For Greater Impact

The underlying principles I teach in my courses are of value to
anyone working with wealthy individuals and their businesses.
That’s why some of my clients have found my Ready To Go
courses sufficient to meet their needs.

But more and more clients take advantage of the
customization options I offer to reap the benefits of content
that speaks specifically to your needs and your environment.
I am committed to doing all I can to ensure that your bankers
and analysts are more productive, more quickly, as a result
of the training I deliver. I want to not only maximize your
return on investment, I want you to see that return as quickly
as possible.

For many banks, some degree on content customization is
the vehicle for delivering that better, faster return. And because
you only pay for customization once, no matter how many times
I deliver your unique content to your employees, the fees
are very reasonable when they are spread over repeated
offerings of the customized seminars.

Benefits of Customization
Your goal is to quickly develop the skills of your employees in
working with wealthy individual customers - without waiting for
them to learn from their own experiences, while experimenting
with important relationships (and real money!). Customizing
course content allows you to achieve that goal more rapidly
and cost-effectively:

While my Ready To Go seminars deal with
fundamental principles; you want your employees
to apply those principles using your methods, your
forms, your procedures, and your terminology. That
could mean you have to provide additional training
of your own, when my seminar is done…or you can
incorporate all of that unique information into the
seminar I deliver. With customization, your employees
are ready to apply what they have learned with no
additional training, and that saves you time and money.

Retention and application are better when no “translation”
is required. If your bankers and analysts learn about cash
flow and tax planning considerations of the wealthy while
working with your forms, using your language, they will
learn more rapidly and more deeply. And they’ll be able
to take that learning back to their desks.

Many clients find that as we compare your cash flow
model and mine, or your personal financial statement
and mine, we discover tweaks that will make your own
procedures and methods all the more effective. It’s
like getting a consulting review on the tools you use
as a bonus, bundled into the cost of customizing
the content.

When customization includes custom case studies,
follow-up discussions, or post-seminar quizzes tailored
to your needs, you have more confidence that your
employees have learned what they were expected to
learn…and that they can apply it to the kinds of
customers you see in your market.

Customization Options
There are many ways to tailor my seminar content to your
bank’s needs for greater impact and faster results. Here are
the options most commonly adopted by my clients.

Identity & Presentation
I frequently present my material “inside” a bank’s
own curriculum. Many banks have a core training
or “boot camp” for lending staff (and analysts), and
I appear as a presenter within that agenda. In addition
to integrating my seminar into the curriculum, I can work terminology and references to procedures, markets, and
other unique aspects of your bank into the content I deliver.

Personal Financial Statement
I use a broadly applicable high net worth personal
financial statement with some of my case studies,
but the case study data and related discussion can
be presented using your own standard format.

Cash Flow Model
I have developed an approach to cash flow analysis
that offers speed, accuracy, and efficiency in converting
tax return information into cash flow information. But I
can also use your cash flow model, showing bankers
and analysts how to scour the customer’s tax return
forms and supporting documents for the correct inputs
to your cash flow analysis tools.

Case Studies & Your Target Market
My standard case study applies to most banks and
their markets, but you may want to highlight particular
types of customers, or specific financial situations.
I can develop custom case studies that bring bankers
and analysts more directly, and more quickly, to an
understanding of the customers they are most likely to see.

Seminar Follow-up
A post-seminar quiz, to test participants’ retention
and ability to apply what they have learned, can be
developed using your terminology, and reflecting the
other customizations listed above. This can be delivered
online using a web browser. Additional follow-up can
be provided in the form of pre-paid consulting time,
that is, your participants have the opportunity to contact
me by phone or e-mail (up to some agreed amount) to
ask the questions that come up as they apply their
learning to real customer situations.

Customization Fees
Every customization project is unique, so I cannot offer flat fees
for customization services. But I can give you some guidelines.

The examples on my typical training packages page
show what some other clients have paid for common
customizations. Where your customization project falls
within the typical range of fees is driven mostly by:

Degree of Overlap
As an example, your personal financial statement may
look a lot like mine, or be rather different. The more similar
your forms, procedures, and terminology are to what I offer
in the Ready To Go versions of my seminars, the less work
(and cost) involved in performing the customization.

Lead Time
Especially for things like your cash flow analysis model
(including software you may use to perform that analysis),
it takes some time to adapt my content to match your
approach. If you want me to do that in a hurry, you’ll
end up at a higher point in the range of customization
fees than you will if you allow me sufficient time to work
it in among the other demands on my time.

All-at-Once vs. Sequential Customization
If you select several customizations - say, personal
financial statement, cash flow model, and custom case
studies - I can be much more efficient if I can do all the
work at one time. Working with your materials in one
block of time means that I only have to become familiar
with your terminology, procedures, and tools once. If,
on the other hand, you ask for one of those three
customizations, and then later decide to add another
one, and then the third, it will cost you more. Each
time I have to “reopen the case” and “spin up” on
your unique approach again, and that’s just
less efficient.

I invite you to contact me to discuss which customizations
will provide the best return on your training investment. I want
the best results to meet your needs, and achieving those results
usually takes some discussion of your current tools and priorities.
Frankly, I won’t recommend a customization that I don’t think will
provide a real benefit to your bank, you have my word on that.

One-Time Investment
Please note that customization fees are incurred only once.
As long as that material is used without further modification,
the customized course can be delivered over and over again
for only the per-participant (and travel) expenses.

A typical case would be a client who books my live Tax Return
Analysis: Cash Flow & Beyond seminar four times a year. I
work the client’s own personal financial statement, and a couple
of custom case studies into the course. The client pays several
thousand dollars for the customization, paying the fee before the
delivery of the first seminar, but using that customized version
with no additional customization fees for eight seminars over
two years. The per-seminar cost, then, is relatively low.

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