financial dna certified wealth mentor training program

DNA Behavior International March 2015

Financial DNA® Certified Wealth Mentor™ Training Program

Copyright © 2001-2015 DNA Behavior International Page 1

About Financial DNA® – Certified Wealth Mentor Program

KNOWING, ENGAGING AND GROWING YOU AND YOUR CLIENTS WELCOME!! We are so glad that you are attending our Certified Wealth Mentor Training Program. You are commencing a significant journey.

Your ability to build a client centered advisory firm and positively influencing the lives of your clients will be greatly enhanced by positioning yourself as a “Wealth Mentor”.

Our program will provide you with a comprehensive set of behavioral insights, practical methodologies and tools to be at the center of helping your client build a Quality Life to Live with Meaning™.

The key to helping your clients live a Quality Life is going further to discover their life purpose and also learning more about those key elements that have shaped who they are and their decision-making. We will be helping you adopt some coaching skills for working with clients on an ongoing basis. The key to being a great Wealth Mentor is your capability to ask each client powerful questions about their life and decision-making, which are customized to who they are.

The reality is that for your relationship with the client to have a greater chance of being sustainable on a long term basis, it must go further than investment management, which is measured by the investment returns. Rather, the relationship must be measured by the client achieving their Quality Life goals.

Establishing this process is a proven way to grow your business with more referrals, justify your fees, and charge a higher retainer component.

We wish you every success on your journey to becoming a Wealth Mentor.

The DNA Behavior Team



Financial DNA Certified Wealth Mentor Training Program Overview

Learn to Comprehensively Know, Engage and Grow Every Client to Build a Client Centered Advisory Business

Summary of the Financial DNA Certified Wealth Mentor Training Program The following training program is a core component of the Financial DNA Certified Wealth Mentor Subscription Package:

1. 30 minute DNA Administration System Training

2. 1.5hr Introductory Webinar to learn how to use the Communication DNA and Financial DNA Natural Behavior Reports (refer to the Overall Learning Objectives below)

3. Financial DNA Introductory Training Program in the DNA Knowledge Center

4. 2 Day Certified Wealth Mentor Training (refer to the Curriculum below)

5. 3 Ninety Minute Group Webinars following the classroom training (refer to the Curriculum

below)

6. 3 Thirty minute Coaching Sessions within the first 90 days for interpretation insights

7. Included: Financial DNA Introductory Training Program in the DNA Knowledge Center



Learning Objectives

1. Know yourself to personally grow and manage the natural behavioral bias you will have in advising clients

2. Interpret and use all of the Financial DNA Discovery Processes to gain deeper insights into client life and financial decision-making behavior

3. Emotionally engage clients at a deeper level in your service at all stages from prospecting, onboarding and ongoing management

4. Conduct personalized discovery and planning meetings, and choose the ideal clients

5. Guide your clients using powerful questions based on their style

6. Measure your client’s current Quality Life Performance

7. Help your clients discover their life purpose for setting goals based on their talents, passions, vision, mission, values

8. Build a behavioral and life purpose based financial plan

9. Guide your clients to build a Behavioral Investment Policy Statement



Pre-Course Work 1. Complete the following DNA Discovery Processes located in the DNA Admin System:

a. Communication DNA Discovery b. Financial DNA Natural Behavior Discovery c. Quality Life Discovery d. Quality Life Planning Module (Unique Gift, Vision, Values) e. Financial Personality Discovery

2. Have 5 clients, family or team members complete the Communication DNA and Financial DNA Natural Behavior Discovery Processes located in the DNA Administration System

3. Participate in the 1.5hour Introductory Webinar with a DNA Behavior Representative



The Key Questions Answered by the Certified Wealth Mentor Training

1. What is a “Wealth Mentor”?

2. Why use Communication DNA and Financial DNA Discovery Processes with every client and their family members?

3. How do you get clients to complete Communication DNA and Financial DNA?

4. When do you get the clients to complete the Communication DNA and Financial DNA

Natural Behavior Discovery Processes?

5. Which of the reports do the clients receive and which of the reports do the advisors access?

6. What is the distinction between Natural and Learned behavior?

7. How is Financial DNA used in building a suitable investment portfolio for clients?

8. How do you use Market Mood dashboard for customizing client interactions?

9. How do you build the Communication DNA and Financial DNA Reports into your client meetings?

10. What Powerful Questions do you ask the clients up-front in the initial planning discovery

process and at client review meetings?

