Corgenius | financial advisor grieving clients | estate planning attorneys grieving clients

Sunday, February 05, 2012

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By Profession » Financial - Legal - Insurance

Why should you learn how to support a grieving client? Financial and legal service professionals need know how to support grieving clients because they deal with life transitions all the time. Think about it - the births, the marriages, the retirements, the deaths. Research tells us that three-fourths of referrals come when people experience these life transition events. The person who knows how to help a grieving client during any of life's big losses helps the the person heal and deepens the long-term term bonds of trust upon which good business is built.

A Few More Questions

Our science-backed training gives you the answers to these and hundreds more questions you need to know to serve a grieving client.

What is the one thing an estate planning attorney must never say to a grieving client?
What do you say instead?
Why is it a bad idea for an estate planner to to hand a tissue to an grieving client?
What do the words “You have my sympathy” really say to a grieving person?
What three questions are helpful to ask a person immediately after the death of a spouse?
Why is knowledge of the “five stages of grief” inadequate for financial and investment advisors, trust officers, and estate planning attorneys?
What are helpful things for an estate planner or financial advisor to say and do at the wake of a grieving client?
How does a financial adviser professional gracefully follow up with a grieving client?
How do you train your administrative staff?
How long does it take for a grieving person to heal?
How does the grief change based on the age and gender of the surviving spouse and the nature of the death?
What are a grieving person's greatest fears and how does an investment advisor handle each one?
How does an estate planner handle a grieving person when the situation is "over your head"
What do you write in a condolence card?
When you attend a wake, visitation, shiva, or showing, how can you truly support the people who are there to honor and remember their beloved?

It Matters Because...

What would happen to your practice if you lost 7 out of 10 clients?
Women outlive men. In fact, there are 4½ times more widow than widowers in the U.S. And 70% of widows switch financial professionals within three years of the husband’s death. Do you know how to keep more of them? Ten thousand baby boomers are turning 65 every day, and 71% of them still have at least one living parent. We are in for an unprecedented death boom. Are you prepared to handle it?
How will it affect your bottom line if you fail to effectively and compassionately support clients and their families when a death occurs?
35% of high net worth households are headed by someone 65 years old or older, and 95% of brokers fail to retain clients’ children after the parents die. Between $41 trillion and $136 trillion dollars of wealth will change generational hands by 2052. Engaged clients say the greatest factor driving their loyalty and satisfaction with a financial professional is the personal relationship. Do you have the knowledge and skills you need to serve your clients and their families when they are grieving?
How is your practice hurt by lack of referrals?
New client acquisition is largely driven by word-of-mouth referrals. Clients place more emphasis in referrals on their experience and relationship with you than on either your products or your services. Have you gained knowledge that other financial professionals don’t have so you can support grieving clients in their toughest times?

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