The personal development section started with a siege mentality as hostage negotiator Richard Mullender challenged delegates on the quality of their listening skills. Listening and honesty
are key to building rapport and gaining trust and you must give people the mental and physical space to open up.
Tony Harris CFP^CM then delivered an excellent summary of how to present to persuade. Stressing that to make your content relevant, credible and engaging for your clients you must know what you are trying to achieve. If your aim is to persuade then state your conclusion/recommendation upfront and then explain.
Mel Holman CFP^CM and Les Cantlay then ran the Practice Management elements. Mel updated delegates on using behavioural economics to deliver compliant reports that clients will follow and how to avoid the tick-box culture. Les covered the VAT charging 'door open/door closed' pitfalls of giving advice with a warning that your process as presented to clients may be ok for VAT purposes but make sure you do what you say you're going to do.
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Gavin Francis of Worthstone highlighted the opportunity social impact investment provides for Financial Planners, stressing how baby boomers want their investment to mean something, and for them, it's not all about returns. The Prime Minister has since included this topic in his G8 speech.
Neil Bailey FIFP CFP^CM concluded formal presentations with an excellent insight into his firm Fortitude's four year professional connection development plan. Don't confuse your message, network effectively and don't expect quick wins were some of the core messages. His summary was be prepared to invest time, energy and money and learn from your mistakes.
All speakers then joined in a valuable round table discussion with delegates at a higher level of detail on key points. Delegates remarked on the quality of the speakers and the range of interesting topics as they made their way home full of ideas.