Best Practices For Communication Challenges With Senior Investors – CFP Approved Course

Best Practices For Communication Challenges With Senior Investors – CFP Approved Course

“Best Practices For Communication Challenges With Senior Investors”

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Summary of course:

Aging clients present many challenges for their financial advisors. There are physical changes in hearing, vision and mobility as well as memory issues. This course shows the advisor how to accommodate for the changes that normally accompany aging so they can best serve older clients. It also offers strategies to address changes that are not normal, such as cognitive decline and loss of capacity for financial decisions. Talking to clients about these is likely to be uncomfortable. With the expertise of the psychologist who helped author this course, conversation scripts are offered on how to bring up and talk about delicate subjects tactfully. We illustrate advisor-client dialog with videos and demonstrate the best ways to talk to a client about giving up decision-making authority when impairment sets in.

Learning objectives:

  1. Identify ways to accommodate a client who has physical impairments that are barriers to advisor-client communication.
  2. Plan and know how to rehearse the words to use when it is time to approach a client with memory loss about getting a third party involved in financial decisions.
  3. Manage client resistance to discussing these difficult subjects.
  4. Use basic rules of communication that are proven success techniques to approach any difficult conversation with your client.

Regulatory Changes Advisors Must Face With Your Aging Clients – CFP Approved Course

Regulatory Changes Advisors Must Face With Your Aging Clients – CFP Approved Course

“Regulatory Changes Advisors Must Face With Your Aging Clients”

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Summary of course:

Update on what the SEC, FINRA an NASAA have in mind for financial professionals across the country in how they do business with clients over age 65. Review of the research these agencies have done, Model Rules regulators have created and what exemplary things they found firms and organizations doing for aging clients. They all want financial professionals to be more protective of aging investors. They envision mandates for reporting financial abuse of elders will and expand mandates into other areas. This course highlights areas regulators expect advisors to address, such as training in senior issues and increased communication with aging clients. It provides specifics on how to get ready for what the regulators want so that you will not have to scramble to comply with mandates.

Learning Objectives:
  1. Understand the regulators’ concept of a “senior program” and how you can create one.
  2. Know the Model Rules about financial abuse the regulators have already publicly posted.
  3. Know what other firms across the US are doing about aging investors that you should be doing too.
  4. Know what action steps you can and should take now to be ready for mandates.

Caution Your Boomer Clients: Their Aging Loved Ones May Need Help Handling Money

Caution Your Boomer Clients: Their Aging Loved Ones May Need Help Handling Money

When your clients spend time during this season with their aging loved ones, let them know that it’s an opportunity to look out for signs that a loved one needs help. Some things are possible tipoffs that they should get involved in helping monitor their aging parents’ spending, giving and susceptibility to scams.  Educating them about these signs gives the client the impression that you understand and that you care. Your Boomer clients may have parents or other relatives in their 80’s, 90’s and beyond.  You can help both clients and their aging family members stay safer.
Encourage them to watch out for these three signs when they see loved ones at their parents’ homes:
  1.  Evidence of unpaid bills. Older folks begin to lose the capacity to keep track of finances very early in the process of any form of dementia.  If bill collectors are calling, or they see dunning notices, that is a red flag.  They could be forgetting what to pay or when to pay a bill.  Insurance can be cut off, utilities can be stopped and a lot of other consequences flow from this forgetfulness.  Adult children can help by offering to do the bill paying, putting it online or otherwise keeping watch over bills.  Your Boomer clients could be stuck with having to support their aging parents if the elders lose the ability to manage their money.
  2. Too much “charitable” giving to anyone who asks.  Scammers call seniors and pose as anybody from anywhere.  Unsuspecting elders believe them and do not check out the validity of the charity they claim to represent.   Remind your clients to caution their senior loved ones to ask for detailed information about anyone who solicits them, including name, address and phone number.  They should to call the charity and verify that the solicitation was from them.
  3. Evidence of a new “friend” who seems overly involved in an aging parent’s life, especially if he or she has access to personal information such as Social Security number, credit cards and bank accounts.   There are predators out there waiting for a chance to get to the money and run.   Particularly with a parent who has memory loss, manipulation and theft are all too easy for a person just hanging around waiting for an opportunity to steal.  At AgingInvestor.com we suggest that adult children closely monitor seniors’ accounts and question anything odd immediately.
Client education needs to be about more than what products will yield the best return and how to make money last. It has to be about your client’s life too.  And since regulators want all advisors to educate clients about issues that affect them, this is one perfect for the educational effort.  Feel free to copy this email and send it out modified a bit, with your name on it.  Your clients will appreciate you!
What to Do When Your Client Says “Mind Your Own Business”

What to Do When Your Client Says “Mind Your Own Business”

3 Ways To Talk With Aging Parents About Finances

One benefit of the increasing life expectancies for Americans is that more people have bonus years for enjoying the company of their aging parents.

