Data shows that regardless of who is currently in office, the ebb and flow of the markets and economy continues to move to its own rhythm.

Opinions and emotions go hand in hand and can often create biases when discussing financial plans with a client.

This week on Framework, Ana Trujillo Limón, Director, Coaching and Advisor Content, welcomes back Greg Opitz, Executive Business Coach at Carson Coaching, to discuss client communication strategies during times of change. They unpack the importance of truly knowing who your clients are when discussing changes in the political and economic landscape. Avoiding jokes or comments about current events could be the difference between maintaining or losing a client.

Sharing loads of quotable advice and gold nuggets of wisdom, Greg continues to emphasize that sticking to your process is key and keeping track of milestones in your clients’ financial plans is a crucial factor in communicating their achievements to them in times when they feel that they aren’t doing as well as they should.

Greg discusses:

• Really getting to know who your clients are in order to avoid unintentional offense when discussing polarizing topics
• Understanding your own biases and beliefs and recognizing how they can affect your judgment and decision making
• The most important “P Words”: planning, process, and people
• Staying true to your processes, even when it feels as though turbulent and uncertain changes are coming
• Keeping track of milestones in a financial plan in order to reassure clients that they are doing well when they feels as though they are not
• And more

Connect with Ana Trujillo Limón:

• Carson Group LLC
• LinkedIn: Ana Trujillo Limón

Connect with Greg Opitz:

• Carson Coaching
• LinkedIn: Greg Opitz

About Our Guest:

Greg Opitz is the Executive Business Consultant at Carson coaching. Greg has been working with financial planners for his entire professional career. Before joining Carson Coaching in May 2006, Greg served seven years as Director, Certification Services at the Certified Financial Planner Board of Standards. For the four years prior to his experience at the CFP Board, Greg was the Director, Student Service Center at the College for Financial Planning. He likes to joke with members, “I spent four years educating advisors, then seven years certifying them, and now consulting with them to enhance their practice and their lives.”

Send us your questions, we’d love to hear from you! Email us at framework@carsongroup.com.