This is NOT the Time to Hold Down the Ship

 

Right Now it’s Time to Get People on Board

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I can think about the contacts with our folks over the past two weeks and identify $30 million in new assets. Wow! You are making a difference.

If you are thinking now is the time to hold down the ship, I want to suggest that you are wrong. Now is NOT the time to hold down the ship. You need to move, move, move people on board like their financial life depends on it. If you are not gaining market share now, we need to talk! So, I’ll give you a few ideas here and we’ll get a plan in place with you pronto!

 

Clients don’t always recognize that you have a repeatable process to manage market volatility until you point it out. It puts them at ease, focuses them back on their goals, and gives them confidence that “you’ve got this”. No matter what role you play in the practice, this message is important to you and the people you are serving (or about to be serving).

 

Because there is still such a low percentage of true financial planners, many folks are left without context for how this is truly impacting them financially. They can see numbers but cannot relate to them in terms of what it actually means.

 

We don’t want to focus on what other advisors ARE NOT doing. Stay focused on what we ARE doing:

 

  • The 10-Minute Client Connections with a personalized report and meaningful agenda

  • Client E-Mail and Social Media Communications

  • Educational and Timely WebEx Sessions

  • Portfolio Rebalancing or Reoptimization

  • Opportunistic Investment Options

  • Availability for Questions

  • Comprehensive Financial Planning or Free Foundational Advice

  • So, so much more based upon your Client Experience Deliverables

 

It’s not really about asking for referrals, it’s about offering a steady hand in a time of need to their friends, family, colleagues, and neighbors. When you’re doing the right thing in times like these, people need you and appreciate you.

 

So, go back to all those folks who wouldn’t schedule appointments with you, to those prospects who weren’t quite ready to meet with you, and to the people who left their money in their former employer’s 401(k) plan even after you gave them a proposal. I think you’ll be amazed at how open they are to speak with you, how much they appreciate your advice, and how willing they are to refer you to the people they care about right now.

 

We are going to be supporting you in onboarding as many people as possible over the coming weeks (or maybe months). You should do it like you’re throwing them a financial life preserver; I cannot emphasis this enough.

 

They are getting people to do the right thing to save their lives staying at home and we are doing the right thing to save people financially by connecting them with true financial planning and keeping them from making choices that can kill them financially.

 

If you are thinking, well, I’m just staff, or I’m a Servicing Only AFA, you are thinking wrong. You know people who need that financial life preserver, too. Let us help everyone we can, including the people you care about most!

 

If you want us to connect you with someone to address your financial life-saving marketing plan so you can onboard as many people as possible, contact Debbie Weliver.

About the Author

Bernie DeLaRosa, CFP®, ChFC®, CRPC®, CLU®, APMA®, CASL®, BFA™
Managing Business Consultant


  • Mergers/Acquisitions/Practice Sales
  • Legal Agreement Definition
  • Advisor Leadership Skills
  • Initial Practice Assessment

 
MarketingBernie DeLaRosa, CFP®, ChFC®, CRPC®, CLU®, APMA®, CASL®, BFA™