Jill Wood, a veterinarian at Southport Animal Hospital in Stratford, PEI, told us how she helps distraught clients cope with bad news.
You have a new client and learn he has a 32-year-old son who still lives at home. The couple has two other adult children who work full-time and are independent, but their eldest refuses to work. Your client provides a monthly allowance and pays his bills, including auto insurance. Since your client is approaching retirement, you’re worried this arrangement will jeopardize his finances.
Upsets are inevitable, so here’s how to clear the skies.
In-Kyung Choi, 48, is an anchor for a local news station in Halifax. Retirement’s almost 20 years away, but she’s recently changed advisors because she felt her assets weren’t producing adequate returns. Her new advisor asks her to do an asset inventory as part of the planning process. The exercise jogs her memory. Her late father had mentioned a life insurance policy he took out on her when she was born. Problem is, she doesn’t know which company issued it, how much it’s worth or if it’s still active. The policy could have significant cash value, so In-Kyung’s determined to track it down.
One of your wealthy clients tells you her company downsized and she lost her job. She wasn’t given much advance notice, so she’s in shock. She wonders how she’ll pay bills, and is worried about her future. How can you help?
Your boomer clients are retiring, so they’re going to be spending the money in their portfolios.
Last year, I got married and my husband and I bought a condo. Our lavish wedding, and the down payment for our home, was funded largely by savings, along with some generosity from our families. Even though we pulled it off, not all your Gen Y clients will be as lucky.
These professionals keep clients focused on goals.
One of your wealthy clients referred her daughter to you. She’s 27, works in media relations, and just bought her first condo. She’s ambitious and plans to climb the corporate ladder—she’s had two promotions in two years, and should crack six figures within the year. Her busy career and social life keep her smartphone glued to her hand. She wants to discuss her goals and investment options. How do you communicate with her?
Your boomer clients are retiring, so they’re going to be spending the money in their portfolios. Most clients need to stay invested—and do well—if they’re to meet retirement spending targets. But some can’t handle the risk needed to fund all their lifestyle goals. You’ll be the one who delivers this news. Here are some strategies for making the message click.