In a recent Zoom call with Gerry (a veteran advisor hailing from North Carolina), Gerry told me, “I’m trying to strike a balance between reaching out to my clients as a good listener – to do my best to ease their concerns – and suggest some important steps they should consider taking.”
Can you relate to this balance? Yes? That’s good. That means you want to be there for your clients and you also believe that you have further value to bring to them.
Can you talk about products and services? Can you mention referrals and introductions?
It was the following two lists of action steps that Gerry sent to me in an email that prompted me to reach out to him. This first list is related to making a personal connection.
This conversation is producing three main outcomes for Gerry:
If you had a client who had fallen into quicksand and you had a rope, would you toss them one end and start pulling?
I suspect you would. YOU provide important value to your clients. While you want to be sensitive to the challenges that everyone is facing, you simply must be bold about your value – bringing your value to your current clients and prospects, as well as multiplying your best clients.
Speaking of Multiplying Your Best Clients, do you have this guide yet?
Between COVID-19 and the volatile stock market, our industry is reeling. Yet in the midst of this crisis, there’s opportunity.
Did you know that many advisors acquire significant numbers of new clients after a downturn in the market? In fact, I believe that the advisors who proceed correctly will experience the greatest prospecting opportunity in over 20 years.
If you are ready to turbo-charge your client acquisition process, check out the 3 highly-customizable 1:1 coaching programs that we offer.
“Before our coaching started, I was using an email method to contact prospects that just plain stunk. No responses. Not even negative responses. After one call with you, I revamped my message and have already secured 2 new clients. Unlike past coaches, YOU are actually making me money!”Dennis O’Keefe, CFP
Successful Money Strategies, Inc. (Fall River, MA)
“I have revised my business development roadmap off of your tools and guidance, and we are off to a roaring start in 2020. Our pipeline is stronger and deeper than it has ever been. The way I interact with COI’s and prospects is 180 degrees from where I started.”Ryan Weissmueller
President – Fintrepid Solutions (Scottsdale, AZ)