5 ways to connect with seniors

Image: pakorn / FreeDigitalPhotos.net

Image: pakorn / FreeDigitalPhotos.net

The advisor-client disconnect has been on my mind lately. I believe it’s an issue for some advisors that can be easily remedied. We reached out to a leading advisor to get his thoughts.

Mike Volner of Volner Financial Group, Inc. Bartlett, TN spoke with us recently to fill us in on how he connects with senior clients and how he avoids the disconnect issue.

“I absolutely love working with seniors,” says Volner, "because they so appreciate what you do for them. They're easy to communicate with and they have common sense, which isn't as common as it used to be. “

Volner adds that he “also loves working with boomers because I am one and I understand their challenges and issues. With many of them being a part of the sandwich generation, things are tough for many of them now.”

When asked specifically about the advisor-client disconnect, Volner says: “The biggest reason for the disconnect, I believe, is clients need consistent interaction.”

He says there are four (really, five) things that we do to stay connected with our clients.

  1. We invite every single client to every event we do (lots come).
  2. We started something last year we call Birthday Club. We do it once a month. We serve cake, ice cream, and have a really fun time together.
  3. We decided to offer a pie to each client family as an appreciation gift last Thanksgiving. Last year we gave out over 500 pies and this year it'll be over 600! It's highly anticipated by our folks.
  4. Last, and not least, we send out cards to remind each person of their policy anniversary each year. We do it because we promised to do it and because it's the right thing. A good portion of our business this year (approximately 40 percent) and every year comes from our current clients.
  5. Also, our phone is answered by a live person.

For more from Daniel Williams, see:

Black Friday blues

14 things I learned at NAILBA 31

$10 trillion on the sidelines: a good thing?

About the Author
Daniel Williams

Daniel Williams

Daniel Williams, Editor-in-Chief of the new Retirement Advisor magazine (formerly Senior Market Advisor) and Annuities Channel Editor for LifeHealthPro.com, is an award-winning journalist and business editor with extensive experience in print, online and trade shows. Prior to joining Senior Market Advisor, Daniel was editor of Real Estate Southern California magazine and West Coast South Bureau Chief of GlobeSt.com, both are divisions of Real Estate Media. Previously, he covered the commercial real estate beat for the Orange County Business Journal. While there, he received a certificate of merit from SABEW (the Society of American Business Editors and Writers Inc.) for a story on "OCs Cash Economy." A native of the Deep South, Daniel relocated from Los Angeles to Denver with his wife and daughter and can be reached at dwilliams@SummitProNets.com or on Twitter @LHPro_Annuities.


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