Myth: Busted. I’ll never think the same way again. What myth? The myth that all clients want their planning to be simpler and less complicated. Ah, if only life could be as simple as it once was.
This line of thinking made it into my approach with prospective clients of all types. Does this sound familiar?
“Mr. and Mrs. Jones, I would like to help you simplify your planning. Doesn’t that sound great? Blah, blah…. “
Here’s the problem: While many of your every-day retirees love to hear that, the affluent and wealthy have generally accepted that their life holds a certain degree of complexity. Trying to convince them that you can simplify their planning means that you will simply not be taken seriously. In other words, they’re not buying it. The affluent clients you want to serve simply do not believe that you can somehow simplify their wealth, and their world. The more you try to convince them that you can, the further they distance themselves from you.