Engaging the Affluent

Presented by

Keith J. Weber, CFP, CPRC, CEO Weber Consulting Group, LLC, Publisher Retirement2020.com, Speaker, Author

About this talk

Everyone wants to work with affluent clients, but how do you make them want to work with you? The key is in understanding the values and priorities that drive their behavior. In this session we will tap into the psychology behind how affluence impacts personal development and why traditional numbers based financial planning is no longer enough to develop deeply loyal client relationships, particularly among affluent investors. We'll then borrow some skills and techniques from the coaching industry and learn how to integrate those techniques into your existing discovery process to engage the affluent in more meaningful conversations, develop stronger relationships and effectively handle those times when clients expect you to be psychologist, therapist and financial planner. Specifically, we'll examine: * The values and motivators of different market segments * How clients' motivators change based on affluence * How understanding Maslow's Hierarchy of Human Development and the burgeoning fields of positive psychology and personal coaching can help you differentiate yourself and better engage your clients in conversations that are more personally meaningful to create stronger, more loyal client relationships

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