One financial planner I know—uses a strategy that makes his presentations or reveals memorable and profitable. Why? Because Rick has mastered the art of involvement. Rick’s clients are wealthy, high net-worth individuals, sophisticated decision-makers. Pennies

Yet, Rick is the first to admit his approach isn’t sophisticated. If anything, it’s simplistic. It’s also incredibly effective. Here’s what Rick does.

He takes out a plush felt bag filled with pennies. He gently hands the bag to his clients and tells them the bag represents their “financial future.” He then encourages them to pour the pennies onto the conference table. Somewhat skeptically, they do.

Rick then tells his clients (let’s call them Harry and Pam) that each penny represents $10,000 and belongs to them—it’s their money. Rick suggests they push, pull and slide the pennies across the table to form different piles. Each pile or category represents the couple’s goals. One pile could be a retirement fund. Another could be set aside for their kids’ or grandkids’ education. While another represents a major purchase down the road or significant contributions to various charities.

Rick says Harry and Pam quickly forget they’re playing with pennies. Instead, they strategically plan and calculate their financial future. Obviously, Rick’s clients are involved!

How will you involve your decision-makers?


Jeff is a Hall of Fame speaker, best selling author, success coach, broadcaster and lawyer. His clients call him a “business-growth specialist.” If you hire speakers, please contact Sheryl Kantor at: 847.998.0688 or [email protected]. And visit to learn more about his other business-growth tools and to subscribe to Jeff’s FREE e-letter, The Results Report. Jeff’s Amazon bestselling books include; Stop Whining! Start Selling!, the 5th edition of Peak Your Profits and the recently published, (December, 2022), BULLSEYE! Hitting Your Targets at Home and at Work, which became a best seller within four days of its release. You can also stay connected with Jeff via Facebook, LinkedIn and Twitter: @BlackmanResults

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