Practice Development Norm Trainor's Case 62 (click here) (PDF file, 2 pages, 57 KB) In a few steps, you help clients record the “parties” to their life plan, create and clarify their vision of life, record financial “facts,” quantify their vision and financial facts, and discover how to achieve that vision by creating as many “What if?” scenarios (“Solutions”) as they like. VisionWorks is designed to be used interactively with clients. Clients prefer to create plans interactively. That’s because plans reflect the implications for their wealth, their personal values, and their financial attitudes (such as risk, work, and spending). Clients learn best this way. They’ll also deepen their relationship with you as they gradually confide in you. And because VisionWorks is a “dynamic” model (you can change entries over time), clients can enter what they understand — their vision quantified their way. They will trust their plans. Clients will see you as their chief financial counsellor. You’ll be able to give them what they’ve always wanted from a financial counsellor — help finding answers to today’s financial concerns and their long-term planning issues. You’ll reinforce your role as you help clients master important changes in their lives. (The concept of annual reviews is outdated. Change is not periodic, and certainly not annual.) Creating an initial plan will take only a few hours over two sessions. Afterwards, helping clients manage changes takes just a few minutes, because all plan parties are interconnected and all entries are interrelated.