Are you ready to become the indispensable advisor who guides entire families through wealth building and legacy planning?

Remember, it’s not your client’s responsibility to introduce you and it’s not the family member’s job to ask. You must be proactive and cultivate relationships across the family tree!

In this enlightening and highly relevant episode, Duncan MacPherson speaks with Jackie Wilke, VP of Advisor Consulting at First Trust Portfolios. They provide a step-by-step guide to progressively foster relationships with your clients’ family members (including the next-gen wealth inheritors).

They discuss:

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• How to initiate the conversation with the “family phone call”
  
• How to position yourself as a valuable resource for the client’s family (you must lead with a give, not an ask!)
  
• Major opportunities to create educational content and develop social proof
  
• Connecting with the sandwich generation
  
• The sweet spot between high-tech and high-touch
  
• How to adapt to the evolving needs of the next-gen
  
• And more
  

Resources:

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• “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
  
• Idea Decanter
  

Connect With Duncan:

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• Pareto Systems 
  
• 1.866.593.8020
  
• Schedule a Call
  
• Duncan on LinkedIn
  

Connect With Jackie:

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• LinkedIn: Jackie Wilke
  
• First Trust
  

Promotions:

• 
  
• The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
  
• ProudMouth – Be Your Own Loud
  

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.