Estate planning is a complex, nuanced process. Properly done, it requires a specialized team of experts in investment, tax, and legal strategy. At its center, however, is the client and their particular needs, hopes, and goals. It\u2019s vital that over the course of working together, you engage your client and help them gain comfort and understanding of the process. Delving into a client\u2019s plan together is a great opportunity to interact more closely.<\/p>\n
Be an Active Listener
\nAs an experienced financial advisor, you may feel as if you\u2019ve heard and seen it all. But every client is unique. Each one\u2019s story, background, goals, hopes and fears are different, and it\u2019s up to you to ensure you\u2019re getting all the necessary information before proceeding with the next steps. If you\u2019re not entering client consultations with the goal of being an active listener, you could be setting yourself up to miss critical details.<\/p>\n
Here are some tips for connecting with your clients\u2019 stories and needs:<\/p>\n
Don\u2019t assume you know what they\u2019re about to say next. Each story is different, and even for those stories that seem the same, clients value feeling heard and understood.
\n Ask questions. Get more details and a deeper understanding of what the client has shared.
\n Pause to recap what the client has said, verifying that you\u2019ve understood correctly. Rephrase what you\u2019ve heard.<\/p>\n
Do Your Homework
\nOnce you\u2019ve got the minutiae of your client\u2019s requirements, it\u2019s time to craft a custom solution that will help to secure the future for them and for their families for generations to come. Before you get started, though, research is imperative. Doing your due diligence will ensure that when you bring your solution to your client, it\u2019s with confidence and readiness to get into the nitty-gritty.<\/p>\n
The more prepared you are, the better you\u2019ll be able to explain the nuances of the plan. For example, if a client\u2019s best bet is to pursue a charitable strategy with their assets, you\u2019ll need to immerse yourself in the specific benefits of that strategy before moving forward with the client.<\/p>\n
Take a Holistic Approach
\nWhen delving into complex financial strategies and solutions with clients, technical jargon shouldn\u2019t be your first mode of communicating. Using images, stories, and real world examples instead makes you relatable to clients and encourages buy-in. A visual representation may help clients absorb the intricacies of a financial plan. Similarly, sharing an account illustrating a strategy or requirement similar to the client\u2019s own may shed more light. These methods can provoke deeper dialogue and engagement. Everyone learns differently, and you\u2019ll want to use all the available tools to be the best trusted advisor you can be to your clients.<\/p>\n
Work as a Team
\nYour client\u2019s advisory team is a valuable asset when delving together into complex solutions. Most strategies require alignment of investment, tax, and legal strategies to generate the greatest effect. Collaboration and the resulting synergy across plans means a more thorough strategy, a better informed client, and a superior outcome. The other members of the team are there to help make certain that a potentially confusing strategy becomes manageable and comprehensible for the client.<\/p>\n
You know the ins and outs of financial planning, and that\u2019s what makes you valuable to your client. Be the best ally you can be to your clients by working with us to coordinate your client\u2019s financial and legal plans. We\u2019re here to help as you deepen relationships and help clients make the best choices for their futures.<\/p>\n","protected":false},"featured_media":0,"template":"","newsletter_categories":[4],"acf":[],"yoast_head":"\n