Making the Family Your Client

Focus Session

Tuesday, June 11, 2019
2:00 - 3:00 p.m.

MAKING THE FAMILY YOUR CLIENT

Diefendorf will cover the transformation of an advisory practice from selling individuals life insurance to advising the whole family, ensuring the continuity of your advice. The shift in focus from "the individual" to "the family" will be outlined and paired with technology to incorporate the family members into the planning process. Establishing a multi-generational process and using the four elements for preparing heirs (values, legacy, gratitude and governance) are the foundational tools. Diefendorf also outlines steps for an advisor's succession plan, which becomes a critical component when working with families.