Do you know how to use virtual meeting tools? You might think clients do not want to use this technology, but you may be wrong.
This could be looked at a couple of ways. Think of how many people are unfortunately getting laid off, and will likely need help with rollovers. Think of how many people are going to be affected by the CARES Act-the Coronavirus Aid, Relief, and Economic Security Act. When you call that next generation to just check in, explain to them that you are the sounding board for the family and are simply calling to see if you can help. One of my financial advisors has each of his clients fill out a family tree every year. If your client is still apprehensive, invite them to share your contact information with their children. If you have clients that are reluctant to give you this information, tell them you want to make sure their planning includes their children, because in the end their family is going to a big part of the plan. If not, use the Client Engagement Road Map to learn who they are and how to contact them. Two bear markets in 10 years? If you have been introduced to them, now is the time to call. If the kids don’t need your help now, they never will.
How well do you know the kids of your clients? Ask your Russell Investments representative for our white paper on how to set up an advisory board. You could also set up a virtual advisory board and see what other ideas or insights your best clients might have. Empathy is the new currency in this world. You could also remind them that since they are in an advisory relationship with you, you are able to be a sounding board for anyone in their family that might need help. How well do you know your best clients? Have you segmented your book of business and are you giving your best clients the service they deserve? (If you haven’t, we can help.) If so, do you think your best clients know anyone that may need the help of a financial advisor at this time?Ī great question to ask your best clients would be, Do you know anybody in your circle that may need to talk to me? I would leave it at that. Seize the opportunity to build connections. I have had many calls with financial advisors during the past few weeks, and the biggest question they have is, How are other advisors generating new business in this environment? I took that question back to my colleagues and experienced advisors, and we all agreed that generating new business today boils down to generating new LEADS:
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