There are a couple key points to consider here. First, it gives my clients a glimpse into my own personal life, which creates a mutual connection. Second, I use stories like this as a metaphor for retirement with the goal of getting them to think differently on their own, and then as an easy way for us to have something nonfinancial to talk about when they come in. Therefore, you don’t have to have 100 pre-set questions ready or stress over what nonfinancial topic you’re going to discuss every time a client comes in. You can simply use your personal life to make connections with them.
Overall, there is a significant shift taking place in the financial services industry. Clients are ready to take their advisory relationships to the next level to include more aspects of their personal life. As a result, proactive advisors have the opportunity to develop new skills to not only lead the charge and change our industry for the better but also have a deeper, more personal impact on a client’s life and legacy.
Robert Laura is a best-selling author, nationally syndicated columnist, and president of Wealth & Wellness Group. He is a seasoned conference speaker, corporate trainer and founder of The Certified Professional Retirement Coach Designation, which focuses on the non-financial aspects of life after work. He can be reached at [email protected].