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By Richard B. Ross |
April 16, 2010
As people get older, they have difficulty processing new, complex information. This means that you want to make it as easy as possible for them to comprehend your recommendation.
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By Richard B. Ross |
September 1, 2006
Sometimes there is a great temptation by advisors to scare clients into taking actions that are in their own best interests. Resist the temptation. Fear works as a motivator only for a small proportion of older clients -- generally the ones you
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By Richard B. Ross |
July 1, 2006
Boomers and older adults with enough money to be good clients are typically not good prospects for cold calling. They are experienced consumers and are not likely to be receptive to someone they don't know selling something they often
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By Richard B. Ross |
June 1, 2006
Client meetings are your life's blood, but do you really know how to manage a meeting with an older client? He or she comes to the meeting with a set of physical and psychological needs that are likely different from yours. He or she also
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By Richard B. Ross |
May 1, 2006
Get more insight into your current client base by organizing your book of business by age. There is no magic way to segment your book. If you have only a handful of clients over age 65, make that one group and then divide the clients between ages 45
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By Richard B. Ross, Michael P. Sullivan |
April 1, 2006
Money is put into motion by the things that happen in people's lives: births, deaths, and all the important things that occur in between, such as a career change, marriage, divorce, birth of a child, relocation, downsizing, and retirement.
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By Richard B. Ross |
March 1, 2006
Age inevitably decreases our ability to connect with the world outside of ourselves because of physiological deterioration. Hearing and vision decline, as do the rest of our biological systems. When advisors fail to recognize this deterioration and
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By Richard B. Ross |
February 1, 2006
Tough times call for different selling strategies than good times. When fear and loathing of equities dominate investor psychology, you need to think about changing the perspective clients bring to the table. We have found a strategy that works
