In times where financial uncertainty is caused by rising inflation, market ups and downs or global events, managing clients’ wealth isn’t just about choosing the right investments. It’s about helping clients feel secure, stay focused on their goals and make decisions with confidence. A strong financial plan, clear communication and consistent guidance can make all the difference. Manjiree Mangesh Kulkarni, an 11-year MDRT member from Mumbai, India, discusses the principles and strategies that help clients navigate wealth management during uncertain economic conditions.

With over two decades in the financial services industry, Kulkarni has experienced many economic seasons – the 2008 global financial crisis, the unpredictable lows of the pandemic and the most recent tremors caused by inflation and geopolitical instability. Each wave has left its mark, not just on markets but also on investor psychology. These events reshaped how she approaches wealth management – not with fear but with a deeper commitment to building resilience, managing risk and planning holistically.

She says, “For me, the key lies in simplifying complexity for clients. In uncertain times, financial jargon creates distance. But when you speak in a language that clients understand, it fosters clarity and trust. My approach focuses on three pillars: diversification, goal-based planning and behavioral coaching. Together, these form a safety net that not only supports the portfolio but also strengthens the client’s emotional comfort with their financial decisions.”

Serving over 1600 clients, Kulkarni specializes in retirement planning and long-term wealth creation. Her ideal clients are mid-career professionals and women in transitional life stages, such as post-divorce or retirement. With a small, dedicated support team, she offers personalized guidance and emotional reassurance — crucial for clients who value structure and empathy in navigating financial decisions.

The bucket strategy: Turning uncertainty into structure

Kulkarni shares a strategy that has consistently delivered results, especially during volatile times, which she calls the bucket strategy. Think of a client’s assets as divided into three distinct buckets: short-term, medium-term and long-term. Each bucket aligns with specific goals and liquidity needs. The short-term bucket ensures that essentials and near-term expenses are covered, meaning clients don’t need to touch their long-term investments during market dips. The medium-term bucket is built for planned goals within the next five to seven years, while the long-term bucket focuses on wealth growth and retirement planning.

“This method does more than manage money; it manages emotion. Clients feel secure knowing their immediate needs are insulated from market turbulence, which gives their long-term investments the space and time they need to recover and grow. The psychological relief this structure provides has been one of the biggest contributors to client confidence,” she says.

Staying anchored amid chaos

The biggest challenge during a crisis is not the external event itself, but the internal panic it creates. That’s why Kulkarni’s most repeated advice to clients is simple: stick to the plan. Markets may dip, but panic-driven decisions cause real damage. She says, “I emphasize long-term vision over short-term fluctuations. Financial discipline is what holds everything together. A well-documented financial plan, paired with prudent asset allocation, provides clients with a compass they can trust even when everything around them feels uncertain.”

“And communication plays a crucial role here. I don’t wait for clients to call in panic; I reach out to them first. Whether through a quick message, a portfolio update or just a simple check-in to see how they are doing, these small gestures reassure them that they are not alone in this journey,” she adds.

Preparing for the inevitable: Educate, don’t just advise

Kulkarni says, “One of the most empowering things we can do for our clients is to demystify the market. Market fluctuations are inevitable but fear often comes from not understanding what’s happening.” She spends a significant amount of time educating her clients on market cycles, portfolio behavior and risk management. She adds, “We run scenario analyses and stress tests together to see how their plans would perform under various market conditions. These are not just technical exercises, they are confidence-building tools. Once clients see their portfolios can withstand potential shocks and understand why they are built the way they are, they stop reacting impulsively to every market headline. They begin to trust the process.”

Regular reviews: Confidence through clarity

“Clients need to see that their plans are not static, they evolve just like life does. That’s why regular reviews are a must. These check-ins are more than just performance updates. They’re moments to reconnect, recalibrate and reinforce long-term goals. Many times, these sessions are where the most meaningful conversations happen about changing family dynamics, new life goals or even evolving fears,” she shares. Kulkarni believes wealth management isn’t just about numbers, it’s about people. And staying in tune with their changing realities allows her to serve them better.

Final thoughts: Uncertainty isn’t the enemy — unpreparedness is

If there’s one thing the past two decades have taught Kulkarni, it’s this: uncertainty will always be a part of the financial landscape. But with the right mindset, strategies and support system, clients can not only survive these times, they can thrive.

“My job as a financial advisor is not to eliminate uncertainty, it’s to help clients navigate through it with clarity, confidence and control. And every time a client says, ‘I am glad I didn’t panic,’ I know we are on the right path, not just toward financial success but toward lasting peace of mind,” she says.

Contact: MDRTeditorial@teamlewis.com

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Navigating wealth management in uncertain economic conditions