It almost seems like we need to be reporting the weather for Texas lately. Our 2014 Spring Summit was in Houston three weeks ago and the incredible spring weather nearly beat out our normally wonderful San Diego weather. We were back a week and then off to San Antonio for a Matson Money conference and again – the weather beat out the San Diego fires and 105 degree weather here at home. And… in about three weeks a number of us and our Members go BACK to Dallas for a “Speaker’s School;” we’re looking forward to another fabulous trip.
In this blog I wanted to capture a few thoughts from the San Antonio Matson Money conference. About 70% of Academy Members are licensed in Financial Services and have really yearned for “systems” that will help them serve their clients better in that area.
A couple of years ago, we were introduced to Matson Money, headquartered in Cincinnati, Ohio. We were thrilled to discover that they were as “systems oriented” as we are. It’s a little unusual to hear the same language being spoken in another organization. Their philosophy is that their advisors, like our attorneys, “coach” clients, they don’t advise or sell. These professionals rely on the idea that if you just listen to your client, ask the right questions, uncover the issues and the needs, and jointly create a solution — everybody wins.
Around 15-20 Academy Members participated in the Annual Matson Money Spring Conference this year. I was able to go as well and met the most amazing financial coaches ever! Having over 300 people gather with the client in mind was a great experience! Lou Holtz was the keynote speaker and he was funny, entertaining and had a great message. I found him on YouTube and listened to more of what he has to say once I got home. Other speakers, including Mark Matson, owner and founder of Matson Money, focused on how to coach a client through a period of time when they may be tempted to get out of investments. Timing is everything and there are specific periods of time when selling is just *not* serving the client’s best interests. It’s tricky navigating those conversations and really being committed to the client’s long term goals.
If you have always wondered what is involved in adding Financial Services to the concerns you address with your clients, go ahead and ask us for a report we’ve written on the topic (feel free to just email me directly). Also, we were able to record an interview between Mark Matson and the two Academy founders talking about how this fits with an estate planning practice. In the interview they discuss a number of the concerns attorneys and financial coaches have about working with each other, what the recipe is for a long-term relationship, and how to set the stage for success with the client and with the other professional. Look for an announcement of that interview being made available soon. We’re putting some finishing touches on it at the moment.
Stay tuned for another report on Texas weather soon – cross your fingers and join me in hoping we haven’t run out of good weather luck as we head back to Texas for the Academy’s Speaker School. The course is intense and promises to transform adequate speakers into extraordinary communicators! I’ll put together a few of the tips that come from that event soon.
Jennifer Price
Chief Operating Officer
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (800) 846-1555
www.aaepa.com
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