A Field Guide to Effective Client Communication

Let's Talk About Talking

What's the Deal?

You’ve told us better conversations lead to deeper, longer-lasting relationships with clients. Research Transamerica conducted with Luntz Global Partners suggests those conversations could become even better, simply by tweaking the words we use. Beyond word choices, set yourself apart not just by how you speak but by what you speak about. Financial guidance that’s truly valuable takes into account everything that can affect clients’ personal finances, including their health. Helping people make the wealth and health connection is the first step in making sure both can last a little bit longer.

Understand What People Want

When people were asked what they want to have more of in their financial future, health was the most popular answer

Why It Matters

We listened to consumers around the country through focus groups and surveys with Luntz Global Partners. That “listening tour” revealed three key themes influencing clients’ financial decisions:

  • They want relief from uncertainty, including unpredictable medical expenses or health insurance costs.
  • They want you to ease their fears, not add to them.
  • They expect you to prioritize their needs over yours.

Address all of those concerns by showing you care, even in the way you communicate.

16 Phrases for Financial Professionals

The words the financial industry uses aren’t always what clients and prospects expect to hear.

Read More

Language of the Customer

Remember, a lot of clients’ frustration comes from feeling like they’ve lost control. So be prepared to be patient as you help them make decisions. Here are four general communication guidelines to keep in mind.


How can I talk to clients about their wealth and health?

Transamerica’s New Age of Advice and our Advanced Markets team can help. Ask your wholesaler for materials that can help you have conversations that your competitors may not be having about:

Support Material

The following materials are available as additional resources

The Field Guide to Effective Client Communication series also includes a presentation designed specifically to educate you. Contact your Transamerica wholesaler to schedule your seminar today.

Field Guide to Effective Client Communication