Did you know that a large proportion of total savings contract withdrawals are made by clients aged between 50 and 70? This segment of your clientele is highly solicited by the competition because of their high level of assets. What can you do about it?
The cost of inaction: greater than you think
We can't stress enough the importance of staying in touch with your clients on a regular basis. This is especially true for your clients in this age group.
The value of losing a client goes beyond the lost trailing commission. The cost of inaction also leads to the loss of:
- Subsequent deposits
- Referral opportunities
- Intergenerational transfers
- Opportunities to consolidate the client’s other investments
- A high-value retirement savings portfolio
Staying in touch: the key to good client relations
The good news is that it’s all in your hands to stay in touch with your clients. Here are four quick and easy tips to put into practice.
1. Take advantage of our marketing tools
To help you offer your clients a personalized approach and constant attention, we provide you with a series of marketing tools: Retirement Journey Support Guide, Retirement planning client brochure, Retirement calculator and much more.
2. Enable messaging alerts
On the first business day of every month, you will receive a notification in Business Tracker for each client (with a savings contract) who will turn 50, 55 or 60.
Take this opportunity to get in touch with them to wish them happy birthday and to review their needs!
3. Share our publications with your clients
Many older Canadians use social media (6 out of 10 Canadians aged 50 to 64, and about 1 in 3 seniors*). Share our publications on your social networks and spark discussions with your clients.
This month’s publication to share: our detailed article "Key ingredients for diversifying your portfolio."
4. Stay tuned!
Keep an eye on iA CONNECTED! We'll be publishing a series of tips to answer questions and concerns about retirement planning, and to better support clients. They'll make it easier for you to approach them, and give you additional opportunities to get in touch with them.
