As aging clients transfer their wealth, advisors often yearn for a lasting relationship with their beneficiaries down the road.

However, getting introductions to clients’ family members can be a challenge!

In this podcast, Duncan speaks with Jackie Wilke, vice president, advisor consultant at First Trust. They unpack strategies to help you attract and retain clients for multiple generations by developing a Multi-Family Office (MFO) client experience.

Duncan and Jackie discuss:

How to demonstrate your genuine care for clients without seeming too sales-y
The “family phone call” exercise that positions you as a family advisor
Tips to help you navigate complex family conversations with clients
Content marketing ideas to create significant value for your target audience
The importance of building a multi-generational client base
And more

Resources:

“The Advisor Playbook: Regain liberation and order in your personal and professional life” by Duncan MacPherson and Chris Jeppesen
Always On: “How to Attract Business Owners With Tom Deans, Ph.D.”
LinkedIn: Tom Deans Ph.D.
“The Millionaire Next Door: The Surprising Secrets of America’s Wealthy” by Thomas J. Stanley and William D. Danko
“Entitlemania: How Not to Spoil Your Kids, and What to Do If You Have” by Richard Watts
“The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It” by Michael E. Gerber

Connect With Duncan MacPherson:

Connect With Jackie Wilke:

About Our Guest:

Jackie Wilke is a speaker, author, consultant, and coach for select partners of First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. Jackie’s focus is business development and innovation including expertise in helping financial professionals, teams, and the next generation of high-net-worth individuals/households and multi-generational families. She is also the author of Insights & Innovations, a business development blog for financial professionals and enterprises.