Life milestones can bring excitement, uncertainty and new priorities. They can also create important opportunities for financial professionals to check in with clients and help them consider whether their financial strategies still reflect what matters most to them.
Encourage clients to connect when they experience a significant change, including:
- Welcoming a child or grandchild
- A child graduating from college or becoming financially independent
- Marriage, divorce or another change in family circumstances
- A new job, career change or business opportunity
- Retirement or a significant change in income
- The purchase or sale of a home
- Receiving an inheritance
- The death or extended care needs of a parent or loved one
- A change in health or insurance needs
- A charitable giving decision
- A change in long-term goals or priorities
These moments may affect a client’s cash flow, savings priorities, protection needs, beneficiaries, investment approach or other aspects of their financial strategy. Even when the change does not appear to have an immediate financial impact, a conversation can help identify questions and determine whether adjustments may be appropriate.
Regular check-ins also reinforce the value of an ongoing professional relationship. A simple question such as, “What has changed in your life since we last met?” can open the door to a meaningful conversation and help you better understand the client’s current priorities.
Life does not always follow a predictable schedule. Staying connected helps ensure that clients have an opportunity to revisit their financial strategies as their circumstances and goals evolve.
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