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Life Health > Running Your Business

Building your clients' mental edge factor

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There was a time when I could actually do a standing back flip. It took a lot of flexibility, which comes with being young. Now, I have to warm up just to stretch. It’s all a part of growing older. There is a direct parallel between your body’s ability to bend and move and your brain’s flexibility. As with our limbs, our brains lose a little more “plasticity” every day and they more rapidly deteriorate once we enter our forties and beyond. That’s why we become a little more stubborn about things we don’t understand as we age.

Understanding neuroplasticity (mental growth and flexibility) is key to helping your clients come to grips with a financial market that requires suppleness.

In my work, my clients’ biggest concern is keeping their minds sharp, especially as they reach that “I-can-NEVER-remember-where-I-put-the-keys” stage. Here’s your opportunity, but first some background.

There is good news

At its core, neuroplasticity offers up good news. Our brains will continue to grow and change until we are gone–that is, if we’re willing to work our brains more. After 40 years of age, the brain begins its decline unless there is deliberate exercising of it, same as with your body. There are several things you can do to exercise the brain. Here’s an edgy concept: You, as a senior market advisor, can be the conduit to keeping your clients’ minds alert and exercised, ready to make new and bold decisions when it’s required.

Here are some ideas to help your clients make decisions that don’t scare them and to deepen your bond with them:

1. Get acquainted with a gerontologist (age doctor) in your community. Together, conduct a seminar on exercising the brain. It will benefit both of you and your mutual clients. Don’t make it a place to sell either of your wares. Just offer this as a part of your doing business with an aging clientele.

2. Clip out aging brain articles from news papers and magazines (or Google “mind,” “brain,” or “magazines”) and send appropriate ones to your database. People love this stuff.

3. Investigate brain exercise software on the market. There are some excellent ones that really do “de-age” the brain. Above all, look at yourself as a whole-picture advisor. Be the brainy one who sees the cause and effect in the aging markets and be more than someone who offers a financial service. Offer a substantial service. Help them wrap their heads around what you do.


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