Every client is different. Deliver engaging advice and stewardship to solidify prospects and clients.
Check out the featured programs and fill out the form below for a complete list
of programs and resources to help you build clients for life.
Sun Life Consulting featured programs
Behavioural focused advice
Most advisors spend the bulk of their time trying to minimize their clients’ behavioural mistakes, especially when markets become volatile. Although influencing human behaviour isn't always easy, research shows it's one of the greatest values you provide. Join this session to understand the impact of emotional decision-making, your value as a human advisor, and how to overcome common investor biases.
Program resources
Contact your Sun Life Global Investments Wealth Sales representative for a copy of these resources or complete the form below.
- A guide to deeper client discovery: Use this guide to discover what really matters to clients.
- Client engagement process map: Use this template to define your client engagement process. Enable your team to deliver consistent service and continually delight clients.
- Trust Assessment: Simply copy and paste to customize this email template and use it to either re-engage existing clients and/or connect with prospects on the benefits of working with you through all life stages.
Intergenerational wealth planning
Learn how to start tough conversations about legacy planning with clients, and their loved ones, and help them achieve successful wealth transfers.
Legacy means different things to different people.
For some, it is living life to the fullest without leaving a financial burden behind. It can be endowments to charity, an inheritance to loved ones, or a plan for business succession. Above all, it is about having a meaningful impact on those who matter most to you.
But inheritances can tear families apart, and 70% of wealth transfers fail1. You can help families remain whole and harmonious and increase the success rate of these wealth transfers.
Program resources
Contact your Sun Life Global Investments Wealth Sales representative for a copy of these resources or complete the form below.
- A 3-Step Approach to the Family Wealth Conversation. Use this approach to initiate family legacy conversations.
1 Preisser, Vic and Roy Williams. “The Future of Estate Planning.” Trusts and Estates, June 2010.
Collaborating with COIs
Overcome the barriers to collaboration and effectively build your network of strategic alliances.
Imagine. A COI network that does the work for you. The steps to building one are simpler than you think.
An often untapped way to gain strong new client referrals is by building relationships with centers of influence (COIs). A COI, also known as a strategic partner, is a professional you work with who also works within your target market. COI networks generate an average of 13 referrals per year.1
But the benefits don’t stop there. One of the biggest misconceptions around centers of influence is that they’re limited to asking for referrals.
A strong network of COIs can:
- Deepen client relationships and expand the value you bring as an advisor by matching clients with trusted professionals
- Expand your network, through the support of peers who serve similar clients, but in different ways
- Create transferrable trust by having people out there, in many sectors, advocating for you and what you offer
- Convert clients into clients for life
Building a strategic network requires time and thoughtfulness. But it’s well worth the effort.
Keep in mind that it’s not just about receiving referrals: it’s about adding value to both clients and COIs. Deliver consistent value to your COIs and always put the needs of the client first. When the goal is mutually beneficial, everyone wins.
Program resources
Contact your Sun Life Global Investments Wealth Sales representative for a copy of these resources or complete the form below.
- Building your network: 4-step approach: Use this workbook to build your strategic network of COI.
- Collaboration always: Families and their businesses have complex opportunities and challenges. A team of exceptional professionals, working together, can help ensure personal, professional and business success for family members.
1 Voice of the Advisor Center of Influence study, Sun Life Consulting, January 2023
Move from idea to action. Sun Life Consulting can show you how.
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