Case Study: Creating a Generational Wealth Management Program

A Financial Services Firm Wanted to Offer a Generational Wealth Management Program to Its Advisors on a National Level

Our Challenges to Address:

• Educate Financial Advisors on the importance of retaining clients across generations
• Teach generational relationship skills to talented financial advisors who are based across the United States
• Ensure that the financial advisors practice, retain and use generational relationship skills on a daily basis
• Create a cohort of financial advisors who could support each other once the course was complete.

Our Solution Was a Twelve-Week Custom Course on Leveraging Generational Strengths

Anne Loehr & Associates created a twelve-week, tailor-made, generational course for UBS financial advisors that included reading, videos, online journals and group calls that discussed:

• The Shaping of Generations: Who are the Baby Boomers?
• Who is Generation X? Who is Generation Y?
• 5 Steps to Retaining Client Assets through the Generations (Steps 1-2)
• 5 Steps to Retaining Client Assets through the Generations (Steps 3-5)
• Building Interdependent Generational Teams
• Putting It All Together

The financial advisors who participated in the course learned how to attract and sell to each generation in the workforce. Some of the success stories include:

• Successfully discussing wealth management with a new generation
• Effectively managing different generations in the office
• Learning how to sell up a generation (from child to parent) as well as down a generation (from parent to child)

 

Outcome

Having been a professional trainer of Financial Advisors for close to two decades I have seen many presentations.  Like many I have found them very commoditized and many just kept rehashing old dated information.  This program was very different. Anne has a new fresh approach that is really eye- opening to successful financial advisors and their teams. Many organizations offer simplistic tactics at making their practice attractive to the next generation.  Anne’s approach is much more insightful and impactful. Participants do leave her sessions understanding how to effectively communicate and build relationships with the different generations they need to impact.  Anne also is a gifted facilitator who was able to keep all of the participants engaged over the several weeks that she did the program for us at UBS.

–Patrick Sweeney, MBA, Associate Director, Learning Delivery Wealth Advisor Programs, US