1. How To Attract Gen-X & Gen-Y Clients (and Make the Dollars Work)
Strategies for using client-engagement software
Webinar overview
October 7, 2014 ]

2. THE NEXT GENERATION IS BIG
47 million next-gen households manage $16 trillion
The next generation manages $16T…
…and is rapidly turning online for help
47 million
are working with a traditional advisor
20%
would consider working with an online advisor
75%
36 million
annual growth in robo-advisor assets
100%
Age of Head of Household:
35-54
55-74
Investable Assets:
$16T
$26T
Sources: US Census, CFP Board, InvestmentNews, Financial Planning Magazine

3. Investing more increases assets by $280k more than investing perfectly
SAVING IS CRUCIAL TO THE NEXT GEN (1)
Savings rates – not returns – make all the difference
Retirement Portfolio Growth for a Typical US Household
scenario returns
$504,000
Highest Savings:
Investing 8% of income in the worst performing funds
+$280k
$227,000
Highest Returns:
Investing 3% of income in the best performing funds
Investing more increases assets by $280k more than investing perfectly
Source: Putnam Institute Research – “DC Plans: Missing the forest for the trees?”, 2014

4. Investors without advisors
SAVING IS CRUCIAL TO THE NEXT GEN (2)
Retirement saving and cash flow are top priorities :
Services investors highly value
Retirement saving
Next-Gen
Cash-flow planning
Investors without advisors
Credit: InvestmentNews
Take advantage as most advisors continue to underestimate clients’ demand for cash-flow planning

5. MEET NEXT-GEN NEEDS VIA TECHNOLOGY
Harness software to attract and serve young clients
Be more than a robo-advisor
Provide holistic and behavioral cash-flow guidance
Provide immediate insights for clients
Cover spending and planning in-depth during initial conversations
Don’t turn anyone away
Explore tools for all asset levels and backgrounds
Segment and innovate
Build new business models and programmatic engagement to scale your services

6. DELIVER MORE THAN PORTFOLIO ADVICE
Offer engaging holistic planning and cash flow guidance
Smart saving
Drive accumulation with behavioral support
Enhanced feedback
Tailor engagement to help clients achieve goals
Salient views
Simplify and visualize client data insights

7. DELIVER VALUE FROM DAY ONE
Spark important conversations with real-time insights
Easy onboarding
Make data collection and initial surveys seamless
Impressive starts
Dive into client cash-flow dynamics on day one
Productive dialogue
Schedule quick check-ins to efficiently engage

8. DELIVER VALUE FOR ALL Use technology to serve any client (or prospect)1 2
Seamless sign-ups
Offer your branded tools direct from marketing links
Open communications
Keep channels open for managed client questions 3
Highlighted wisdom
Ensure clients are viewing your thought-leadership

9. MATCH SERVICES WITH CLIENT PROFILES
Find service models that can fit your - and clients’ - needs
Flexible structures
Offer modular services at costs based on contact level
Broad reach
Consider educational and training content for mass audiences
Innovative gatherings
Offer group guidance in non- traditional or informal settings

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