Using Your Instincts in

Financial PlanningFPA of Illinois

October 7, 2014

Introduction

• Steve Lear, ChFC, CLU & Kolbe Certified Consultant

• Erin Werde, Affiance Coaching President & Kolbe

Certified Consultant

Overview

• Three Domains of the Mind

• Kolbe A Index… What are your

instincts?

• Using conation in Financial

Planning

Three Domains of the Mind:

AffectiveFeeling

Desires

Motivation

Attitudes

Preferences

Emotions

Values

CognitiveThinking

IQ

Skills

Reason

Knowledge

Experience

Education

ConativeDoing

Drive

Instinct

Necessity

Mental Energy

Innate Force

Talents

Three Domains of the Mind:

AffectiveFeeling

Desires

Motivation

Attitudes

Preferences

Emotions

Values

CognitiveThinking

IQ

Skills

Reason

Knowledge

Experience

Education

ConativeDoing

Drive

Instinct

Necessity

Mental Energy

Innate Force

Talents

Three Domains of the Mind:

AffectiveFeeling

Desires

Motivation

Attitudes

Preferences

Emotions

Values

CognitiveThinking

IQ

Skills

Reason

Knowledge

Experience

Education

ConativeDoing

Drive

Instinct

Necessity

Mental Energy

Innate Force

Talents

x x

Why does this matter?

1.Time

2.Energy

3.Stress

4.Frustration

5.Happiness/Contentment

Fact Finder: Gather & Share

Information

Follow Thru: Organizing, Arranging

and Designing Systems

Quick Start: Handling unknowns &

risk

Implementor: Handling tangibles,

mechanics and space

Which mode are you?

How Conation Helps in Improving

Communication• Initiating Fact Finders:

• High levels of detail, information

• Deliberate in making a decision

• Need for written information

• Initiating Follow Thrus:

• Agenda at all meetings

• Contingency plan for investment strategy

• Concrete plan for next steps

How Conation Helps in Improving

Communication• Initiating Quick Starts:

• Appeal to their need to experiment with risk and ambiguity

• Utilize verbal communication

• If documents are involved, use color

• Initiating Implementors:

• Provide tangible materials

• Hold meetings face-to-face

How Conation Helps in Client Selection

• Significance of trading

• Affiance Financial model:

• Resistant Fact Finder to provide financial overview

• Initiating Fact Finder to provide details of financial picture

How Conation Helps in Retirement

Planning & Satisfaction

• If clients are satisfied in their job, they will:

• Work longer

• Become more successful with work

• Keep assets under management longer

• Activities/part-time jobs that provide great

satisfaction

How Conation Helps in Determining a

Career Path• Career MO

How Conation Helps in Estate/Legacy

Planning• Family meeting/workshops

• Kolbe element

• Financial element

• Helping families understand how to communicate,

problem-solve & make decisions

• Assist in picking players of estate plan

What are the two best ideas that came

from today’s session?

Questions?

For more information:

www.affiancecoaching.com

952-253-2586