By Keyur Shah, BE, MBA, CFPCM (A gr)

Indias Best Expert Coach & Trainer (Fast Track CFP)

 Problems Areas in Advisory business

Client is not opening up (Not willing to share
Info.)
Not Listening
Why Invest...my business produces higher
return
Pass back
Higher return with a safety in short run
Consult to CA
You are late...Yday bought it
Follow ups...more meetings

 Problems continue...
Lower Ticket Size
Clients panic when equity
market goes down
Attrition or Lapsation of
Investments

 Learn & Master Art of Goal based Family

Financial Planning
What is CFP Certification & Benefits of it
Best Global Practice followed by advisers /
financial planners are documented and
available to aspiring financial adviser /
planner.
The Heart of certifcation is Goal based family
Financial Planning.

 As a CFP Practitioner, you position

yourselfAs a clients Adviser / Planners
not a manufacturer's agent.
Once you succeed, most of problems will be
automatically solved, you will get required info to
construct case study of client.
Listing down Important Goals
1) Short Term (Up to 5 years)
2) Medium Term (6 to 10 years)
3) Long Term (11+ years)
4) Recurring Goals ( Annual Vacation, Annual Gifts etc)

1) Educate importance & benefits of Comprehensive

Financial Planning to prospective customers with
the help of a Sample CASE STUDY and sample
financial plan.
2) Ask customer to prepare his own case study
based on a sample case study.
3) Helps the customer to fine tune his case study.
4) Calculate Inflation adjusted corpus required
for various Goals. (Eg. Retirement, Childrens
Higher Education, Childrens Marriage, Annual
Vacation, Life Insurance corpus in case of death,
arranging down payments for buying a home or
car etc.)
5) Suggest Suitable asset allocation based on Goal
tenor & risk profile

6) Mutually decide Average return for each

goal based on an asset allocation strategy.
7) Calculate Investments
(Monthly/Annual/Lump Sum) required for
each Goal.
8) Suggests suitable products for each
goal.
9) Implementation of plan
10) Review of Plan.

 Apart from CFP also helps the client

Calculate tax liability for AY and suggests tax saving
strategies.
Estate Planning.
Debt reduction plans.
Contingency Planning.
Discretionary expenses reduction planning.
Real Estate Planning.
Philanthropy planning.
So, CFP stands as a CFO of a family. .. Save time
Save Expenses (Products/Personals) Suggests the
best products leads to a better return with a safety
net.

Thumb Rules may be dump Rules

100-current age= Equity exposure
Eg. Young Professional & Sr. Citizen
Hand made Vs. Computer Art
Calculator Vs. Software or Excel
Investment in Professional developments will
always yield best return in long run.
What you know is an important but How you
explain or demonstrate with a simplicity is more
important.
Bad Habits Vs. Good Habits
Healthy Vs. bad Competition

 When you will be a True CFP

PractitionerYou will earn Highest
level of Trust & Respect of your
clientsReceives more
referenceCharge fee to
clientsMost Importantyou will be
Happy & Satisfied IndividualAn
Enjoying your Profession.

 1) Rupali Rane, Young IFA, Mumbai

2) Charmi Shah, Young Financial Planner,
Mumbai
3) Vaishali Kale, Young Professional,
Mumbai
4) Aishwariya Surana, Final Year B.Com,
Gauwhati-Assam