Wall Street wealth management giants like Morgan Stanley, Citigroup, Bank of America, and USB Group are now holding financial seminars for the children of their wealthiest clients, according to a report by Reuters. Boston Consulting Group reports that millennials will control 16% of the world's wealth by 2020, and these firms are targeting the richest of their young prospects in hopes that in future years, they will return for wealth management services.
Young professionals starting off careers as financial advisors often times have difficulty prospecting and selling to older clients. A lucky few have a natural charm with the older crowd, but most are intimidated and feel as though they have more to prove to older clients to gain their trust‒ and that’s a fair concern! Age-bias is a hard reality that young financial advisors have to deal with. On the bright side, most clients will judge your age less than your maturity and professionalism, so it is possible to overcome that bias in most cases. That’s why it’s important to take extra considerations when dealing with older prospects and clients to make them comfortable and gain their confidence. Here are some tips for young advisors on how to have successful interactions with older clients:
With Obamacare premiums soaring in 2017, it is important to start thinking about what this means for the average person, and further, what this means for the financial planners that these people rely on. Just hearing that premiums are increasing is enough to scare nearly anyone – but be sure to keep in mind, and stress to your clients, that even stressful economic times are great opportunities for smart spending and investing.