Are You Retaining Assets during the wealth transfer phase?

What are you doing to retain assets when your client passes away? Are you helping them honor or identify their intentions for their legacy? Multigenerational planning is extremely integral to the long-term success of our business.

 

Lets take a look at some steps you can take to ensure your practice is Financially FIT for the long haul.


Did you know that only 38% of investors retain the same advisor when their spouse dies? This number drops significantly when both parents have passed and the children inherit the assets.

What are you doing to protect your practice and focus on intergenerational planning?

With the largest intergenerational shift of wealth currently underway it’s very important to connect with the heirs that stand to inherit the assets you currently manage. As baby boomers enter retirement they are transitioning from an accumulation model to distribution and ultimately moving the money across generations. Over the next three decades we will likely see north of $40 trillion pass through to Generation X and the Millennials.

Do you have the tools and resources available to you in order to communicate effectively with the changing generations? What’s worked for the boomers will not necessarily work for Generation X or Millennials. Are you willing to implement new systems and technology?

For many advisors, this shift of wealth is going to be a prime opportunity to acquire new clients. For others, this could mean a huge loss of assets. As referenced above, you could stand to lose 60% to 75% of your current assets during this wealth transfer phase. Can your practice thrive given this potential risk?

So what can we do to mitigate against this risk? We see three potential opportunities that will keep your practice Financially FIT:

1.     Family Planning- Switching your focus from being an advisor for a client to a family advisor

2.     Inclusion- Coaching clients on having conversations about wealth with the entire family

3.     Technology- Each generation will communicate differently and have different values, lets branch out with technology in order to communicate effectively and properly

 

Family Planning:

When it comes to family planning this is really done in two phases. One, we need to start the wealth transfer conversation early. Many clients often think about this stage when they are nearing the conclusion of their life. Therefor they tend to avoid the conversation due to the negative connotation. The general thought is to continuously push off the discussion. This delay could be very costly.

Discussing wealth transfer needs to switch from purely wealth transfer to a discussion about their long-term goals for their family. How would they like to define their legacy? Coach them through this process and help them outline their goals and intentions. Have them create a document, which will outline their “goals, dreams and visions” for their legacy. There are often common concerns of: providing financial security, covering educational costs, health care or medical costs or philanthropic intentions.

The second part of family planning is switching your thought process from being an advisor to your client to a family advisor. The perception may be that there is not a lot of wealth accumulated in the younger generations but keep in mind, that’s where the wealth is moving. If you can start having the conversation about how to accumulate assets with the heirs now and coach them to be financially responsible this will poise you to manage those assets when the transfers take place.  If you can connect with the next generation now they will become your ideal client.

Millennials are often perceived as a loafer, or freeloader for living at home with their parents after college. However, they ultimately do so because saving money is a priority. They’re also fairly conservative with their investments. This changes many advisors perspective on the generation and how they will be able to work with them over the years.

 

Inclusion:

One of the top concerns of investors is that their heirs are not prepared to inherit the wealth.

They worry:

·      The family may not clearly know their intentions for the wealth or uphold their wishes

·      A third party that they do not approve of may influence their financial decisions

·      They may not understand the value of money

·      They wont stay engaged with their financial advisor

·      They will not be philanthropic enough

It can be disastrous if a family is not responsibly ready to inherit the wealth. So the question is becomes, when do we involve the rest of the family in our planning? Only 4% of families have regular meetings to discuss money matters, while 45 % of families say wealth is never openly discussed. Encourage them to think creatively about how to have the conversation and reassure them there is no right way to take on this task. It’s going to vary per family.

“When participating in a meeting with the extended family, always honor the differences in culture, attitudes and values of the different generations. Always be true to your own knowledge and skills in giving advice so you don’t compromise their trust, but respect their differences. Don’t pander or say things just to ingratiate yourself with them. When you see something that doesn’t make sense, bring that up even if it’s an uncomfortable conversation.”
— Ted Cronin, Chief Executive Officer, Manchester Capital Management

Think about this:

• 40% of investors expect to be involved in the family's wealth transfer plan once they are financially independent.

• 65% are looking to their financial advisor or family office to play an instrumental role in educating the next generation financially.

Discussions around estate planning can become very emotional. But for families that want to ensure their legacy is protected, proper communication is key.

 

Technology:

Communication has changed drastically with the younger generations. Both Generation X and Millennials are highly collaborative and interactive and they expect real-time delivery of information. The reality is, we live in a world of tablets and smart phones, apps and social media. If you have not adapted to the current technology demands, you may be going the way of the dinosaurs.

Now may be the time to hire a junior advisor to assist in bridging that generational gap. While you manage your top clients your junior advisor could build stronger relationships with the remainder, including outreach to the children of your affluent clients, attorneys and other professionals. To strengthen the communication to the younger generations they can introduce new technology and implement social selling techniques. The importance of regular communication going out through social media and in email marketing is paramount.

