Are you on the same page when it comes to building trust and planning with your clients?  


Try taking this short quiz. 

How important do you think it is for people from each generation to have a financial plan?

      -    Silent Generation (Born 1929 – 45) ___%

      -    Baby Boomers (Born 1946 – 64)    ___%

      -    Generation X (Born 1965 – 81)       ___%

      -    Generation Y  (Born after 1981)     ___%

What percentage of prospects in each of the following age groups think it is a priority to have a financial plan?

      -    Silent Generation (Born 1929 – 45) ___

      -    Baby Boomers (Born 1946 – 64)    ___

      -    Generation X (Born 1965 – 81)       ___

      -    Generation Y  (Born after 1981)     ___

How much confidence do those with retirement or financial plans have in their plan?

     -    Silent Generation (Born 1929 – 45)  ___

     -    Baby Boomers (Born 1946 – 64)     ___

     -    Generation X (Born 1965 – 81)        ___

     -    Generation Y  (Born after 1981)      ___

Click here to see MDRT Study results that asked these questions


Think about this:

    • How do your answers compare to those found in the study? 
    • Do you know what percentage of your clients have a financial plan? 
    • Would developing plans with those who want them help you build trust?

 Do you have a reliable way to open a conversation with clients and prospects who don’t have a plan? Click Here for examples sensitive to the particular words, concerns and the types of help that are important to each generation. 

Do you have a reliable way to engage your them in conversations to establish their level of confidence in their existing plan?Click Here for examples.

What can you do now?

Prospects and clients want your help. Build trust by connecting the value of your knowledge and services to their motivations by using words and communication skills that demonstrate you understand their needs. Close the confidence gap with those who have plans and attract new prospects by engaging them in conversation about the level of confidence they have in their existing plan.

Here are some key action steps you can take to boost your productivity without adding to your workload:

    • Attract more new prospects - Effectively approach them using CAPS™ Transitions and Probing questions that are tailored to the language of the market segment you are approaching.
    • Fulfill more client needs - Segment clients into those who have plans and those who don’t and then engage them in meaningful discussions regarding their needs and level of confidence in their plans.  Using CAPS™ Transitions, Probing questions, Support and Closing statements builds trust in you and confidence in their plan.
    •  Keep clients longer - Guide clients by helping them make prudent decisions that are aligned with their financial plan whenever they face emotional decisions such as declining markets, the loss of a job, the loss of a loved one, or the inheritance of sudden wealth.
    • Increase your Knowledge - Think about and study prospect concerns and motivations by market segment to tailor your approach and guidance.
    •  Be honest – Demonstrate credibility by speaking the truth, reliability by honoring your commitments, intimacy by listening and asking the right kinds of questions to really get to know and understand your client’s motives so they have no doubt that you are working in their best interest.