Mastering the ‘Impact Investing’ Client Conversation
Cerulli recently unveiled a major disconnect — 58% of advisors said their clients were not interested in ESG, while 44% of clients surveyed said they were. Broaching the topic of impact investing for the first time can be intimidating: You don’t want to imply there is something wrong with a client’s current portfolio or seem judgmental by pointing out a lack of ESG investments. But if you don’t bring it up, you could miss an opportunity to deliver something clients truly desire.
Hear from Kelly Baldoni and Kathleen McQuiggan about how to introduce sustainable investing concepts to your clients in a way that demonstrates your value as an advisor. They will cover how to identify clients and prospects who may be interested in sustainable investing; questions that can help you initiate a conversation; and strategies for engaging in a dialogue about impact and sustainability issues that will deepen your relationship with clients.