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Between 65-70% of young inheritors leave their parents’ advisors because that advisor made little or no effort to engage with them.
What holds advisors back? Not knowing how to connect and build relationships with the younger generation.
In this episode, Matt Halloran is joined by Julie Johnson, president and CEO of XY Communication. Leading with empathy and decades of experience, Julie shares two proven ways to start marketing to the next generation, even if you feel reluctant to discuss the wealth transfer process with your clients. She also reveals eye-opening stats about what advisors stand to lose by not having good relationships with women. Take this as your ultimate inspiration to become a safe space for all clients.
Julie discusses:
- Why it’s in your best interest to leave your comfort zone and become more emotionally engaged with clients and prospects
- How to flip your perspective when the thought of discussing wealth transfer feels depressing or complicated
- What it takes to prove to Gen Z that you’re genuine and caring (because the younger generations are great BS sniffers!)
- What you can start doing now to encourage kids to show up with their parents to meetings
- And more
Resources:
- PodRocket Influence Academy (Enroll for FREE)
- Top Advisor Marketing Podcast: Dying Kindness: Help Clients Be Kinder to Those They’ll Leave Behind With Cianna Stewart (Ep. 384)
- How To Give Clients Life-Changing Advice at the Exact Right Times With Cassie Jackson (Ep. 407)
- Financial Planning Association
- CFP Board
Connect With Julie Johnson:
Connect With ProudMouth:
- Do you want to podcast? Book a call with Matt Halloran to get started!
- ProudMouth
- LinkedIn: Matt Halloran
- Twitter: Matt Halloran
- LinkedIn: ProudMouth
- Facebook: ProudMouth
- Twitter: ProudMouth
- YouTube: ProudMouth
About Our Guest:
Julie Johnson started her career in 1996 as a rookie with Smith Barney in Denver. By
2007, she and her team managed over $1B in AUM. They moved their team and every
client, including pensions, foundations, 401k’s, family offices and ultra HNW
individuals, to UBS in the fall of 2007, and then came 2008…..
Julie was named SVP with UBS, her team received Barron’s top advisor and top team
awards during her tenure. On multiple occasions, she was invited to speak at
national conferences and consult on practice management, sales and business
development as well as relationship management.
In 2016, Julie received her Behavioral Finance Certification and began her career as a
full-time certified coach, consultant, public speaker, and author. She is engaged to
coach management, advisors and teams, and speak at such esteemed national
conferences as Barron’s and Fidelity, as well as several regional conferences, both in
person and virtually with FPA, Forbes, Morgan Stanley, Wealth Management, UBS,
Ameriprise, BNY Mellon, just to name a few.
