Why conversations with couples require advisor know-how

Getting to the bottom of your client’s money issues is often a challenge. If you’re dealing with a couple, getting accurate answers to financial questions might require a particular finesse.

That’s because half of married or common-law Canadians said that money conversations can cause tension in their relationships, finds a survey from Manulife Bank of Canada.

Further, two in 10 (20%) confess they try to ignore money issues altogether, taking an “out of sight, out of mind” approach to finances.

For some, debt issues impede financial conversations.

The survey finds that one in 10 Canadians with debt (12%) have hidden the cost of a large purchase from a loved one, with one in 10 also saying they lied about the cost. The bulk of these purchases (63%) were under $1,000, but 8% of men surveyed have hidden a purchase worth $15,000 or more.

Not talking about finances has serious consequences—beyond failing to meet important financial goals.

Read: Is your client saving enough for education?

Of Canadians with debt, 40% said debt negatively impacts their mental health. That figure jumps to 70% for those living with relatively large debt. Nearly half of those with debt say they’re often overwhelmed by their financial situations, with one in three saying the debt keeps them up at night.

Those under 35 and those in “a lot” of debt are more likely to say the debt is causing issues in their relationships. Men, those under 35 and those deep in debt are most likely to say their partners don’t know how much debt they’re in.

Debt impacts the ability to save for retirement for more than half of respondents with debt. And more than half of those in debt also say they’d struggle to handle unexpected expenses.

Though advisors can help, three in 10 Canadians don’t have advisors. And, with interest rates on the rise, only one in 10 Canadians have spoken to their advisors about how rising rates would impact their financial situations.

Read: Effects for clients as interest rates rise

About the survey: Manulife Bank of Canada polled 2,003 Canadians between ages 20 and 69 with household income of more than $40,000. The survey was conducted online by Ipsos between May 11-14, 2018. National results were weighted by gender, age, region and education. This survey has a credibility interval of +/- 2.5%.

Also read:

Never assume you know what a client wants

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