Offer a Comprehensive Service Package
In the next decade, the competitive edge will go to those advisors who are able to serve the growing needs of older, retiring clients as well as those who are still in their wealth accumulation years. --Len Reinhart
In this changed environment, your advice-giving approach must also shift, from a primary focus on wealth accumulation to a broader spectrum of topics that includes wealth enhancement but also addresses different strategies for generating enough cash flow to support investors in their daily lives. The financial advisor's next challenge is to figure out how to have these sometimes difficult conversations with clients as they move from one stage of their lives into another. In the next decade, the competitive edge will go to those advisors who are able to serve the growing needs of older, retiring clients as well as those who are still in their wealth accumulation years...The service package that you offer to your clients will have to be comprehensive as well. For example, can you provide access to trust services and corporate trustees? What about to important legal and health-care information and advice? Do you have an expert on your staff, or on call, who can work with those clients who want to restructure their long-standing spending patterns to give themselves greater peace of mind as their circumstances change?
-Len Reinhart is president of Lockwood, a service of Pershing, in Sea Change
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