Episode Details

Are you ready to become the indispensable advisor who guides entire families through wealth building and legacy planning?

Remember, it’s not your client’s responsibility to introduce you and it’s not the family member’s job to ask. You must be proactive and cultivate relationships across the family tree!

In this enlightening and highly relevant episode, Duncan MacPherson speaks with Jackie Wilke, VP of Advisor Consulting at First Trust Portfolios. They provide a step-by-step guide to progressively foster relationships with your clients’ family members (including the next-gen wealth inheritors).

They discuss:

• How to initiate the conversation with the “family phone call”
• How to position yourself as a valuable resource for the client’s family (you must lead with a give, not an ask!)
• Major opportunities to create educational content and develop social proof
• Connecting with the sandwich generation
• The sweet spot between high-tech and high-touch
• How to adapt to the evolving needs of the next-gen
• And more

Resources:

• “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
• Idea Decanter

Connect With Duncan:

• Pareto Systems 
• 1.866.593.8020
• Schedule a Call
• Duncan on LinkedIn

Connect With Jackie:

• LinkedIn: Jackie Wilke
• First Trust

Promotions:

• The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
• ProudMouth – Be Your Own Loud

About Our Guest:

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