The effort you make now to understand and support your grieving clients will increase their loyalty to your firm for years to come. Whether they’re new widows or widowers, grieving the death of a parent, or they are bereaved parents themselves, the grief process causes profound suffering and, for a time, challenges your client’s short-term memory, their ability to focus and make decisions, their sleep patterns and their appetites – all at a time when their financial futures have been disrupted.
Your commitment to learning more about grief will affirm to your grieving client the following:
Templates for condolence letters for specific categories of losses
A strategy for making effective Condolence Phone Calls
Anticipating difficult scenarios when visiting bereaved clients in their homes
How to successfully stage the first post-death, face-to-face business meeting with your grieving client
Strategies for anticipating unanticipated encounters with your grieving client
Do’s and Don’ts for meetings with your grieving clients
Confidence in knowing you are prepared to help your clients during the hardest times will ever face
The following syllabus can be presented in one six-hour seminar or in two three- hour segments on two separate days. I am also happy to design a personalized presentation to meet your particular concerns.
"A Financial Adviser needs to pass numerous State and Federal licensing exams, engage in ongoing continuing education and adhere to a best interest standard as it relates to all dealings with the public. Unfortunately, none of that teaches us how to help our clients during the most difficult times in their life… when they are experiencing grief.
Our firm invited Rob Zucker to conduct a workshop on the grieving process entitled, “When Your Client is Grieving – How to be Compassionate, Confident and Steady While Stepping into the Storm of Grief. His insights, experience and expertise helped educate both the Advisers and support staff in our firm on how to help our clients during these difficult times. We learned about grief and how to identify where someone might be in their grief process. We learned how to use that information in meetings, phone calls and correspondences with our clients in order to help them navigate the complex financial world in a manner that is compassionate, while also adhering to necessary administrative protocols and best interest standards.
Rob's presentation was powerful. His teachings not only impacted our dealings with our clients, but also with our own friends and family. Furthermore, his guidance helped each one us better understand and manage our own feelings of grief. I highly recommend his services on both an individual and company basis.”