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Rod Zeeb & Lori Coonen
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Breakout Session
April 20, 2017 | 11:30 AM

Starting “THE” Conversation with Your Client/Donor 

Rod Zeeb,The Heritage Institute 
Lori Coonen, The Heritage Institute 

 Starting high level planning and philanthropic conversations with clients/donors is very difficult without an easy, systematic way of helping your client/donor to clearly identify and prioritize their most important values and principles. Taking the abstract concept of “doing good” down to the reality of clearly identifying their desired outcomes, the value TO THEM to achieve those outcomes, and then actually taking action requires three things:
1. Facilitating your client/donor to imagine and describe their most deeply held desired outcomes; 
2. Facilitating your client/donor to quantify the value to them to fulfill those outcomes; and
3. Providing them outcome based solutions that directly tie to the desired outcomes they described.
During this session you will: 
• Learn a 7-step model for facilitating your client to identify their desired outcomes and the value TO THEM to achieve those outcomes, and
• Learn and practice how to describe your solutions in outcome based language that ties directly back to their statements.

 Photo  Rod Zeeb is the Co-Founder and CEO of The Heritage Institute, and co-developer of The Heritage Process.TM   The Heritage Institute provides training in the discipline of Heritage   Design,   and   professional   certification   in  The Heritage Process.TM       The Institute also conducts and distributes original research, offers mentoring, coaching and marketing support for professional advisors who wish to provide heritage design to their constituents, and provides consulting services directly to individuals and families.

The Institute collaborates with GenUs LLC to provide training in GenUs Design, which  is  the  seamless  integration  of  financial  planning,  estate  planning  and Heritage Design for clients.  GenUs also provides training and coaching to professional advisors resulting in the profitable mindset of successful advisors and the alignment of excelling at what they enjoy.

Rod has over two decades of experience in estate planning, charitable planning, and heritage design and is recognized internationally for his contributions to the field. Among the major national conferences and events Rod has spoken to are INSITE (Pershing), MDRT, NAIFA, AFP, Woodbury, National Network of Estate Planning Attorneys, ING, Securities Industries and Financial Markets Associations (SIFMA), NAPFA Advanced Planners/Larger Firm Initiative, United Way of America  National de Tocqueville Conference, PPP,   several FPA groups, International Association of Advisors in Philanthropy, and many others. Rod typically receives the highest speaker  evaluations.    Rod  has  been  quoted  in The  Wall  Street  Journal, The Christian Science Monitor, Dow Jones News, Macleans Magazine (including international editions), Wealth Collection Magazine, Financial Advisor Magazine, Wealth Manager Magazine, Inside Information, Boomer Magazine, Investment News, Research Magazine, and many other print and online publications.

Rod is the co-author of the book, Beating the Midas Curse, and co-author of the novel, What Matters.  Rod graduated Summa Cum Laude from Willamette College of Law in 1986, where he was Editor-in-Chief of the Willamette Law Review.

He provides his time and expertise to many church, charitable, and community organizations,  and  enjoys  travel,  golf,  and  other  activities  with  his  children, Christina and Ryan, Ryan’s wife, Kristin, and his grandchildren, Alexa, JD and Tyson.

1120 Chester Avenue, Suite 470 | Cleveland, OH 44114
Phone: 216-621-3215 or 888-597-6575 | Fax: 216-696-2582 |
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