Empfohlen
Weitere ähnliche Inhalte
Ähnlich wie JH UBS
Ähnlich wie JH UBS (20)
Kürzlich hochgeladen
Kürzlich hochgeladen (20)
JH UBS
- 1. Engage Every Age: How to Form Deep Client Relationships with Every Generation in Your Practice
- 3. Aging Population 10,000 people turn 60 each day That’s about 330 an hour… • 76 M Baby Boomers (43% of workforce) will retire within the next 10-15 years Anne Loehr generational expert
- 6. Who? Baby Gen X Gen Y Boomers Anne Loehr generational expert
- 7. Generations in Numbers Generation X Baby Boomers Generation Y Born: Born: Born: 1981-2001 1965-1980 1946-1964 80.4M 58.9M 82.8M 28.6% of the US 21% of the US 29.4% of the US population population population: Anne Loehr generational expert
- 8. Impacts Social Technologic Political al Anne Loehr generational expert
- 9. Baby Boomers Anne Loehr generational expert
- 10. Political Impacts Anne Loehr generational expert
- 33. Technological Advances Anne Loehr generational expert
- 39. Social Impacts Anne Loehr generational expert
- 69. Baby Boomers born 1946-1964 Anne Loehr generational expert
- 70. Generation X Anne Loehr generational expert
- 71. Political Impacts Anne Loehr generational expert
- 95. Technological Advances Anne Loehr generational expert
- 104. Social Impacts Anne Loehr generational expert
- 138. Generation X born 1965 - 1980 Anne Loehr generational expert
- 139. Generation Y Anne Loehr generational expert
- 140. Political Impacts Anne Loehr generational expert
- 155. Technological Advances Anne Loehr generational expert
- 165. Social Impacts Anne Loehr generational expert
- 179. Generation Y born 1981 - 2001 Anne Loehr generational expert
- 180. 5 Steps to Retaining Client Assets Through the Generations 1. Practice Generational Language 2. Meet the Successor 3. Meeting Preparation 4. Create the Appropriate Presentation 5. Conduct Your Intergenerational Financial Meeting Anne Loehr generational expert
- 181. 1. Practice Generational Language Within one week, practice speaking each generational language with one person from Generation X, Generation Y and the Boomer Generation. Anne Loehr generational expert
- 182. Exercise 1: Words That Work Anne Loehr generational expert
- 183. 2. Meet the Successor Use generational insight in choosing appropriate social setting or activity for initial meeting. Anne Loehr generational expert
- 184. 3. Meeting Preparation • Use specific phrases, stories or value propositions that speak to each of the generation’s concerns. • Be sure that you understand which argument or supporting evidence works best for each generation. Anne Loehr generational expert
- 185. 4. Create the Appropriate Presentation Create a multi- generational presentation that is relevant to each person’s values, needs, language and timeframe. Anne Loehr generational expert
- 186. 5. Conduct Your Intergenerational Financial Meeting Start to discuss basic financial decisions with client and successor. Anne Loehr generational expert
- 187. Exercise 2: Multigenerational Sales • You are a UBS FA who is trying to get Tom to invest in a SRI. • He has brought 2 people to the meeting. Anne Loehr generational expert
- 188. Exercise 2: Multigenerational Sales • Baby Boomer • 50 years old • Business owner • FA client for 12 years TOM Anne Loehr generational expert
- 189. Exercise 2: Multigenerational Sales • Gen X • 39 years old • Trusted CFO of Tom's business ASHLEY Anne Loehr generational expert
- 190. Exercise 2: Multigenerational Sales • Gen Y/Millennial • 28 years old • Rising star in Tom's business JUSTIN Anne Loehr generational expert
- 191. Exercise 2: Multigenerational Sales TOM ASHLEY JUSTIN Boomer Owner Gen X CFO Gen Y Rising Star Anne Loehr generational expert
- 192. Case Study Anne Loehr generational expert
- 193. Four Steps 1. Practice languages (24 hours) 2. Target two clients (48 hours) 3. Schedule social event with client and successor (2 weeks) 4. Arrange for an inter-generational financial meeting with client and successor (6-8 weeks) Anne Loehr generational expert
- 194. A Closing Thought… Understanding a generation's defining characteristics and core values can help businesses create products and craft messages that capture the customer's attention.” - Yankelovich Report Anne Loehr generational expert
Hinweis der Redaktion
- Data taken from 2000 census
- Step #1: Practice Generational LanguageWithin one week, practice speaking each generational language with one person from Generation X, Generation Y and the Boomer Generation.
- Step #2: Meet the SuccessorSet up a social situation to meet the successor. Invite the client and family to a golf game, a special dinner honoring the client's birthday, or similar social event. Note: Remember to use your generational insights to ensure that the activity you propose and the language you use are appropriate for both the client and the successor generation.Step #2: Meet the SuccessorSet up a business or social situation to meet the successor. Invite the client and successor to a golf game or a business meeting.
- Step #3: Meeting PreparationUsing the skills you’ve learned in this workshop, review your product offerings (or your client’s existing portfolio) in light of each generation’s values, priorities and investment timeframe. Write down and practice specific phrases, stories or value propositions that speak to each of the generations’ concerns. Be sure that you understand which argument or supporting evidence works best for each generation.Step #3: Meeting PreparationUsing the skills you’ve learned in this workshop, review your product offerings (or your client’s existing portfolio) in light of each generation’s values, priorities and investment timeframe. Write down and practice specific phrases, stories or value propositions that speak to each of the generations’ concerns. Be sure that you understand which argument or supporting evidence works best for each generation.
- Step #4: Create the Appropriate PresentationUsing the skills you’ve learned in this workshop, create a multi-generational presentation that is relevant to each person’s values, needs, language and timeframe.
- Step #5: Conduct Your Intergenerational Financial MeetingStart to provide basic financial information to the successor, with the client. Areas to discuss include assets, inheritance plan, timing, and long-term health care. Note: Be clear about your goals for the meeting you propose. It may be sufficient at this first formal meet to just get the generations thinking together. If that’s the case, make it an update meeting rather than focusing on new products.