1. being a financial planner

2. When I should have been listening I talked a lot...

3. But that wasn’t the truth I told them I was FULLY qualified...

4. Because “they need to be sold” I was taught to sell products...

5. Knowing they didn’t understand I closed the sale...

6. But was influenced by others who weren’t I told them I was “Independent”...

7. But was incentivised to do something else I told them I had their interests at heart...

8. But “Master of none” I was “Jack of all trades”...

9. And used it to help them make mistakes I knew more than they did...

10. When simpler was better I used complex language...

11. And it usually escaped I chased the money...

12. When it was not to be dumb I thought my job was to be clever...

13. And then I discovered financial planning...

14. And that’s when......All the problems started!

15. People weren’t interested I tried to sell the software...

16. That didn’t help me I told them I was fee-based...

17. They didn’t want a report I sold them a financial plan...

18. They trusted me less I urged them to trust me...

19. Which should have been standard I sold them my values...

20. They were really not bothered I told them I was now really qualified...

21. But they didn’t know what it was I sold them financial planning...

22. And they stared at me blankly I told them we could achieve their lifetime goals...

23. I asked them if I could show them... how to get the life they really wanted... without ever running out of money... or dying with too much... And, frustrated...

24. They wanted to know... They were happy to meet... They were happy to share... They were happy to PAY me! And all of a sudden...

25. And I realised... It definitely isn’t about a product It isn’t about investments... It isn’t about financial planning... It isn’t even really about the money...

26. This is the last slide If you haven’t yet worked it out... or into your business... www.brianfoster.co.za