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Engaging the Affluent

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
Recorded Feb 15 2012 61 mins
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Presented by
Keith J. Weber, CFP, CPRC, CEO Weber Consulting Group, LLC, Publisher Retirement2020.com, Speaker, Author
Presentation preview: Engaging the Affluent

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Business insight for RIAs and fee-only FAs
Thought Leadership for Financial Advisors (TLFA) provides Registered Investment Advisors (RIA) and fee-only financial advisors with practice management insights. You can find industry luminaries presenting weekly webinars on topics such as social media, marketing, referrals, engaging the affluent, compliance, life planning, retirement planning, and succession planning.

You can attend the webinars at no cost and will be able to submit real-time questions to presenters during the live online events. If you are unable to attend a webinar live, you can also view it afterward on demand.

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  • Title: Engaging the Affluent
  • Live at: Feb 15 2012 5:00 pm
  • Presented by: Keith J. Weber, CFP, CPRC, CEO Weber Consulting Group, LLC, Publisher Retirement2020.com, Speaker, Author
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