In these uncertain times, it’s extremely important you remember your purpose, stick to the plan and trust the process. Your role, as Financial Advisor, is like a Sherpa in that, not only do you have to take your clients up, you also have to successfully get them down.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Bank: https://paretoacademy.com/knowledge-bank-volatility.html

Be the person who runs into a burning building while everybody else is running away. Talk to your clients and be their voice of reason and help them thru these turbulent times.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Bank: https://paretoacademy.com/knowledge-bank-volatility.html

Now, more than ever, your clients need you to be the voice of reason. Call your clients, start with your ideal clients and work through the list and be the fountain, not the drain. Tell some stories. Lead with purpose. Getting out in front of their concerns will ultimately increase your referability.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Base: https://paretoacademy.com/knowledge-bank-volatility.html

Focus on 'what could be' rather than dwell on 'what could have been.' In this episode, Duncan discusses how, during times of turbulence and volatility, the art and science of being a Financial Advisor is revealed as this isn't just about wealth management, it's more about relationship management.

Important links: Chris Jeppesen and Duncan MacPherson upcoming webinar: https://ftportfolios.webex.com/ftportfolios/j.php?MTID=m7d213bc4a8c33360c4d752012784af49

Lavish Cards: https://www.lavishcards.com/

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Bank: https://paretoacademy.com/knowledge-bank-volatility.html

Idea Decanter: https://www.ideadecanter.com/

Pareto Systems: https://www.paretosystems.com/

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.

Continued Success!

Contributed by Duncan MacPherson

One of the most effective ways to sift prospects from suspects and get them to contact you is to deploy a permission marketing approach... This means that you change the call to action from asking them to meet you personally to asking them to request some content from you online. They can begin a relationship with you without actually meeting you at first.

When clients realize that you don't try to sell to people but rather inform them, they know that they can wave your flag without fear. To complement this you should create a habitual approach to providing market commentary, insights and updates and feed it into your site on consistent basis.

In this episode of The Blue Square Method video Duncan discusses Franchise Readiness and combining congruency, continuity and succession simultaneously into your practice to achieve absolutely incredible results.

From a business development perspective, your website can become an essential and dependable 24/7 driver for you. Of all the benefits that today’s savvy advisors are achieving with their websites and on-line communications, the most important is in making it effortless for clients to introduce friends, family members and business associates. Your web-presence can enhance your referrals and act as an approachable route for communication, not just for your existing clients, but for their statistical circle of 52 friends and family.

Whenever a client or partner introduces you to someone, you know that, at some point down the road, those two people will talk and the experience you provided will come up in the conversation. Ensure that the person that was introduced says “thank you!” to the rainmaker. Your commitment to service prompts him or her to validate their delight to the person who referred them, and that validation opens the referral floodgates in the future.