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JH UBS

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JH UBS

  1. 1. Engage Every Age: How to Form Deep Client Relationships with EveryGeneration in Your Practice
  2. 2. 98%Anne Loehrgenerational expert
  3. 3. Aging Population 10,000 people turn 60 each day That’s about 330 an hour…• 76 M Baby Boomers (43% of workforce) will retire within the next 10-15 years Anne Loehr generational expert
  4. 4. Who? Baby Gen X Gen YBoomers Anne Loehr generational expert
  5. 5. Generations in Numbers Generation X Baby BoomersGeneration Y Born: Born: Born: 1981-2001 1965-1980 1946-1964 80.4M 58.9M 82.8M 28.6% of the US 21% of the US 29.4% of the US population population population: Anne Loehr generational expert
  6. 6. Impacts Social Technologic Political alAnne Loehrgenerational expert
  7. 7. Baby BoomersAnne Loehrgenerational expert
  8. 8. Political ImpactsAnne Loehrgenerational expert
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  31. 31. Technological Advances Anne Loehr generational expert
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  37. 37. Social Impacts Anne Loehr generational expert
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  67. 67. Baby Boomersborn 1946-1964 Anne Loehr generational expert
  68. 68. Generation XAnne Loehrgenerational expert
  69. 69. Political ImpactsAnne Loehrgenerational expert
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  93. 93. Technological Advances Anne Loehr generational expert
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  102. 102. Social Impacts Anne Loehr generational expert
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  136. 136. Generation Xborn 1965 - 1980 Anne Loehr generational expert
  137. 137. Generation Y Anne Loehr generational expert
  138. 138. Political ImpactsAnne Loehrgenerational expert
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  153. 153. Technological Advances Anne Loehr generational expert
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  163. 163. Social Impacts Anne Loehr generational expert
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  177. 177. Generation Yborn 1981 - 2001 Anne Loehr generational expert
  178. 178. 5 Steps to Retaining Client Assets Through the Generations1. Practice Generational Language2. Meet the Successor3. Meeting Preparation4. Create the Appropriate Presentation5. Conduct Your Intergenerational Financial Meeting Anne Loehr generational expert
  179. 179. 1. Practice Generational LanguageWithin one week, practice speakingeach generationallanguage with one person from Generation X, Generation Y and the Boomer Generation. Anne Loehr generational expert
  180. 180. Exercise 1: Words That WorkAnne Loehrgenerational expert
  181. 181. 2. Meet the SuccessorUse generationalinsight in choosing appropriate social setting or activity for initial meeting.Anne Loehrgenerational expert
  182. 182. 3. Meeting Preparation• Use specific phrases, stories or value propositions that speak to each of the generation’s concerns.• Be sure that you understand which argument or supporting evidence works best for each generation. Anne Loehr generational expert
  183. 183. 4. Create the Appropriate Presentation Create a multi- generational presentation that is relevant to each person’s values,needs, language and timeframe. Anne Loehr generational expert
  184. 184. 5. Conduct Your Intergenerational Financial Meeting Start to discuss basic financial decisions with client and successor.Anne Loehrgenerational expert
  185. 185. Exercise 2: Multigenerational Sales• You are a UBS FA who is trying toget Tom to invest in a SRI.• He has brought 2 people to themeeting. Anne Loehr generational expert
  186. 186. Exercise 2: Multigenerational Sales • Baby Boomer • 50 years old • Business owner • FA client for 12 years TOMAnne Loehrgenerational expert
  187. 187. Exercise 2: Multigenerational Sales • Gen X • 39 years old • Trusted CFO of Toms business ASHLEYAnne Loehrgenerational expert
  188. 188. Exercise 2: Multigenerational Sales • Gen Y/Millennial • 28 years old • Rising star in Toms businessJUSTINAnne Loehrgenerational expert
  189. 189. Exercise 2: Multigenerational SalesTOM ASHLEY JUSTINBoomer Owner Gen X CFO Gen Y Rising Star Anne Loehr generational expert
  190. 190. Case StudyAnne Loehrgenerational expert
  191. 191. Four Steps1. Practice languages (24 hours)2. Target two clients (48 hours)3. Schedule social event with client and successor (2 weeks)4. Arrange for an inter-generational financial meeting with client and successor (6-8 weeks) Anne Loehr generational expert
  192. 192. A Closing Thought…Understanding a generations definingcharacteristics and core values can helpbusinesses create products and craftmessages that capture the customersattention.” - Yankelovich Report Anne Loehr generational expert
  193. 193. anne@anneloehr.com - www.anneloehr.com

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