To all our highly valued clients and acquaintances:
Short and Sweet Time
We are keeping this newsletter brief – ever been so busy that you needed to do that?
Key recurring points that I am seeing?
#1) I am finding that there is a growing consensus amongst many advisors that now is the best time ever to expand your biz with new relationships and net new assets. Some are even talking about how now is prime time to prepare for the rebound.
We may not know exactly when that will come or even what it may look like. And most of us agree that, as that time period arrives, investor complacency will creep in and a lot more people will be much less amenable to meet you as a potential resource.
#2) First things first - retaining client’s loyalty through exceptional service and easy accessibility. Finding trust to be elusive with some? Best defense is a good offense
Many Advisors focus on such tried and true methods, for both clients and prospects:
- Attention to detail
- Innovation
- Great service
- Personal rapport
On listening to them well? To do that, we often need to be listened to well ourselves.
Sample value add scripts:
- I want to talk to you about some of the best ideas we have learned from working with other clients and see if any of these will serve to upgrade the caliber of your experience or if you have any other requests to enrich our time for you.
- Our job is to tether together the best resources we can to bring you the right solutions - for the way back in these markets, we work to find the best for you.
#3) On the shoulders of all that? Referral request time, while many investors are still open to other perspectives or ways of receiving service. A couple of script ideas:
- We are looking for people to partner with us to build their personal investment portfolio business very much like they built their corporate business
- We are open for qualified individuals who are pre-disposed to have a conversation
#4) We are hearing that many top producers are now attracting more new prospects to their seminars. There is reportedly a massive uptick on these kinds of activities.
Several key points:
- have your compelling story well-rehearsed, vibrant and ready to tell well
- be sure to ask for a call to action at the end of each program
- have someone at the back of the room with summary packets and your calendar, so that your team can work to set appointments on the spot, ASAP
- give your prospects appointment cards (like a doctor or dentist) with a list of items that they need to bring to your meeting, printed on the back of the card
#5) Play like we practice? (Trick question) Do role plays/real plays. Drill & rehearse.
- Amateurs practice until they get it right
- Professionals practice until they can’t get it wrong
Years ago, famed basketball star, Larry Bird, was asked to intentionally miss a jump shot as part of a commercial film take. It took him 20 attempts to do so – I’d call that mastery.
Let’s get these biz practices down pat. If we haven’t spoken in bit, let’s re-connect.
Always looking to serve you with productive and revenue generating ideas.
With sincere and deep appreciation,
Coach Don
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