Presenting a multigenerational plan to prospects

This is a presentation I use with prospects that can be done on a paper napkin at lunch:

1. Mr. Prospect, would you agree your wealth is more than your money?
2. What dimensions of your wealth — financial (what you have), personal (who you are) and social (how to make a difference) — would you like to leave as a legacy to your family?
3. If you had to leave out one dimension, what would it be? The answer I get most is “financial” because if my kids have the other two, they can make money on their own.
4. In all of the dealings with your advisors, where have you spent most of your time?
5. So what you are telling me is that you are spending all of your time addressing the thing that is least important to you. Isn’t it time you find a new kind of advisor who can address your total wealth, including your more-than-money wealth?

Monroe M. Diefendorf Jr., CLU, CFP, is a 41-year MDRT member from Locust Valley, New York. Read more in “More-than-money wealth planning”