You know what to do with money. How many times do you wonder what to say to the client? When clients cope with death, divorce, retirement, empty nest, or other life transitions, what you say and do in the office has more influence on your client relationship than your financial savvy ever did. Understand how to answer the dreaded “bad news” phone call, the unique issues that your clients face and the best ways to communicate at appointments and on the phone. Find out how to handle a crying client and whether the stages of grief are applicable. Gain skills to deal with irrational fears, bring humor into meetings, and help clients make wise decisions in the midst of loss. Walk away with practical, proven strategies that you can implement immediately. Learning Objectives:
1) Learn the most important principles of grief support, what questions to ask a grieving client, and how to support clients in transition without intruding into their personal lives.
2) Reinforce the value of life insurance and gain some tips on introducing the topic to clients.
3) Understand why the “stages of grief” are insufficient knowledge and what to expect instead from grieving clients and family members.
4) Gain skills for handling client fears, establishing empathetic bonds, and building long-term loyalty.
5). Learn what to say at funerals and services to offer genuine comfort to clients.
6) Develop a variety of ways to supportively follow up in the year after a death in a client’s family, including what to write in a condolence card.
7) Discover how to check in with clients on the level and type of support you are providing.