 

Think about this:

·      On YouTube alone there are 300hrs of video uploaded every minute

·      75% of all internet traffic will be video in 2017

·      According to Facebook a video has 135% greater organic growth versus a post with a photo

·      Videos you create will not only hit your network but will be shared with 35% of people you are         not yet connected with

·      92% of people who consume video, will share those videos with other

·      81% of people using video as part of their marketing get more replies

·      68% convert more leads

·      56% get more referrals

*According to Bomb Bomb

 

If you have not yet started the transition to poise your practice in the social selling space you are already behind your competition.

Here at Kestler we would like to be your partner throughout this journey and generational shift. We want to assist you in bridging that gap and ensuring you practice is Financially FIT.  Our marketing team specializes in integrating video into your practice as well as social selling across all media chains.

If you’re interested in crossing that bridge and becoming a intergenerational planner give me a call today to discuss our Beneficiary Review program. This program is designed to uncover assets you do not currently have access to with your clients, get you in front of new prospects and assist you in building relationships with their heirs. All of this, with an introduction and integration of video into your marketing plan.

If you are already working in this capacity, congratulations, you are ahead of your competition. Our marketing campaigns are built out with you in mind. Contact me today to learn what we have that would marry well with your current marketing plan.


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How Are You Protecting Purchasing Power?

Perhaps you’ve heard or read that inflation is currently declining.  In fact, the annual inflation rate has fallen from 2.50% in January to 1.63% today.  That doesn’t, however, mean that the purchasing power of level income solutions is protected even in this low inflationary period.  To illustrate, the chart below shows the erosion of purchasing power experienced from age 65 to age 85 on an initial payment amount of $5,000 and the seemingly low inflation rate of 1.63%.

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Roughly 30% of purchasing power is eliminated even at this low rate of inflation over the course of 20 years.  Obviously, the impact is significantly greater if inflation were to increase over that time frame, and with the historical inflationary rate being 3.22%, that probability is highly likely.  We need to promote increasing income alternatives to our clients to make sure their income plan remains viable throughout retirement. 

The chart below shows an increasing income design and a hypothetical annual income increase each year of 3% and the same 1.63% inflationary discount applied as well.  This modest increase not only combats the inflationary impact, but also allows their purchasing power to grow by nearly 31% to age 85 ($5,000 to $6,564).

If we utilize the simple S&P Par Rate strategy and assume a 36% par rate, the 30-year average annual increase that would’ve been achieved is roughly 4.50%.  The impact on income over time is dramatic.

By employing an increasing income design and a simple crediting strategy, we can turn a 30% or greater decline in purchasing power into a 76% gain in purchasing power!

Lets have the conversation today and start protecting those valuable retirement dollars! 

What Are Your Energy Producing Activities?

Happy Monday, Peggy here with Kestler Financial Group. As many of you know I’m working with a personal Sales and Life Coach. At times we focus quite a bit on sales techniques, our process, day to day activities; but one common theme we always circle back around to is time management. This ultimately relates back to my schedule or calendar. This past week while we were reviewing my schedule my coach asked me a few very eye opening question. “What are you doing to fight fatigue? What are you doing throughout the course of your day to really get your energy back? What type of energy producing activities have you built into your schedule?” 

Let me give you some background on the question. As many of you know I gave birth to a beautiful baby girl a little over four months ago. After coming back to work I quickly realized what worked for me in the past is no longer relevant given the demands of being a working mom. My day now starts at 4:30am and doesn’t usually wrap up until about 10:00pm. Not to mention there may be one or two feedings in the middle of the night. I know I’m probably preaching to the choir. We’re all busy with different obligations and that’s why this topic really struck home with me. 

So when my coach asked me what I’m doing throughout the day to fight fatigue I was at a bit of a loss. Our days can become quite busy jumping from meeting to meeting and before you know it you quickly realize that you haven’t even slowed down for a moment to catch you breath or to grab a bite to eat. I always love sharing sales and product ideas or different marketing techniques but lets take a moment to talk about what we can do to recharge our batteries. Because lets face it, fatigue slows us way down, decreases efficiency, our effectiveness or productivity. 

So I’d like to ask you, what are you doing to fight fatigue, what do you do throughout the course of your day to really give you your energy back? My coach mentioned a few things that have worked for other clients, “short walks, listening to music, stretches.” But I wanted to turn to google and see what else I could find that may fit in with my day to day activities. Here is an article from Investment News titled "9 strategies to avoid adviser burnout."

For me, there are a few things I’ve been able to work into my day to recharge my batteries.

  1. FaceTime with my husband and my little girl Seren. There’s nothing like seeing their faces and hearing her giggles to get me moving and be more productive for my family.
  2. Get out and soak up some sun. A short 5 minute walk out in the fresh air has been very renewing.
  3. Coffee break, personally I’m off caffeine since I’m breastfeeding but I love a warm cup of herbal tea. We have a great coffee shop right next door and it’s a perfect place to step out, catch up on a few emails and get my head into the game.
  4. A quick chat with family- as cheesy as it may be our motto at KFG is Welcome Home. I’ve been with Kestler for close to ten years now and I really consider my co-workers and advisors family. Setting down, and catching up for a few minutes always helps to get back on track.

With my crazy schedule I need to make sure that I continue to stick to my energy producing activities. What works for you? 


I couldn't help but share a picture of my mini me below. Enjoy those chunky cheeks!