Helping Clients Navigate Life Transitions Part II: Career Changes and Moving
by Tony DiLeonardi
In my last post, I introduced the topic of helping clients
navigate life transitions. In this post, we'll
begin working our way through the seven major life transitions that
people face and explore ways to not only aid your clients during
these times, but also treat them as opportunities to
I'm going to address unemployment first since that may be a
greater source of stress for clients than a new job. The loss
of a job can be very disorienting and your guidance can help them
refocus on the issues that need their immediate
If the client is eligible for severance and/or benefits, find
out if they are negotiable. Be sure to review the tax
implications of any payments and help them determine which
investment vehicle may be most appropriate to deposit any severance
into. Also help them research health insurance options.
Whether they elect for COBRA or an individual insurance plan, their
immediate attention to this matter may help them avoid making
The connection opportunity here is significant and you don't
need to start moonlighting as a professional recruiter to make an
impact. Simply facilitate and invite them to client
networking events or offer up referrals within your network.
Once a client lands a new job, offer to review the benefit package
with them. At a time when their focus may be on simply
securing a source of income, you can offer clarity on important
compensation issues. Be sure to congratulate them on the new job
and proactively offer help with any new 401(k) options.
On our list of "least favorite things to do," buying a new home
and moving may come in only second to enduring a root canal.
This is a real opportunity to be the hero by offering guidance with
the loan process and closing considerations. Remind clients
to keep moving related receipts for tax reasons and to update the
appropriate insurance policies. Once the clients have settling in
their new home, maintain your connection with a small gift/note of
congratulations or provide them with information on services and
restaurants in their new area.