At the Chester and North Wales' October meeting, Jeremy Deedes FIFP CFPCM gave an inspirational presentation on "How to deal with a new model client." Jeremy reminded members of how attitudes to money have changed over recent years and to remember this when conducting client meetings.
As chairman John Fachiri CFPCM reports: "Many clients regard society as having a vertical structure where they look to parents, employers and the senior generation for expertise, advice and guidance.
However, younger clients live in what Jeremy described as a horizontal society and they are "free formers". They are able to get information through social and digital media from their peers or anyone in the world and because of this they form their own solutions.
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"However, they will use our services if they are treated or approached in the way they respond to. The new model client will also have very different goals and objectives to the old model client."
We were given an insight into how different questioning techniques used by Life Planners will help clients give greater information that otherwise may not be forthcoming. A lengthy question and answer session followed in which Jeremy imparted much knowledge. It was a very thought provoking afternoon with members very grateful to Jeremy for his time and willingness to share such practical ideas."
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