But all is not rosy. Those extended years also boost the odds that parents could go broke or suffer from dementia and be unable to make financial decisions for themselves.

That can leave adult children perplexed about when and whether they should step in and find out what’s happening with their parents’ money, says Carolyn Rosenblatt, a registered nurse and elder law attorney.

“Unfortunately, it’s not always easy to have those conversations,” says Rosenblatt, co-author with her husband, Dr. Mikol Davis, of The Family Guide to Aging Parents (www.agingparents.com) and Succeed With Senior Clients: A Financial Advisors Guide To Best Practices.

“Some stubborn parents just refuse to talk about their money. No matter what their adult children say to them, they put it off, change the subject or tell their children it’s none of their business.”

Of course, many adult children aren’t in any particular hurry to broach the subject either, says Davis, a clinical psychologist and gerontologist.

“They have their own discomfort about it and procrastinate,” he says. “Then a crisis comes up and no one has any idea what the parents have or where to find important documents.”

But Rosenblatt and Davis say it’s critical that these conversations take place so that the offspring can gather information about such subjects as the parent’s income and expenses, where legal documents are kept, and what kind of medical or long-term-care insurance the parent might have.

The success of these conversations often comes down to how you approach the subject, Rosenblatt and Davis say. They offer a few tips:

  • End the procrastination by picking a date for the talk. Make an appointment with yourself to bring up the subject at a specific time. An opportune time to schedule this is after a birthday, a family event or a holiday where other family members are together who may share in the responsibility for the aging parents in the future.
  • Show respect. Tell your parents you understand and respect their reluctance to discuss their finances. You can even make the conversation about yourself rather than about them. Say that you’re concerned that if something went wrong, you would be completely lost as to how to help them.
  • Address their fears head-on. Let them know you understand they are worried that if they talk about their finances their independence might be taken away. You might add that you want them to maintain their independence as long as possible and you’re willing to help accomplish that, but you can’t do it without the correct information.

“Getting past an aging parent’s fear about talking about finances can be daunting,” Rosenblatt says. “But a well-planned strategy for approaching the subject will give you your best chance.”

 

About Carolyn Rosenblatt and Dr. Mikol Davis

Carolyn Rosenblatt and Dr. Mikol Davis are co-authors of The Family Guide to Aging Parents (www.agingparents.com) and Succeed With Senior Clients: A Financial Advisors Guide To Best Practices. Rosenblatt, a registered nurse and elder law attorney, has more than 45 years combined experience in her professions. She has been quoted in the New York Times, Wall Street Journal, Money magazine and many other publications. Davis, a clinical psychologist and gerontologist, has more than 44 years experience as a mental health provider. In addition to serving his patients, Davis creates online courses and products to assist professionals and the public with understanding aging issues. Rosenblatt and Davis have been married for 34 years.

 

 

Dr. Mikol Davis and Carolyn Rosenblatt, co-founders of AgingInvestor.com

Carolyn Rosenblatt, RN, Elder Law Attorney offers a wealth of experience with aging to help you create tools so you can skillfully manage your aging clients. You will understand your rights and theirs so you can stay safe and keep them safe too.

Dr. Mikol Davis, Psychologist, Gerontologist offers in depth of knowledge about diminished financial capacity in older adults to help you strategize best practices so you can protect your vulnerable aging clients.

They are the authors of "Succeed With Senior Clients: A Financial Advisors Guide To Best Practice," and "Hidden Truths About Retirement And Long Term Care," available at AgingInvestor.com offers accredited cutting edge on-line continuing education courses for financial professionals wanting to expand their expertise in best practices for their aging clients. To learn more about our courses click HERE