Cam Marston

The first rule of selling remains steadfast: Know your customer. With five distinct generations playing active roles in the buying decisions of companies worldwide, that tenet is increasingly difficult to fulfill. It is no longer enough to be personable and knowledgeable about your product. Changing dynamics require changing strategies. To succeed in today’s business climate, you need to approach each buyer with an informed generational perspective — recognizing the underlying biases, values and expectations that pave the way to “Yes.”

In this presentation, Cam Marston shows you how to create a fast and genuine connection with new customers, sell to your customer’s expectations, build trust between generations, and avoid communication pitfalls.

Throughout the presentation you will learn how companies are effectively engaging generational marketing techniques to appeal to the unique decision-making traits of each generation and how to develop a solid sales process based on generational biases and business preferences.
 

For decades, financial services professionals have focused on demographic groups that are now moving into and past retirement. The Matures (born 1945 and prior) and the Baby Boomers (born 1946 – 1964) are the generations that the financial services industry grew up with and their client relationships were defined by traditional business models. Now, Generation X and Millennials, with different economic and cultural experiences, are in the age ranges that make them prime markets for investments, retirement planning, insurance, and other financial products.

Cam Marston understands the attitudes and expectations of today and tomorrow’s generations and what they expect from financial services providers. He knows how they buy, how they value different types of information, what their definition of “expert” is, how they apply it to financial professionals and what they want financial professionals to teach them. Cam has also tracked how the events of the last three years have altered the way they perceive money and financial planning. He understands their preferred methods of communications, which sales tools to use and how to use them effectively.

The next generation of financial services client has arrived. They will not tolerate being treated the same way their parents were treated. Learn what they want in this exciting and impactful presentation.
 

Your clients’ fears change throughout their lives. Regardless of whether they are young or old, they likely worry that their financial challenges are nearly insurmountable. They show a brave face to their family and to their colleagues but inside they tremble, Uncertainty creates fear. It always has. It always will. 

You, the advisor, know better. Your financial training has taught you that few financial challenges are unalterable. You know what to do, what to expect, and what products can address your clients’ challenges. However, sharing your confident outlook requires knowing what your clients’ fears are and how to discuss them. And knowing how to do that, requires knowing a bit more about your clients. 

Life’s Predictable Fears 
•    When in early adulthood, your clients’ fears are largely about themselves and their ability to earn and save 
•    Later the fears center around children and their future 
•    Then your client’s ability to preserve good health and save funds for retirement 
•    Then it’s a comfortable and productive retirement 
•    Followed by the extraordinary human desire to be remembered 

Each of these life stages require the savvy to know how to communicate appropriately with their client going through these emotions, these phases. 

Supported by data and research, this presentation equips advisors to talk their clients through their fears and equip them to more fully develop long lasting, fruitful client relationships. 
 

Leading Multi-Generational Teams is an out-of-your-seat, multi-media workshop using fun and engaging methods to expand leaders’ existing knowledge and facilitate new and deeper insight into those whom they lead. Providing multiple application opportunities, the workshop optimizes a leader’s abilities to develop high performance teams and achieve better results on the job.

Participants learn the demographics, historical events, and parenting trends that created each generation’s workplace preferences and how these preferences can become sources of conflict. Awareness, appreciation, and mastery of generational preferences enables leaders to address such conflict productively, if not avoid it altogether. Furthermore, mastery of generational preferences ensures productive team relationships and communications that promote creativity, innovation, teamwork, and performance.

The Gen-Flex® model—a tool for leaders to examine how generational preferences influence their own leadership approach on a case-by-case basis—is central to the workshop. The tool teaches leaders to adjust their approach to minimize generation gaps and lead effectively.

A flexible program, the course is available in half-day and full-day versions. Leading Generations can also be customized to integrate (or be integrated into) your organization’s existing learning programs. 
 

Not only is Cam Marston a powerful speaker but he is also an exceptional Master of Ceremonies. A meeting planner’s dream, Cam’s emcee skills rival those of any comedian or other professional host. He is quick on his feet, funny, flexible, always prepared, and skilled at keeping the meeting on track and on schedule. 

As an in-demand expert on workplace and marketplace trends, Cam offers special rate packages that combine his emcee work and a keynote.