This is originally a piece that we customized for all our one-on-one coaching clients during the last meltdown in the stock markets, and our clients did very well by it. We will most certainly be addressing this topic with our clients this time around too.
Make no mistake; it is during turbulent and emotional times like these that advisors are at their most referable. When things are really going great, it can be almost difficult to distinguish one advisor from another.
When things are going bad, a person may quickly find out if their advisor is a leader that shines like a beacon during dark seas, or they may find out that their advisor has been an over-promising salesperson all along, and their calls are not being returned.
This is a time then, to not only reach out to your best clients and proactively let them know that you are there for them, but also for the people that are important to them. These are revealing times! Times like these effectively strip away all the window-dressing and show clients exactly what kind of advisor they really have, and typically clients will see their advisors fall into one of two main camps: Leaders and Salespeople.
All of your best clients need a phone call from you to address this, and we encourage you to make use of the following scripting. Don’t dwell on thinking about what you are going to get out of it, dwell instead on the fact that is the right thing to do to be there for your clients and for the people that are important to them!
Introduction Scripting During Turbulent Times
Master the nuances of this scripting so that you can deliver with conviction and then get on the phone at your earliest convenience with all your best clients. If they need some hand-holding first, that is perfectly understandable. It is also a perfect segue to do your scripting after that hand-holding, because it shows additional leadership.
“As you know , these are exceptional and unusual times right now. It’s important for me to tell you that I am here for you as a resource to help you and those you care about. Understandably, there are many people right now who are stressed out and may have a great deal of anxiety about their investments and the market. We are talking about people’s life savings here – so it isn’t something to be taken lightly.
If you have a friend or family member who you think needs some assistance, I would be happy to meet with them to try and help them out. I can’t promise you that I will take them on as a client, because as you know, there has to be a fit. They have to want to work with me, and I have to feel I can provide them what they are looking for. Regardless of the outcome, I will do my best to point them in a direction that is beneficial to them.
And, just so you are aware , this is something I offer only to my best clients. So, if you should run into someone that needs help or guidance, give me a call and let me know. I will make the time to reach out to them because if they are important to you, then they are important to me. Do you have any questions?”
Making this simple call to your top clients can help alleviate their fears and make you appear proactive and ready to defend their, and their friends and/or family members, best interests.
Contributed by Duncan MacPherson