Introducing HALO in your client meetings [Best Practices]

How to introduce HALO to clients

For this particular instance, let's assume that we may have already made a plan for

your client. You can start by saying something like this to your client:

 

“You remember that process that we went through to come up with a goals-based plan

for you over the next several years? Frankly, it was your input and your time

spent, providing me with a lot of those spending numbers, some of the asset class
details, and some of the incomes

details and also some of the incomes that you were expecting to get from various

sources. That was very helpful in modelling your plan. This time, I want

to try to take that to another level. We have now introduced an additional

element to that planning software which will make this much more
customized to your particular situation because one of the things that are super
important here is making sure that the timeline

customized to your particular situation because one of the things that are super

important here is making sure that the timeline that we're speaking about makes

sense. Because we need to know that you aren't going to outlive your money.”

 

Now that you have set the stage for the client on why you are trying to take their

plan to the next level, and present HALO to your client. 

 

You can say something like this:
“so, what I'd like to suggest is that we have a pretty easy-to-follow assessment that asks you some questions about your lifestyle, about some health factors that you have in your family and about some

behavioral factors. Then, we are going to input these answers into a very extensive model that is going to kick out at the back end of it, a much more accurate sense of what your life expectancy is. And on top of that, we will have a pretty good understanding of how much time you may need to spend in your elder

years with various forms of assistance and what that might cost, particularly

depending on where you choose to retire and where this might happen. Does that

sound like something that you'd be up for?"

 

Let’s assume the client has agreed to take the assessment; you can then inform

them on how to go about taking the assessment. You can say:

 

“Terrific. Well, we can either do the assessment together here, or, I can give you

the link to the HALO assessment, and you can do it on your own time.”

 

"To note, your answers will be confidential to you, and, as the advisor, I will

only see the numerical output. Is that something that I can set up for you?"