Use case: Going beyond the numbers with HALO

How Capital Insight forged unbreakable client relationships and accelerated growth with personalized longevity planning.

Let’s face it. In the crowded landscape of financial planning, touting your superior returns or portfolio management skills can make it difficult to stand out. You become just another voice in the noise. It’s why so many firms promise to personally tailor their advice.

But, for growing advisory firms, managing expanding teams and a larger client base, the pressure to scale efficiently without losing the crucial personalized touch is paramount.

So, how do you cut through the noise and demonstrate your value right from the get-go?

For Capital Insight Financial Group, becoming a trusted guiding hand has always been their ultimate aim, to take the pressures and guesswork out of financial planning for their clients. Long-term forward planning has always been at the heart of their offering. 

But, the biggest question they struggled to answer with clients was: How do we realistically plan for the unknown of longevity and the potential costs associated with it?

Without a reliable way to personalize longevity projections, factoring in crucial elements like future care costs felt like guesswork. And in this first crucial meeting, where advisors aim to demonstrate they know the client and will deliver tailored advice to meet their needs, they were left relying on averages and actuarial tables for their projections and proposals. 

A disconnected experience against the promise of personalized advice.

They needed a way to connect instantly with their clients. To truly demonstrate how their advice will be tailored to the client. And that went beyond averages to showcase their commitment to truly understanding each individual’s unique future.

Goals for Capital Insight

• Connect with clients instantly: Forge genuine connections through personalization from the very first interaction, which develops trusting relationships faster. 

• Spark meaningful meetings: Move beyond routine portfolio updates to engaging, dynamic discussions with clients, deepening relationships and loyalty.

• Differentiate their offering: Clearly demonstrate their unique value proposition in a competitive market.

The longevity conversation is a crucial component of financial planning. It can help clients understand their financial needs during their 'go-go' years and their 'go-slow' years, allowing them to plan appropriately for potential care costs. More importantly, it helps them determine when they should be achieving their goals in life so they can live life to the full.

Capital Insight required a solution that could address the longevity question while simultaneously creating a powerful, tailored first impression.

Enter Lumiant HALO.

Offering a science-backed approach based on millions of data points, HALO was the missing piece of their puzzle. Not only would it enable advisors to better tailor financial plans with personalized longevity insights, but it would also provide a compelling way to initiate meaningful client relationships.

Today, HALO is an integral part of Capital Insight’s planning process for every client. But its impact extends beyond plan creation. It serves a dual purpose during prospect meetings, helping advisors avoid awkward longevity conversations while enabling them to connect with clients instantly.

So, how can you use HALO to transform your longevity planning and supercharge client acquisition?

Step One: Connect with clients instantly

The initial meetings with clients can be make-or-break. Capital Insight wanted to be seen as the obvious choice. Their philosophy always revolved around the ”why” - not just their “why,” but the client’s “why” for seeking financial advice. And often, the client’s underlying drivers were concerns about long-term security and the potential burden for future care costs.

While they could craft a detailed plan that catered to the client’s concerns and provided the peace of mind they were seeking, they wanted to demonstrate this commitment immediately, within the crucial first meeting.

This is where HALO stepped in. 

HALO’s engaging digital assessment, which uncovers the impact of family health history, lifestyle choices and demographic factors on a client’s longevity, is capable of generating personalized projections within minutes. Rather than relying on a generic sales pitch based on averages like their competition, Capital Insight’s advisors could now offer tangible, personalized insights into a prospect’s potential future. This wasn’t just talking about long-term planning; it was showing it in a concrete and meaningful way.

The HALO assessment has become a powerful tool to build an instant connection with prospective clients. Advisors could walk their prospects through the results, sparking insightful conversations that went beyond basic financial information. It allowed advisors to quickly understand individual priorities, concerns and needs for long-term planning. 

The result? From the very first interaction, Capital Insight could demonstrate a genuine commitment to understanding each client at a personal level. They could walk the walk, not just talk the talk. 

