Reciprocal Engagement; Communication Requirements for Advisors and Investors of All Generations

The June 2020 Financial Counseling Call with AFCPE and FPA will be held on Thursday, June 18^th at 12 pm ET.

Guest speaker Julie Johnson, President and Founder of XY Communication will be presenting, “Reciprocal Engagement; Communication Requirements for Advisors and Investors of All Generations.”

Empowering older and younger generations  to communicate in the way that makes your audience want to listen. And by audience they could be your peer, client or prospect. 

We have been experiencing a greater disconnect in communication, engagement and respect among older and younger generations in the workplace and in general. 

No matter our age, we must take off our blinders, let go of conscious and unconscious biases and stereotypes. 

There is so much we can all learn from each other.

• In these times of immense market volatility, lack of control and so much fear of the unknown, older generations can provide support and mentoring on how to handle client conversations. Knowing what clients need to hear from you to bring calm and confidence is a skill that only comes from experience. 
• Some of you may have several hundred clients. As we all know, the younger generations are amazing with the efficiency of mass communication and social media. Engage them to assist you in sharing your messages with your clients so that you are able to stay in touch consistently.  

 As a generation, their technological knowledge is unprecedented. We will discuss the many ways to utilize their assistance in streamlining communication, organization and outside the box thinking.

• Consider making the younger generations your Ambassadors to improve your diversity and inclusion.
• Cerulli, Pew and several other sources have discussed the fact that approximately $68Trillion in AUM will transfer from the older investor to their families over the next 20 years. If you as wealth advisors are not communicating, connecting and building authentic relationships with all family members (older advisors working with younger investors and younger advisors working with and prospecting to older investors), you will very possibly fail in maintaining and /or attracting this wealth. 
• Do not assume others hear and experience communication the same way you do. Learn what engages your audience. Seek to understand what attracts them and keeps them loyal and trusting. 

Julie Johnson was a former SVP at Ubs. She was the only female partner co-managing a team with approximately $1 billion in AUM.

She is now an expert on bridging the gap in communications between older and younger generations. She partners with companies, Advisors and teams to ensure a better connection, solid client retention and exceptional prospecting opportunities.

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