Stop Being “Just My Parent’s Advisor”: Start Connecting With the Next Generation With Julie Johnson (Ep. 411)

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


Connect With Julie Johnson:

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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.

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