Episode Details

As aging clients transfer their wealth, advisors often yearn for a lasting relationship with their beneficiaries down the road.

However, getting introductions to clients’ family members can be a challenge!

In this podcast, Duncan speaks with Jackie Wilke, vice president, advisor consultant at First Trust. They unpack strategies to help you attract and retain clients for multiple generations by developing a Multi-Family Office (MFO) client experience.

Duncan and Jackie discuss:

• How to demonstrate your genuine care for clients without seeming too sales-y
• The “family phone call” exercise that positions you as a family advisor
• Tips to help you navigate complex family conversations with clients
• Content marketing ideas to create significant value for your target audience
• The importance of building a multi-generational client base 
• And more

Resources: 

• “The Advisor Playbook: Regain liberation and order in your personal and professional life” by Duncan MacPherson and Chris Jeppesen
• Always On: “How to Attract Business Owners With Tom Deans, Ph.D.”
• LinkedIn: Tom Deans Ph.D.
• “The Millionaire Next Door: The Surprising Secrets of America’s Wealthy” by Thomas J. Stanley and William D. Danko
• “Entitlemania: How Not to Spoil Your Kids, and What to Do If You Have” by Richard Watts
• “The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It” by Michael E. Gerber

Connect With Duncan MacPherson:

• https://www.paretosystems.com/ 

• Listen Now