From using jargon (often as a verbal crutch) to being unable to explain ideas and concepts with just the right amount of technical information, a great many professionals are very good at NOT getting their message across. These professionals are certainly not able to show the value they can provide. They lack an understanding and facility with framing.

Essential to the art of framing is being able to link your recommended financial services and products with the agendas of your prospects and clients. To get optimal results, the language you use must be in line with what they find comfortable. Moreover, the language as well as the timing and ordering of the conversation must powerfully support the perspectives and desires of the people with whom you are conversing. The more your conversations are well framed, the more likely they will take action.

Using the High-Net-Worth Personality Framework

High-net-worth psychology is a psychographic framework that is very potent in helping you frame your messages. There are nine high-net-worth personalities, and each one responds to a different way of communicating information and insights. To gain perspective of using high-net-worth psychology when framing, consider stress testing.

Stress testing challenges a prospect's or client’s wealth management solutions to assess their likelihood of holding up in different scenarios and delivering desired results. The rationale for stress testing is twofold:

• To avoid potentially economically and legally destructive situations;

• To ensure the person is benefiting from all possible wealth management opportunities.

Stress testing is close to normative among the exceptionally wealthy and is becoming increasingly common among those less affluent. It is proving to be an astoundingly effective way of providing substantial value to accomplished and wealthy individuals and families. Moreover, whereas financial services and products are commodities or nearly so, skilled stress testing is a truly powerful way for you to differentiate yourself from competitors.

Being adept at the process of stress testing is not enough. You still need to meaningfully communicate the methodology to prospects and clients. The following are examples of how to introduce stress testing to the different high-net-worth personalities.

Family Stewards: The aim of investing and wealth planning is to take care of their family.