“Within 25 minutes of meeting a prospective client, we are able to give them personalized and substantial information about what their long-term care costs might look like. Having HALO as a tool in our repertoire allows us to jump straight into meaningful conversations, generate reports, and share information in no time at all. It helps us build trust with prospective clients right out of the gate. ”

Jacob Reid, Financial Advisor and Owner of Capital Insight Financial Group

Key takeaway: Make your first impression count. If you are offering tailored, long-term financial advice, don’t rely on averages and actuarial tables. Demonstrate your ability to understand the client by enabling them to assess their longevity and their potential long-term needs right from the outset. HALO offers a powerful way to move beyond the generic and into more meaningful long-term planning conversations. 

Step Two: Spark meaningful meetings

It’s all well and good to win new clients. But keeping them engaged is another story. The routine of portfolio reviews and performance reports can become monotonous for clients. Unless they are a rare client who loves a spreadsheet, the standard financial planning process can become quite disengaging.

Capital Insight aimed to make every client interaction feel tailored to their individual lives. HALO provided the key. By integrating personalized longevity data into ongoing client conversations, they could draw direct links between their financial plans and long-term security aligned to their longevity in a way that truly resonated. 

Previously, Capital Insight, like many firms, had to rely on industry averages and actuarial tables for longevity projections. Now, within minutes, each client could receive data specific to them, allowing advisors to offer a much more engaging and tailored view of potential long-term care costs. 

This shift has transformed conversations around longevity. Instead of relying on best guesses, clients were looking at their data, leading to deeper engagement and a greater sense of ownership in their financial plan. Capital Insight even saw clients proactively retaking the assessment after significant life changes to ensure their projections remained accurate.

Beyond engagement, HALO has helped to foster stronger client relationships. The thoughtful questions within the assessment opened doors for advisors to gain a deeper understanding of their lifestyle choices, goals and even previously unspoken concerns. This allowed for more empathetic and tailored conversations, positioning advisors as true long-term partners characterized by genuine connections.

“ What’s important to the client should always be important to the advisor. The more you know, the better you can serve and connect with them. The data that HALO provides helps our advisors understand their clients’ sensitivities and priorities towards longevity and long-term care, allowing them to approach these discussions in a meaningful way.”

 - Jacob Reid, Financial Advisor and Owner of Capital Insight Financial Group

Key takeaway: Are your client meetings truly engaging and personalized? Are you connecting financial performance to long-term security? Using HALO you can move beyond routine updates and align financial plans to longevity projections to foster deeper, meaningful relationships that build lasting trust.

Step Three: Differentiate Your Offering

How does all of this actually help Capital Insight stand out from the crowd?

Fr om the outset, Capital Insight’s core value has been trust - being a reliable guide their clients can depend on. HALO provides the crucial tool to exemplify this aim. It recognizes each client’s perspective on end-of-life care and their associated fears are unique. And provides a consistent way to understand and address these individual sensitivities. With rapid access to personalized longevity insights, advisors can better act as a trusted guide to help clients navigate these delicate topics, with greater empathy and understanding.

Many financial firms claim to prioritize client trust by tailoring their advice to their own personal circumstances. But Capital Insight has perfected this with HALO. 

For prospective clients, the initial meeting with Capital Insight now stands out dramatically. Instead of a generic sales pitch, clients receive valuable, personalized information about their longevity and potential care costs - with no obligation. This instantly signals the firm genuinely cares for their well-being and long-term security. 

While not mandatory for clients, the option of accessing this personalized data has been overwhelmingly embraced across the board. After all, if you’re offered the choice between a range of bland, approximated plans versus a truly bespoke plan, tailored to your longevity, the choice seems pretty simple.

“We now use HALO in every financial plan we create, it’s become a central part  of the longevity and care portion of our planning  process. It’s a no-brainer to implement and a great value-add to client plans., I don’t know why more planners and individuals  aren’t using it”

 - Jacob Reid, Financial Advisor and Owner of Capital Insight Financial Group

Key takeaway: What truly differentiates your firm in a crowded market? Are you offering a truly personalized experience that addresses your clients' deepest concerns about the future? HALO offers a powerful approach to moving beyond generic advice and demonstrating a genuine commitment to understanding each client's unique journey.

Ready to level up your longevity planning and boost client acquisition in the process? Book a HALO demo today to see how it could transform your firm.