Why focusing on client milestones matters
Your clients will likely move through predictable stages of wealth management throughout their lifetimes. By understanding these cycles and what life events to anticipate at each stage, you can begin to craft consistent, repeatable workflows for each stage of the journey.
- Young accumulators: 18 to 40—These clients are in the earlier stages of their careers and working to increase their earnings. With your guidance, they can implement strategies to handle their finances and create the potential to grow their assets substantially over time.
- Experienced accumulators: 40 to 55—At this point, clients have likely become established in their careers and family and know what they want life to look like. They’re sure to have specific goals, especially when it comes to retirement—and you’ve laid the groundwork to help safeguard that journey.
- Pre-retirees: 55 to 65—The pre-retirement stage is when clients are at their highest earning potential and likely looking forward to retiring, as well as crossing some items off their bucket list.
- Retirees: 65 and over—When clients reach retirement, many may feel they’ve reached the finish line, but it’s your job to show them there’s still work to be done. Many clients may need help adjusting to retirement after spending the majority of their life working, and you can provide a great deal of value by acting as their retirement coach. Although much of the financial world is focused on saving for retirement, the post-retirement years are some of the most critical and a time when clients need your help more than ever.
By keeping ahead of these major milestones you can become your clients’ trusted advisor for life.
Put it in practice
Structuring a holistic wealth management practice can enable you to meet your clients’ best interests throughout their lives.