Advising Clients through the Toughest Times of Life
You know what to do with money. How many times do you wonder what to say to the client? When clients cope with death, divorce, retirement, empty nest, or other life transitions, what you say and do in the office has more influence on your client relationship than your financial savvy ever did. Understand how to answer the dreaded “bad news” phone call, the unique issues that your clients face, the differences between men and women, and the best ways to communicate at appointments and on the phone. Find out how to handle a crying client and whether the stages of grief are applicable. Gain skills to deal with irrational fears, bring humor into meetings, and help clients make wise decisions in the midst of loss. Walk away with practical, proven strategies that you can implement immediately.
Prepare for the Inevitable While Connecting to the Next Generation
With an aging population and $59 trillion of wealth that will transfer to the next generation, it’s never been more imperative for you to have tools and protocols that prepare your clients and your business ahead of time, while positioning your firm to branch into the family and trusted network. Help clients stay in control of their lives and leave a legacy behind while increasing your chances of keeping their assets under your management. Learn how to protect your firm and your clients with a complete array of financial and non-financial documents (including several that few people know exist). Gain skills and techniques for using these documents to connect deeply to the next generation and position yourself as the go-to advisor for the entire family. Take away procedures you can implement immediately that set you apart from the very first meeting with prospects. Be proactive. Prepare now.
Protect Clients and Your Firm
Prepare Them for Aging and Dementia
With an aging population and $59 trillion of wealth that will transfer to the next generation, it’s never been more imperative for you to have tools and protocols that prepare your clients and your business ahead of time, while positioning your firm to branch into the family and trusted network. Help clients stay in control of their lives and leave a legacy behind while increasing your chances of keeping their assets under your management. Learn how to protect your firm and your clients with a complete array of financial and non-financial documents (including several that few people know exist). Gain skills and techniques for using these documents to connect deeply to the next generation and position yourself as the go-to advisor for the entire family. Then learn essential information about the various types of dementia, the signs to watch for, prevention tips, and how to educate your clients beforehand. Discover the impact of dementia on financial decision-making and on the family, and develop standard office protocols so you can protect your firm while wisely guide clients facing this ever-more-pervasive disease. Set yourself apart from the time of that first meeting with a prospect, guide clients through all stages of life, and build multi-generational loyalty that lasts.
Dementia and Alzheimer’s
What Every Financial Advisor Needs to Know Before It Strikes Clients
Someone is diagnosed with Alzheimer’s disease every 67 seconds in the U.S. If your clients have not been impacted or diagnosed yet, they will be. Are you prepared? Learn what protocols to establish beforehand that protect your firm and your client. Gain essential information about the various types of dementia, the signs to watch for, prevention tips, and how to educate your clients ahead of time. Discover the impact on financial decision-making and on the family, so you can wisely guide clients facing this ever-more-pervasive disease.
Help! What Do I Say at a Funeral…and What Then?
Client’s family members report that when they are treated compassionately after a death, they are more likely to do business with that firm even if they’ve never worked with them before. But we are so rarely taught compassionate grief support. So your pen hovers over the condolence card as you agonize about what to write. When you go to the services and extend your hand to the grieving client, do you know what to say (without relying on what everyone else does and perpetuating the mistakes)? When you see the client a month later, do you bring it up or say the name? Turn your awkwardness into grace and true comfort. Learn from a grief expert what common phrases to avoid and what to say instead, how to write cards both initially and in the following year, and how to talk with grieving clients in ways that console and make a memorable difference. Equip yourself to do the right thing, while building long-term loyalty, connections to the next generation, and gaining heartfelt referrals.
Effectively Guide Women through Life Transitions
Times of transition, especially death and divorce, send women in motion, looking for an advisor who understands not just their finances but their lives. Once they find an advisor they trust, they are loyal for life. Learn to become that advisor in this practical, information-packed workshop. You come away understanding the transitions – positive and negative – that women encounter in their life spans. Gain skills in how to effectively communicate with and guide them in ways that set you apart. Come away with strategies that extend your reach into the next generation, so you can advise the entire family throughout life. Women are waiting to be better served; can you fill that need?
Shadows Grow Long
When Your Client is Dying
When your clients receive a serious or terminal diagnosis (as 70% of us will), do you know what to say in the office and how to facilitate necessary decisions? Learn how to greet clients, ways to set up your office for meetings, and how to bring family members into the process to prevent later problems and promote inter-generational loyalty. Gain practical and helpful resources. Understand what it means to keep hope alive, and the four things people need to give and receive before a death occurs. Be a financial and non-financial resource. Help clients and their families to live as fully as possible until they take their last breath and leave a legacy behind when their days are done.
Your Aging Client
Issues with Elder Abuse and Diminished Capacity
As clients age, they become increasingly susceptible to diminished capacity and/or elder abuse. Yet too many advisors have only the slightest knowledge of either one, and they do very little to prepare themselves or their clients. That’s a risk you can’t afford to take. Learn the nature and causes of diminished capacity and the signs to watch for. Gain tools to educate clients about abuse and fraud ahead of time and alert them to scams in their area. Become aware of your legal responsibilities. Develop protocols to implement when you suspect diminished capacity, abuse, or both. Become an informed, prepared, and trusted resource for your clients as they age.