Anne has a new, fresh approach that is really eye opening to successful financial advisors and their teams. Many organizations offer simplistic tactics at making their practice attractive to the next generation.
Patrick Sweeney, MBA, Associate Director, Learning Delivery Wealth Advisor Programs, US
Be the Best Financial Advisor for ALL of Your Clients
Organizations have to rethink client services as the pace of change increases in our modern world and a greater range of generations continue to work side by side . Over the next decade, there will be no slowing down as a demographic tsunami hits—pushing Baby Boomers out of the workforce and into retirement, leaving Gen X and Gen Y to rebuild and lead our economy forward.
Even the best financial advisor faces 3 essential challenges that are currently shaping the industry:
- Aging Financial Advisors
- An Aging Book
- Increased ACAT Out Rate
- Loss of Client Accounts
- Loss of Assets Under Management
- Loss of Intergenerational Family Assets
- Moving Assets to the Competition
On average, Financial Advisors lose 98% of an account’s assets after the death of a client. Unless you make the effort to create independent relationships with the next generation of your client’s family, you too could get caught up in that dismal statistic. What’s your strategy for nurturing the next generation of clients in your practice? If you don’t have one, it’s never too late to get started.
I’m here to help you and your organization build internal strength by developing authentic and transformative leaders and teams as you plan for the future. Before you can lead generations of clients through challenging financial times, it helps to know how to build trust by communicating effectively with members of each generation.
Your multi-generational communication training was excellent. It is exactly the type of coaching that FAs need when working with their ‘older’ book and trying to extend the relationship to the next generation.
—Rachel Kanter, Vice President, Morgan Stanley Smith Barney, LLC
Engage Every Age: How to Form Deep Client Relationships with Every Generation
Being the best Financial Advisor for all of your clients requires understanding what shapes the core beliefs and values of all generations so that you can form deep client relationships with each generation. Once you understand the language and culture of each generation, you can build rapport and trust more effectively from the moment you start to reach out.
I’ve worked with Morgan Stanley, Merrill Lynch, UBS, and John Hancock to give their Financial Advisors strategies and action steps for overcoming a range of generational challenges. When it comes to increasing net new assets, maintaining assets under management, developing long-term clients, and creating a diversified book for your practice, I have proven answers to the biggest questions facing Financial Advisors today.
Learn the essential tools you’ll need to excel as a multi-generational Financial Advisor when you:
- Join me for a webinar and learn more about the interactive programs in my Online Learning Center that will give you the tools you need
- Invite me to speak to your office or conference
- Work with me 1–1 to develop scripts and tools just for your practice
Now is the time to prepare for bridging the financial planning and management communication gap between Baby Boomer, Generation X, and Generation Y clients. It will improve your sales, make collaboration more effective, and ensure that you retain valuable clients long-term.
I found your session to be very helpful. I am in the process of taking over for a 33 year veteran. The majority of his clients are “Traditionalists” and I’m a “Gen X”. My goal is to build rapport and trust with them, but to work with their “Baby Boomer” children.
Your break-out session, “Engage Every Age” had the most value of all of the sessions that I attended over the 2 day conference. I have quoted you and referred to your chart often for business, as well as inter-personal relationships.