Advisors: Never Assume Your Clients Are "Finished" With Their Grief

Advisors: Never Assume Your Clients Are "Finished" With Their Grief

Imagine a usual day. You grab a coffee and settle in at your desk. You conduct two productive client meetings and go for lunch before the afternoon’s tasks. There’s nothing unusual; it’s just a typical day. Then you answer the phone, you hear the hospital chaplain’s voice …..and nothing is ever the same again. 

Now imagine it’s the 5th anniversary. That fateful day is seared into your consciousness and it will never be just typical. Though others may expect you to be “over it” by now, you will never forget what happened or the person you so loved. 

Perhaps we can learn something from our public memorials of tragic days. Everyone older than 50 remembers exactly where they were when JFK was assassinated, and can still hear Walter Cronkite’s somber voice. It has been 25 years since the Shuttle Challenger exploded, but we remember the name McAuliffe as we mark the day. Almost 15 years after 9-11’s smoke, sirens, and crashing buildings, we pause on the anniversary to show videos, tell stories of heroes, wipe away a tear, and proclaim that we will never forget. Whenever we experience a major loss as a nation, we remember, celebrate, and honor that loss for years to come. 

As these examples illustrate, when you are supporting grieving clients and friends, acknowledge that the goal of grief is not to forget or “put this behind us and get on with life”. Instead, we move on precisely because we remember, because we create an enduring memory to carry with us into a future that is different than anything we could have imagined before. We tell the stories and share appreciation for the privilege of having these people in our lives. We try to prevent this kind of tragedy from happening to someone else. We change in more ways than we thought possible. We live with grief and healing, allowing both to co-exist in the everlasting interplay between loss and gratitude, sorrow and joy. 

In your practice, never assume your clients are “finished” with their grief at a particular point in time. Honor their need to remember and let them know you understand.

Two simple steps you can take: 

1. Don’t be afraid to say the name of the one who died.


Your clients never want to forget, and they hope others don’t either. Too often, people talk about anything and everything except the person who died, avoiding the issue for fear they will open old wounds or “make” the survivor cry. In reality, saying the name assures survivors that someone else remembers and cares, and it opens the door for them to talk about their loved one if they choose. If tears arise, they were there anyway; you simply give permission for the tears to be accepted. Three examples that you can say in person or write in a card: - “It must be difficult to have these meetings without Jim; after all, it’s only been four months. Yet I think we’ve made good progress as we work together to honor his legacy and protect your future.” - “By now you’ve encountered well-meaning people who are afraid to mention Kathy’s name. Though not everyone will be open to it, I hope you still find opportunities to speak her name and tell her story.” - “When I read the newspaper story about the charity golf event, I remembered how Alan used to recruit everyone he knew to play in it. He made such a contribution to the cause.” (Substitute any story or memory that is appropriate and honest.)

2. Gently acknowledge the anniversaries of a loved one’s death for several years afterwards.


Do the same for birthdays and other special events. Call, send a card or note, and perhaps include a “comfort gift”. Examples: Call or leave a voice message that says, “Today is sure to bring a mix of emotions as you mark Helen’s birthday. I just wanted you to know I’m thinking of you.” Send a single flower with a note that says, “Those we love are forever remembered. I’m thinking of you on this 4th anniversary of Anne’s death.” Send a gift certificate with a card that says, “November 18 will never be just another day on your calendar again. Although I cannot take away your loss, perhaps you can at least enjoy a cup of your favorite coffee with this gift card.”

When you acknowledge their loss, even years later, they know why they chose you as their financial professional – because you understand their experience in a way few others do.

Amy Florian
Life Transitions
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Amy Florian, CEO of Corgenius, combines the best of neuroscience and psychology with a good dose of humor in training professionals to build strong relationships with clients ... Click for full bio

Most Read IRIS Articles of the Week: April 17-21

Most Read IRIS Articles of the Week: April 17-21

Here’s a look at the Top 11 Most Viewed Articles of the Week on IRIS.xyz, April 17-21, 2017 


Click the headline to read the full article.  Enjoy!


1. Market Keeping You up at Night? Look for the Right Hedge


Like so many others in the industry, I was wrong. For years, I was certain that the bull market was nearing its end. I thought the market was over-extended, and that, surely, the wild equities run was coming to an end. But everyone else was bullish, and perhaps rightfully so. And while I’ve watched equities continue on their spectacular rise, I do think now is the time (really!) to put a hedge in place. Here’s why. Here’s how. — Adam Patti

2. How to Manage Bond Market Pain and Seek the Gain When Rates Are Rising


The realities for fixed income investors have changed. How is this being reflected in markets? Bond investing has become increasingly difficult over the past decade. Markets have been heavily distorted by ultra-low interest rates and quantitative easing, as well as by extreme risk aversion in response to the global economic crisis and the eurozone debt crisis. — Nick Gartside

3. Seven Reasons You'll Fail as a Financial Advisor


Is being a financial advisor worth it? I am an optimistic person and I encourage other people to keep a positive mental attitude (shout-out to Napoleon Hill and W. Clement Stone). However, by taking a good, hard look at the negatives in life, we can successfully pivot towards the positive aspects that will help us achieve our goals. — James Pollard

4. The Secret to Turning Every Prospect into a Client


How do you treat one of your most valued, existing clients? Here’s a list of some things that come to mind. — Andrew Sobel

5. Why Do Clients Change Advisors?


According to many advisors I speak with, the only clients that leave are those who have died. And while attrition may not be a big problem in this industry, I have to assume that at least a few clients change advisors without doing so via the funeral home. — Julie Littlechild

6. Why You Should Focus on Getting Referral Sources


I was talking with an advisor last week about how to get into conversations about what he does. He was relaying the story of going jogging with a friend who could be a good client but is, more importantly, connected to a large network of people who fit this advisors ideal client description. — Stephen Wershing

7. How Big Picture Thinkers Seize More Opportunities in 7 Steps


Big picture thinkers are not unicorns - rare and mystical. And they were not born with the innate ability to think big. They do, however, pay attention to the broader landscape and take the time to think, analyze and evaluate. — Jill Houtman and Danny Domenighini

8. 5 Actions to Build Your Reputation


Your reputation is who you are and how you show up, Monday to Monday®.  Many of us take our image and reputation for granted.  Give careful thought to the kind of reputation that you would be proud of Monday to Monday® and that would resonate with your purpose and priorities. — Stacey Hanke

9. How Are You Poised to Begin Welcoming GenZ to Your Workplace?


The generational changing of the guard is a fact of life as old as time. Young replaces old in responsibility, importance, control and culture. Outside of the family, the workplace is perhaps where this is seen most regularly by most people. — Shirley Engelmeier

10. Are Price Objections REALLY Price Objections?


Next time you hear your prospects give you price objections, it’s not because of the price. The give price objections because they don’t know the full value proposition that they’d be paying for. And it’s not based on their need, or your features and functions. It’s based on the buying criteria they want to meet internally. — Sofia Carter

11. Understanding the Economic Value of Transition Deals


Last week we wrote about the economic rationale behind going independent vs. moving to another major firm as an employee. As a follow-up topic, we thought it prudent to analyze transition packages attached to big firm moves and peel back the layers of the onion to show the components of these deals. — Louis Diamond

Douglas Heikkinen
Perspective
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IRIS Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues to ... Click for full bio