Advisor's empathy most important, say widows

Advisor's empathy most important, say widows

Advisor

Illustrating the difficulty that many advisors have in serving widows is the fact that the vast majority of widows, for one reason or another will switch advisors. “If you don’t approach it with compassion and the support that is needed the client relationship can be jeopardized and that is why we also see 70% of widows change advisors,” said Willis. “You’re dealing with people at their most vulnerable and it is a good opportunity to walk with someone through that, the relationship may be greatly strengthened when you do,”

One key to serving clients in their time of need is understanding how different people experience grief.

“Some people want to move on very quickly, make decisions, settle the estate and get their financial affairs organized. They’re entire world has been turned upside down and taking action gives them a feeling of control over their lives,” she said. “But grief stirs up our emotions and impacts our cognitive abilities, so it’s not always the best time to be making important decisions. For those types of people – and I was one, that is how I reacted – they need to be slowed down a little bit and helped to focus on what is really important.”

That means setting specific goals: what can be done today and what can be postponed until the client is in a better state emotionally.

“Other grievers might be more reluctant to make decisions: they feel overwhelmed and they don’t want to deal with finances because they are dealing with their grief,” Willis said. “Sometimes they have to be nudged along a little to deal with things that have deadlines or have to be dealt with immediately.”

In this balancing act, it is best to let the grieving partner “know that there is no pressure to act or make decisions until she is ready,” said Willis. “Set generous and movable timeframes to the extent to which that is possible – there will be tax deadlines and estate issues – but prioritizing what needs to be done now, what can be done soon and what they can put off until they are ready is often a good approach,” Willis recommended.

Advisors should also prepare clients in advance and bring up uncomfortable issues such as death or long-term disability. “There’s nothing that is going to change the emotional devastation that occurs when you lose a spouse, but that burden is greatly increased if there are issues that need to be dealt with because there wasn’t pre-planning in place, for instance if someone dies without a will.”

“It adds such an additional unnecessary burden: advisors absolutely should be talking to their clients making sure they have a current will, life insurance definitely, it’s all part of easing the burden.”

It is also advisable that advisors make sure that they have a relationship with both spouses even if only one spouse is taking primary responsibility for finances, Willis notes.

While Newport Private Wealth deals with high-net worth clients, Willis said even the wealthy need an advisor who can help with grief.

“Loss of a spouse can trigger anxiety about money and that’s not always related to the amount of wealth a person has, it’s a common response to grief,” said Willis. “From an advisor perspective it’s about balancing the financial needs with the emotional chaos that is going on within someone.”

 Through her personal blog www.inspiringwidows.com Kelly shares insights on finding peace, prosperity and purpose in widowhood


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1 Comments
  • Ami Maishlish 2013-08-04 11:33:19 AM
    This is an excellent, well written and raises important considerations. One of these is the need for intelligent life insurance planning before the event being insured for, and when clear thought is not clouded by emotions.

    One example of this is the need for insurance professionals to read, understand and clearly explain key contractual provisions of insurance contracts under consideration, and even more so when the contract provisions involve both spouses (such as in joint first-to-die contracts and combined billing discounted contracts).

    Some joint, first-to-die contracts stipulate that coverage may be continued without new evidence of insurability for the surviving life PROVIDED that the decision to continue coverage is communicated to the insurer WITHIN a specified period (usually 30-days) after the first death. Others, such as Manulife's form of joint, first-to-die (which they call "combined") have, IMO, a better approach in that the coverage automatically continues for the surviving life rather than necessitating a request for continuance within 30 days of the first death.

    In some regards, likewise for billing discounted policies where two lives are insured with the same carrier to save on the policy fee, and particularly when one life is insured as a "rider" to the other (it is for this reason that in LifeGuide, quotes for such contractual arrangements are clearly annotated with the notation "Base:Rider" to draw the advisor's attention to the matter).

    Needless to say, the time for proper and well though out planning is prior the event being insured against. I wonder how an advisor could support a claim that (s)he acted in the best interest of the clients if (s)he failed to recognize and clearly explain contractual provisions that may have the potential of causing a widow(er) to also lose their life insurance coverage shortly after becoming widowed.
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