklist
- A list highlighting key elements of each area of wealth management.
Chapter 3
Online Tool 3.1: Ten Reasons Your Clients Will Love You for Offering True Wealth Management
- A list of 10 reasons your clients will love you for offering true wealth management that can be customized to your practice.
Chapter 4
Online Tool 4.1: Succession Planning Checklist
- A checklist to use or adapt while planning your firm’s leadership succession.
Chapter 5
Online Tool 5.1: Leader’s Journey Assessment
- A 15-item assessment that will help you identify your current areas of strength as a team leader versus opportunities for growth.
Online Tool 5.2: A Guide to Defining Your High-Performing Team
- A 12-question guide to defining your unique high-performing team.
Chapter 6
Online Tool 6.1: Checklist for Conducting the ClientWise Conversation™ after a Client Review
- A how-to checklist on conducting the ClientWise Conversation™ successfully at the end of a client review, if a separate meeting is not possible.
Online Tool 6.2: ClientWise Conversation™ Data Collector
- A note-taking template to use during the ClientWise conversation to capture the client data.
Chapter 7
Online Tool 7.1: Example Needs, Target Market, Solutions, and Centers of Influence
- A template to help you define your new frame by thinking about the different target groups advisors can work with, along with their associated needs, solutions, and centers of influence.
Online Tool 7.2: Brainstorming the New Frame
- A step-by-step guide for defining your new frame, including a list of more than 70 power words and a variety of power phrases.
Chapter 8
Online Tool 8.1: A Guide to Defining Your High-Performing Team
- A 12-question guide to defining your unique high-performing team.
Online Tool 8.2: Ten Steps to Leading a Highly Effective Team
- A printable checklist of the 10 leadership behaviors you can engage in to become the most effective leader for your team.
Online Tool 8.3: Marketing Firms to Help You Build Your Brand
- A list of marketing firms that specialize in the financial services industry.
Online Tool 8.4: Marketing Campaign Organizer™
- An organizer that will help you outline your next marketing campaign, prompting thought about your target market, ideal client profile, possible offers, relevant messages, delivery options, who is involved, start and end dates, and expected ROI.
Chapter 9
Online Tool 9.1: Ninety-Nine Discovery Questions
- Ninety-nine discovery questions you can use to learn about the client.
Online Tool 9.2: Improve Your Client Acquisition Process
- A printable copy of the Three Stages of the Client Acquisition Process™ and an associated exercise to help you improve your current process and set goals.
Chapter 10
Online Tool 10.1: The Advocate Approach Self-Assessment™
- A tool to help you determine how engaged in the advocate approach you already are.
Online Tool 10.2: Potential Client Advocate Checklist
- A checklist that will help you categorize clients into loyal advocates versus potential loyal advocates.
Online Tool 10.3: New Client Introduction Tracking Sheet
- A tracking sheet that can be used to assess your introductions over the past 24 months and to record every new introduction.
Online Tool 10.4: Loyal Client Advocate Approach™ Key Findings Worksheet
- A worksheet to help summarize key data you gathered during the ClientWise Conversation™.
Online Tool 10.5: Interview Questions for Potential Professional Advocates
- A list of additional possible questions to ask potential professional advocates.
Conclusion
Online Tool C.1: A Checklist: Signals of Reframing Success
- A downloadable checklist of signals that your reframe has been a success.