Project 2 UVP

7/24/2019 Project 2 UVP

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YOUR UNIQUE VALUE PROPOSITION

A Workbook to help you build your unique story

FOR INTERNAL USE ONLY



Your Unique Value Proposition Workbook

FOR INTERNAL USE ONLY 2

Being prepared to confidently have in-depth discussions with clients and prospects requires an ever evolvingunique value proposition. This workbook is designed to help you gather ideas and information to develop orimprove your unique value proposition that can be used in all areas of interaction with clients and prospects.

WHO ARE YOU?

Identify the characteristics that make you unique by filling in the items below.

Personal

Name: Marital Status

Partner/Spouse’s

Name:

# of

children

# of

grandchildren

Previous

Occupation/Experience:

Degrees Universities

I was or am a member of the following groups and organizations:

My hobbies include:

I’ve been awarded or recognized for the following:

I’ve earned the following designations:

I enjoy:

People like me because:

My personal strengths include:

I’m motivated by:

What makes me unique is:

Other important things to know about me include:

My location is I serve clients in the Region/area

My business stands out from the crowd because:

John Mendoza Single

Sales

Business Administration SAIT

Reading, Self Improvement

Life

I am friendly

Focus, perseverance and confidence

My desire to be the best

Everything, the way I deal with people and the way I can connect with others

Calgary 95

We offer a unique comprehensive package that outshines and outperforms other competitors in the marketplace. I am

always available for my clients and I have their best interests at heart.





WHAT DO YOU DO?

Identify from the list below, the service, value offering and relationship touch points that you provided your

clients over the past year and highlight other services you provide.

Use this same list to help you pull together your unique value proposition. Think in terms of what’s important

to your clients. Check off the products and services you offer. Next, think about how you would rephraseeach in terms of the value it brings to your clients.

! Regularly scheduled meetings

(up to __/year) – In-home or office

! Regularly scheduled phone meetings

(up to __/year)

! On-going complete file reviews, (up to __/year)

including:

! Investment plan review

! Retirement plan review

! Education plan review

! Insurance plan review

!

Estate plan review

!

Tax plan review

! Personal Financial Plan updates – using industry

leading financial planning software (PFP)

! Portfolio up-dates and rebalance (up to __/year)

!

Full family financial planning – all immediatefamily members accepted regardless of account

balance

! Access to the:

!

Advanced Financial Planning team

! Insurance Planning Specialist

!

Mortgage Planning Specialist

! Securities Planning Specialist

! Direct access to Consultant, Assistant,

Associate – At Your Convenience

! Priority response via email and/or telephone

! Detailed financial reports, including:

!

IG Review magazine (IG)

!

Investment Quarterly (I.Q.) summary (IGIM)

! Advisory Summit (Accounting professional,

Legal professional, etc.)

! Special interest information campaigns

!

Federal and Provincial budget reports

! Weekly Market Commentary

! Newsletters

! US and CDN money market funds with checking

privileges

! Preferred mortgage rates

! Special events and seminars

Other:

!

_____________________________________

! _____________________________________

! _____________________________________

!

_____________________________________

! ______________________________________

! ______________________________________

x

x x

x

xx

x

x

x

x

x

x

x

x

x

x

x

x

x

xx





WHY ARE YOU IN BUSINESS?

List some motivators or goals for being in business.

1.

2.

3.

HOW DO YOU DO WHAT YOU DO?

Identify your three key target markets. How can you best communicate the way you run your business to

these target markets? Write a simple, two or three step process below that captures what you do to helpclients meet their financial goals within each market.

Target Market #1:1.

2.

3.

Target Market #2:

1.

2.

3.

Target Market #3:

1.

2.

3.

Financial Freedom

To help others

To run a successful business

Young Professionals

Save income tax (maximize net pay vs gross)

Different tax strategies as well as most financially savvy investments

Showing them how they can make more money

High Net worth

Showing them I have a team of well trained professionals

Showing them an above and beyond attention to detail , extra service for their money

Taxes

Young families

Help prepare for their child's future

Help them prepare for retirement

Help them save for a house/big expense





WHO HAVE YOU DONE IT FOR?

Consider the target markets you identified above and client success stories that fit within those markets.

Describe how you were able to help by using the STAR method: think of the Situation, the Timing, what Actions you took and what were the Results.

The one thing clients like best about what I do is:

WHAT MAKES YOU UNIQUE?

What are your unique strengths?In what areas are you better than

your competition?

1. 1.

2.

2.

3. 3.

4. 4.

5. 5.

Areas for improvement are:

Situation: friend, young professional, makes money, not that investment savvy

Timing: In between gigs, end of RRSP season as well as taxes

Actions: 1st meeting, went over options as to how to generate income

Results: 2nd meeting as well as properly position myself and IG as a company that can help achieve goals

The wealth of information I'm able to provide

The full range of services at my disposal

Perseverance/Optimism

Charisma

Willingness to learn / coachability

Perspective / opportunity

Age/hunger

Support

The amount I care / what I will do for a client

Training/Knowledge provided

Personalization of a plan

Availability for clients

Work ethic

Knowledge/experience





WHY SHOULD I DO BUSINESS WITH YOU?

Prospects and clients need to hear the WIIFM, what’s the benefit from their perspective? Consider once

again your three target markets. How would you position the WIIFM for each?

1.

2.

3.

BRING IT ALTOGETHER

Go back through your answers and circle the items you feel are most important to your identity. Use the

space below to combine them into a cohesive statement that tells people who you are, what you do, why are

you in business, how you do it and for whom, your uniqueness and why they should listen to you.

When you are satisfied with your unique value proposition, write it in your Consultant Playbook.

Self promote and be prepared to share your value at every opportunity.

You

Friends, Family,

Ac uaintance

Prospects/

Clients

Co-workers

I will help young professionals achieve their goals quicker and with more tax efficiency

I will help young families in an all around package that addresses their needs from parenthood to retirement

I will help high net worth clients maximize their earnings with tax savings and investment strategies

I am a friendly, focused young advisor that wants to be the best. I offer tax planning, estate planning, retirement planning

as well as investments to young families all the way to experienced business owners. I am in the business to help

others achieve their goals faster and more efficiently by showing them tax savings and investment strategies to

maximize their net income. I do this for them by being supported by a team of specialized professionals and

by offering on the clock support. I continue to maximize my practice by learning as well as being the best I can be,

an enduring figure that people should listen to because I have my client's best interest at heart and I will stop at nothing

short except becoming the best business I can be.

Project 2 UVP

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