So, you’re holding a seminar every month, but your business isn’t growing as quickly as you’d hoped... The issue could be with the low frequency of your seminars. You may think that holding multiple seminars per month is a waste of time and money, but what you aren’t realizing is how much business you are missing out on by only giving your potential customers one night per month to hear you speak about your services. Top producers in the financial industry are holding multiple seminars per month, and here is the major reason why it results in exponentially more business:
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: