Reserving a seat at a client’s dinner table should be a goal for every financial advisor. It’s one of the best ways to build client relationships, since important family conversations are often made at the dinner table.
In my June Senior Market Advisor column, I discussed the family CEOs – chief executive officer and chief emotional officer – and the challenges with bridging the gap between parent and child. Ultimately children will inherit the CEO roles, which makes them an integral part of the financial planning process. Therefore, as trusted financial advisors, we must take advantage of our role at the dinner table and help our senior and future clients make the right financial decisions and communicate those decisions to their family.
I encourage you to begin building a rapport with your senior clients and setting your place at the dinner table. By doing so, you will solidify your relationships with current CEOs and build new ones with the children who will soon need your advice, products and services.
Please read the column online for more information and feel free to share your own ideas and experiences on how to reserve your own seat at the dinner table.
