Boomers are demanding solutions to help them create, maintain and manage suitable levels of retirement income for as long as needed.
Michael explains what makes Boomers tick and shows how to avoid the obstacles that turn them off. He teaches how to identify the emotional hot buttons that drive Boomers’ long-term financial decisions and how advisors can connect product benefits to them. The presentation concludes with “10 Sales Tips for Selling Retirement Products to Boomers.”
In this dynamic presentation, your advisors will discover…
- The Boomers
- The Retirement Opportunity
- Formative Years’ Life Experiences Shaping Boomer Attitudes
- Dealing with Physical Changes
- Sales Communication
- 10 Tips for Selling to Boomers
- Information on how and why older adults differ from younger people in terms of changes in biology, psychology, and life experience.
- How those changes affect the sales process and specific actions an advisor can take to improve client relationships, manage clients and increase sales and referrals.
- Practical tips for advisors to deepen client relationships and create more business.
This presentation explains the ways in which Boomer attitudes about youth and age, having a sense of control, and the possibility of change affect their expectations of healthcare centers and providers.
Why do large amounts of money move? It’s because something happens in clients’ lives that allows you to add assets and gain new clients. Almost three-quarters of consumers who seek financial advice do so because of major life events, according to investment research firm, Tiburon Research.
Life events are triggers for financial needs. Events like births, weddings, a new grandchild, graduations and retirement move money. So do not-so-joyous events like family illness, death, job loss, business failure or family break-ups.
Research shows that your clients average one life event per household per year, more than twice that number for those in their 50s, even more for affluent families, who have more complex lives. The business is there!
Major life events put money into motion, causing clients and potential referrals from clients to seek investment information and advice. But, often your clients don’t even think about you — because in their minds THEY and that life event don’t go together.
This presentation by Mike Sullivan identifying 30 or more life events shows you how to systematically mine life events to create and add assets and gain new clients. It positions you to be able to say, “I’m the financial advisor who specializes in helping people with important life events.”
It shows you how to generate sales from:
• Your clients
• Their families
• Their friends
• Investors who have heard about you through word-of-mouth
Deeper relationships with existing clients and new relationships with referrals and call-ins are within your advisors’ grasp. All it takes is learning how to connect with the important events going on in their lives.
This presentation shows how to:
• Identify the cue
• Clarify the cue
• Follow-up the life event
• Open-up the investment implications
• Set up the sale