11. How do you help clients identify and prioritize their goals?

12. How do you guide clients to discover their life purpose and what a Quality Life means to them?

13. What is an objective way to delve deeper into the environmental influences that shape your

clients decision-making?

14. How you can deliver additional services to your clients to justify your fees and maintain a deeper connection with the client?



Financial DNA Certified Wealth Mentor Resources Located in the DNA Knowledge Center In addition to the Financial DNA Introductory Training Materials, you will have access to:

1. Financial DNA Training Materials:

a. Financial DNA Certified Wealth Mentor Training Slides b. Financial DNA Certified Wealth Mentor Training Handbook

2. Key Financial DNA Wealth Mentoring Tools:

a. DNA Wealth Mentoring Meeting Guide b. How to use the DNA Admin System Demo Account for Case Studies c. Financial DNA Wealth Mentoring Report De-Brief Summary d. All Factors Strengths and Struggles e. Advisor Powerful Questions Handbook f. Financial Performance Report Interpretation Guide g. DNA Financial Planning Performance Plan Workbook h. DNA Wealth Mentoring Tools



Optional Reading 1. Financial DNA – Discovering Your Financial Personality for a Quality Life – Hugh Massie 2. The Dream Manager – Matthew Kelly 3. Against the Gods – Peter Bernstein 4. Change Your Questions, Change Your Life – Marillee Adams



Financial DNA Certified Wealth Mentor Training Agenda – 2 Days Day 1 – Financial Personality Management 7.30 am Breakfast & Registration

8.00 am Objectives and Introduction

8.15 am About Financial DNA®

[Overview of the Role of Behavioral Discovery in Financial Planning]

9.00 am Client Engagement in the New Behavioral Economy

[Guiding Clients through the Financial Planning Process]

9.50 am Break

10.00 am Communication DNA for Relationship Performance

[Using the Communication DNA Discovery Process]

11.00 am Break

11.10 am Financial DNA Natural Behavior for Personal Performance

[Natural Behavior Discovery for Life and Financial Decision-Making from the Financial Planning Report]

1.00 pm Lunch

2.00pm Facilitating Clients - Case Studies

[Developing awareness and insights for integrating the Financial DNA Natural Behavior Discovery into client discussions]

3.30pm Break

3.40pm Facilitating Clients - Case Studies

[Developing awareness and insights for integrating the Financial DNA Natural Behavior Discovery into client discussions]

5.00 pm Close of Day 1 [Optional Dinner at 6pm]



Day 2 – Additional Wealth Mentoring Processes

7.30am Breakfast

8.00am Recap of Day 1 and Sharing DNA Ultimate Performance Card

8.15am Personal Performance – Enhanced Personal Awareness

[Wealth Mentoring with Enhanced Personal Awareness of Strengths and Struggles from the Wealth Mentoring Report]

9.30am Personal Performance – Understanding Couples and Families

[Guiding Couples and Relating to Your Family and Clients]

10.00am Break

10.10am Quality Life Discovery for Quality Life Performance

[Reviewing the Measurement of Your Quality Life]

11.20am Break

11.30am Life Purpose Discovery for Quality Life Performance

[Life Purpose Discovery]

1.00 pm Lunch

2.00pm Quality Life Needs and Wants Review [Identifying financial needs and wants, and prioritizing goals based on who you are and determining plan action steps]

2.30pm Financial Performance – Financial Personality Discovery

[Discovery of Key Behavioral Influences on Your Financial Personality Using the DNA Financial Performance Report]

3.30pm Break

3.40pm Financial Performance – Investment Preferences

[Build a Behavioral Investment Policy Statement using the Behavioral Portfolio Allocation Report]

4.15pm Using Financial DNA

[Integrating Behavioral Discovery into the Client Engagement and Financial Planning Process]

4.45pm Wrap Up, Evaluation 5.00pm Close



3 Follow Up Webinars for 1.5hrs each

1. 2 Weeks after Training – Client Engagement Process Design 2. 3 Weeks after Training – Advisory Business Implementation 3. 4 Weeks after Training - Wealth Mentoring Process

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