Expanding the discovery process is time well spent. Yet, advisors don’t always know what else to ask new clients and how to interpret the personal responses they receive. Suzanne Slater trains advisors to elicit predictive personal information from their clients. She develops advisors’ abilities to evaluate the implications of the information they gather and to maximize their control over its impact on the wealth management tasks at hand.
Wealth management can be a lightning rod for some families’ problems. Even a well-trained financial advisor can get in over their head. When a family’s capacity to participate in the financial planning process is impaired by it's group dynamics, Suzanne Slater will provide consultation and coaching services to the advisor team. In more serious situations, Suzanne will collaborate with advisors directly to design and implement personalized interventions to enable the family to successfully execute wealth management goals.
Client “thank you” events are a great investment. Wealth management companies are smart to sponsor enjoyable evenings where engaging speakers help to secure your client relationships and provide education that clients greatly appreciate. Parents frequently request talks on raising financially mature children, and clients also often show interest in a range of lifestyle and legacy-related topics. An experienced speaker, Suzanne Slater customizes her presentations according to the sponsoring company’s goals for the event. References are available upon request.
Examples of Skills Training Modules
Suzanne customized training modules are designed according to the learning goals of the sponsoring advisor team. Skills training can consist of single-meeting events, ongoing meetings, or other arrangements.
Expanding the Discovery Process
Suzanne trains advisors to ask prospective clients about more than dollars and cents. Nonfinancial factors can exert great influence over the wealth management process and Suzanne can teach advisors how to conduct fuller interviews with clients. She supplies advisors with specific, non-financial questions to add to their interview and demonstrates best techniques for conducting this inquiry. She also shows advisors how to develop their comfort levels in requesting this personal information and makes clear how this fuller picture of a family’s functioning can make all the difference in their ability to work successfully with you.
Evaluating Client Data
Suzanne teaches advisors how to interpret the information they gather during their discovery process. Using client responses, advisors can learn to assess clients’ competencies as they pertain to wealth management challenges. Advisors can structure their approaches with clients to fully utilize their clients’ strengths and also to see potential problem areas in advance.
Steering Client Outcomes
Advisors benefit from approaching client families differently. Suzanne teaches advisors how to design the client-advisor partnership to take full advantage of the clients’ particular competencies and to bypass or manage potential problem areas of the family’s relational dynamics. Through increasing their repertoire of approaches to client relationships, advisors maximize their ability to control the outcomes and to steer clients to successfully follow through on wealth management goals.
Managing Clients’ Emotions
Frequently, clients initiate wealth management in response to major – and emotional – moments in their lives. The inevitable grief, fear or anger associated with these events will emerge in a financial professional’s office and the advisor must respond. Often, clients simply need advisors to demonstrate empathy and to not mistake these emotions for obstacles to the work. At other times, unmanaged emotional reactions can compromise a client’s capacity to make sound financial decisions. Suzanne teaches advisors to distinguish between these different situations and prepares them to skillfully and comfortably respond.
Wealth Management with Same-Sex Couples: A Growing Client Group
See the Special Projects page for an indepth description