More and more advisers are creating stronger client relationships and revenue opportunities with what’s known as lifestyle planning. If you're thinking of introducing lifestyle planning to your advice proposition, our guide will get you started.
What’s the difference between lifestyle planning and financial planning?
On the surface, lifestyle planning might sound very much like financial planning. But it’s actually about connecting money with real life rather than just asking clients how much they need to retire on.
The idea is to help clients see managing their finances as less of a goal in itself and more as an enabler. Done well, lifestyle planning can transform the adviser-client relationship, clearly demonstrating the value of the adviser to the client and ultimately drive revenue for the business.
Typical questions a lifestyle planner might ask
The differences are subtle but at the same time significant. Lifestyle planners will focus more on gathering soft facts, helping clients to understand and reveal true aspirations - sometimes surprising themselves in the process. Here are some typical questions a lifestyle planner might ask:
The answers aren’t always what you’d expect. Many people avoid making change out of fear or concerns about financial insecurity. One financial life planner uses an example of a couple in their sixties who had clear aspirations but were terrified that they didn’t have enough to retire on, which meant the husband was still stuck in a job he hated. They had some money from an inheritance and other bits and pieces, and the planner was able to show them that they could completely change their lives.
“Lifestyle planning is about connecting money with real life.”
For others, it may be simply changing a poor relationship with money, we’ll call this ‘the ostrich approach’, and taking the fear out by teaching core budgeting skills and reviewing priorities.
This sort of support is key to lifestyle planning. Obviously, a financial plan is required to achieve the aspirations uncovered in the fact-finding process, but a deep ongoing relationship is critical to helping the client achieve their goals.
The skills of a lifestyle planner
A typical lifestyle planning proposition places new demands on the adviser business. The approach may require additional training, to develop emotional intelligence and questioning skills along with the ability to capture and correctly interpret responses.
Deeper relationships may demand more time, contact and personal engagement, possibly even mentoring clients at key stages of the process.
You might want to review your charging structures. There is the potential for conflicts of interest if charging is on a % of AUM, e.g. there will be times when it is appropriate to advise clients to spend more, thus reducing AUM.
Lifestyle planning software and tools
If you don’t already use one, you’ll want to invest in a good lifetime cashflow planning tool. As the fact-finding process becomes increasingly detailed, both adviser and client must deal with more and more information. Cashflow planning distils all information into a clear output and brings it to life.
Cashflow models can be constructed using one of two fundamentally different approaches. The first, ‘deterministic’, creates a single projection of lifetime income and expenditure based upon a single set of parameters and assumptions, e.g. the rate of inflation and interest rates. You can change these parameters and assumptions but there is only ever one assumption “determined” for each. The second approach is ‘stochastic’. This draws on vast amounts of historical market data to produce a range of potential lifetime income and expenditure outcomes, each with an associated probability. Hence, the most likely outcome will have 50% probability attached, whereas better or worse outcomes that are less likely will have a much lower level of probability.
“If you don't already use one, you'll want to invest in a good lifetime cashflow planning tool.”
The key consideration is that the tool works within your business model. There is the potential to spend significant time preparing models that you aren’t being paid for. Hence the need for a tool that either is or can be integrated with your CRM system - rekeying of data takes time and introduces risk.
It’s useful to configure different templates, such as a pre-retirement template and a post retirement template, which set standard defaults that reflect the starting point for modelling instead of setting them every time.
Think about what your client needs to see and the value it adds. Is it delivered by a paper report and if so can you specify what goes into the report or is it standard output?
The business benefits of lifestyle planning
Lifestyle planning may not be for everyone. But, it has the potential to create stronger, longer-lasting relationships with clients who can clearly see the difference their adviser is making to their life, bringing trust, loyalty and advocacy. Or in other words, regular, repeat income with the potential for growth.
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