Did you know that 42% of beneficiaries leave their parent’s advisor after inheriting assets?*
September is life insurance awareness month and while it is important to understand the needs of your current clients in terms of their life insurance planning, it is also very important to be aware of the needs of their children and the potential opportunities that are present within your own book of business to grow your practice. Statistically over 50% of advisors clients are over the age of 60, with around 8% of clients being under the age of 40**. In order to really grow your business, there is a need in the marketplace to understand the multi-generational opportunities that are available. However, it is also important understand how to approach the various generations and speak in a way that that makes sense to them and matches their current and future needs.
During this month’s ONE meeting we will discuss some recent research conducted at Lincoln regarding multigenerational planning and how it can be a catalyst for growth in your practice. In addition to this research, we will cover:
- Conversation starters for various sales concepts while taking into account the different generations of clients you may have, or want to have
- Client profiles and how to engage different generations based on their needs and wants
- Sales Ideas that can be used across generations
- Other important aspects of the multigenerational planning landscape
We all want to grow our business, and the only way to grow is to adapt to the changing landscape and learn how to interact with new kinds of customers. While the solutions in the marketplace may be the same or similar moving forward, how we discuss those opportunities and explain the benefits could be very different. Be aware of the changing dynamics, be prepared to take advantage of the opportunities, and you can solidify the potential future growth of your business.
Date: Tuesday, September 6th
Time: 10:00 AM Pacific