1. Energize with Innovation
We’ve all heard it: “We’ve always done it this way.” It’s a phrase that can quietly stifle progress.
For those with years of experience in the financial profession, it’s easy to fall into the rhythm of what’s always worked. But sometimes, a fresh perspective can spark meaningful change. I recall a financial-professional team that traditionally hosted quarterly client review meetings in a formal office setting. A newer team member suggested trying a more casual, small-group format—hosting “coffee chats” at a local café where clients could discuss market updates and financial goals in a relaxed environment.
The idea was met with some hesitation, but the team gave it a try. The result? Clients felt more comfortable, conversations became more open and engaging, and the team saw an increase in client referrals. It was a simple shift, but it transformed the client experience and strengthened relationships.
2. Leverage Their Life Story
Credentials matter—but they’re not the only part of the story.
New professionals often bring a broad mix of life experiences that can enhance your team’s perspective and deepen client relationships. Instead of introducing them solely by title or saying they’re “just observing,” consider sharing what makes them unique. Have they worked in healthcare, education, or the military? Have they navigated caregiving, career changes, or personal challenges? These experiences can shape empathy, resilience, and insight—qualities that resonate with clients on a human level.
For example, a newer financial professional I know previously volunteered in hospice care. She brought with her a deep understanding of end-of-life planning and emotional intelligence—qualities that resonated strongly with older clients. Her background helped the firm connect more meaningfully with aging clients and their families, something no credential alone could have offered.
3. Embrace Technology
Next-generation team members often possess natural fluency in technology—an asset that can be a true game-changer.
One firm asked their newest hire to audit their tech processes. Within weeks, they had streamlined internal communication using their approved chat tool, improved client scheduling with Calendly (which was firm-approved), and introduced a shared drive for document sharing. The result? Fewer emails, faster responses, and happier clients.
Encourage your newer team members to take ownership of tech education. Let them lead a ‘tech tip of the week’ or host short demos for the team. Their comfort with digital tools can help modernize your practice and boost efficiency across the board.
4. Tap Into Creative Thinking
Creativity is a powerful asset in financial services—especially in marketing, networking, and engaging the next generation of clients. Newer professionals can bring fresh, forward-thinking ideas that help your practice stay relevant and build multigenerational relationships.
For example, one team member proposed hosting a ‘Financial Milestones for Early Career Professionals’ event tailored to the adult children of long-time clients. The session covered topics like salary negotiation, home-buying strategies, and optimizing workplace benefits—issues that resonate with professionals in their 30s and 40s. The event not only positioned the firm as a trusted resource for the entire family but also sparked meaningful planning conversations that led to new client relationships.
Whether it’s launching a podcast, creating short-form educational content, or partnering with local organizations for targeted outreach, rising professionals can bring bold ideas and a willingness to try something different. Encourage them to share those ideas—and give them the space to lead.
Final Thought
Don’t just measure your team just by years in the industry. Look at their life experience, passions, and potential. The next great idea—or the next unforgettable client moment—might come from the newest voice in the room.
