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August 16, 2011 at 08:00 PM
It took 38 years for the radio to reach 50 million households. Television took 13 years. Yet Facebook hit the 50 million people mark in only two years. The fastest growing Facebook segment is seniors, but they are not totally comfortable or trust it. However, their boomer and Gen X children totally get it. And so should you, if you want to grow your practice. The rate of change in the delivery of information is phenomenal.
The easiest way to grow your practice is by not losing any of your current relationships. But the boomer/Gen Xer prospect doesn’t have time for a meeting, lunch and surely not for a round of golf. But they do yearn for communication to assuage their concerns for their inheritance.
The way they communicate is different, however. Information flow and technology will continue to fuel the need for education and wisdom, which aren’t the same thing. Therefore, as advisors we are in a unique position to guide both seniors and their children (our future clients).
Establishing, cultivating and massaging a relationship with the children of your senior clients, using the language and technology that they understand will secure your place as a trusted advisor.
Stimulating and scary
