Articles in "Rule of -ates" category:

The Rule of -ates: Flip It and Reverse It

  Michael Lynch     Thu Aug 31 13:00:00 EDT 2017 


As summer comes to a close and we prepare to face the faster-paced fall season, advisors should consider taking time for a little self-reflection on their business. Are you serving your clients in a way that best benefits them? Do you understand what motivates them, and what emotional factors might affect their decision making?

In prior posts, we’ve talked about the rule of –ates, which helps advisors find out about clients’ backgrounds and social habits with regards to four key areas: educate, donate, recreate, and congregate. Learning about these details might not only help advisors inform their clients’ financial decisions better, but could also make the clients feel understood and appreciated. It has been said that emotion puts money into motion, so finding out what motivates individual clients is essential in today's market place.

When Fear Rears Its Ugly Head

  John Diehl     Thu Dec 17 08:45:00 EST 2015 


There was no shortage of news stories in 2015 that had the potential to induce a certain amount of fear and anxiety in investors. How many times have we discussed rising interest rates? Stock market volatility is an ever-present topic of conversation in the financial world, and global events, such as the attack on Paris not long ago, are unpredictable and impactful.

These kinds of happenings can be stressful and scary, and they can certainly affect our financial health. What exacerbates the situation is the 24-hour news cycle and the readiness of the media to report on the crisis du jour. Positive economic trends are often overlooked by the media, and in fact only eighteen percent of economic news is viewed as ‘good news’ by the public. Financial advisors may be finding themselves in the position to provide their clients with advisor therapy, acting as a sounding board for their financial fears and finding ways to alleviate their anxieties and prevent them from making irrational, impulsive financial decisions.

Appeal to Millennials Using the Rule of -ates, Part 4: Donate

  Bill McManus     Thu Jun 25 10:00:00 EDT 2015 


Previously in the “rule of –ates” series, I addressed the topics of congregate, recreate and educate. The final component in this list is particularly applicable to millennials: donate.

“Giving back” and “making a difference” are common phrases in the millennial nomenclature. While, in general, Gen Y isn’t necessarily in the position to make large financial donations (they’re too busy paying off student loans and/or are in saving mode), millennials are still a socially conscious group. Whether they donate a portion of their wealth or a chunk of their time—or both—to certain organizations or causes, finding out the giving habits of your millennial clients can help you make meaningful connections with them.


Appeal to Millennials Using the Rule of -ates, Part 3: Educate

  Bill McManus     Thu Jun 18 10:00:00 EDT 2015 


In the first two parts of the “Rule of –ates” series, I talked about the importance of considering the social habits of your millennial clients and what recreational activities they enjoy. Now I want to talk about educate—why it can be significant for financial advisors to know about where and how their millennial clients received their higher education.

Education amongst Gen Y (millennials) can be a great source of pride and connections, and also angst. By opening up the discussion around where and how your younger-generation clients were educated, you may be able to find meaningful ways to be impactful in their lives. When meeting with millennial clients, make an effort to ask questions about their alma maters. Not only can you learn more about these clients, but you can also find out important information that you can use later.


Appeal to Millennials Using the Rule of -ates, Part 2: Recreate

  Bill McManus     Tue Jun 02 10:00:00 EDT 2015 


Recently, I wrote the first post in a four-part series about how financial advisors can relate to millennial clients by displaying empathy for their specific life stage and unique wants and needs. In that post, I made reference to the social nature of millennials and their desire to build and maintain a healthy social circle. So, for this second part of the series, I’m going to talk about how you can relate to millennials by finding out how they recreate.

Gen Y has an open road to explore and find the things they truly enjoy. Opportunities abound for young professionals—social sports clubs are common, museums and non-profits have memberships specifically for young supporters, and sites such as have become a popular way for young people with specific interests to meet like-minded people and attend outings. Whether you’re a runner, a philanthropist or a pet lover, chances are, there is a group, club or organization for that.