Like the saying goes, “a picture paints a thousand words.” If you’re asked to remember a list — tree, sweater, cat and the colour purple — you can try to memorize it. But you’re more likely to be successful if you picture it — a cat, wearing a purple sweater in a tree.
The same principle applies when you’re explaining a concept to a client. With some clients, you can use your words to explain the impact of interest rate changes on their retirement savings withdrawal rate. But visual aids, such as a graph or report, help them process the impact and retain what they’ve seen and heard. The Social Science Research Group identifies that 65% of the population need to see what they’re learning. Visual learning is something we all have in common. Most clients will understand and remember a concept better when you use an interactive graph to show the difference a few percentage points can make.
We each have our own preferences in receiving information. Barring any disabilities, we could use 3 of the 5 senses — sight, sound and touch — to learn and experience financial concepts. Knowing your clients’ preferences will help you deliver your message in a meaningful, memorable way.
Visual learners want to see what you’re describing because they want to know what the subject looks like. You can best communicate with them using visual aids like infographics, charts, illustrations or simply drawing a concept on paper.
If a client says, “Tell me what you mean,” they may be the type of person who learns by listening to your words. These types of clients will pay close attention to the sound of your voice and will pick up on your inflections. They’re active participants in the conversation, asking questions along the way.
Incorporate 2 senses — sight and sound — and share Sun Life Financial’s Money for Life whiteboard videos. Clients can see and hear a simple explanation of financial planning concepts. Using tools can help, but don’t forget to take the time to explain how their needs will change over time and how you can help them to build and protect their savings.
Tactile learners want to physically do something to understand it. “Let me try that,” is something they’ll say when seeing something for the first time. They want to actually touch what they’re learning. Share a tool or calculator and let them try it for themselves to gain their trust and confidence.
Understanding the different learning styles and applying them to your sales approach can help you grow your business. Before client meetings, think about the different learning preferences. How can you present the information about a holistic approach to their financial needs in a way that makes it easy for them to understand? Once you’ve determined what your client’s learning style is, you can select the type of marketing material that works best with them.
Interactive planning tools – online and unlocked
The Money for Life web app enhances retirement planning conversations with interactive tools, demonstrations, videos and retirement planning resources — something for each of the 3 learning senses. The tools and calculators are designed to help clients understand the risks they’ll face. You can plug-and-play the information in the calculators to produce a report that shows how different scenarios may affect your clients’ retirement plans. It positions you to outline some of the solutions to help them retire with confidence.
Accessing these tools is now easier than ever, with no login required. Check out these tools and calculators available on Sun Life Financial’s Money for Life web app:
- Annuity & GIC income comparison – compare the income needed from a life annuity with no guaranteed period, to a GIC.
- Longevity risk illustrator – learn about the likelihood of living longer than you think, and the inherent risks of longevity.
- Buy now, buy later – understand the trade-offs associated with delaying a life annuity purchase.
- Sustainable income demo – discover what adding a life annuity to a retirement income plan can do.
- Your health, your retirement – find out how health can impact retirement and what you can do about it.
For more information about the Money for Life web app, contact the Sun Life Sales Support Team.
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