While the current economic situation may have your clients in a panic, you can find plenty of opportunity in the turmoil. Matt Oechsli of The Oechsli Institute and Registered Rep Magazine offers 12 tips to help you develop a tough defense and a pro-active offense.
- Stay calm and confident. Listen to experts, but filter out the hype.
- Focus on events you can control.
- Activate your achievement cycle. Set goals and work on them, even if you’d rather be doing something else.
- Balence your life. Stay healthy to keep your energy up and stay on your “A” game.
- Craft your story. You must be the filter for your clients, sifting through hype to communicate facts.
- Be proactive with your contact. Your clients are looking for help. Make sure you’re the one they turn to by contacting your top relationships.
- Get face-to-face with your clients. Help your clients solve their problem, communicate the resolution clearly, and make sure they understand.
- Surprise and delight your clients. Go out of your way to do something special for your top clients. A small, thoughtful gift is all you need, but you have to know your clients well to effectively do this.
- Source affluent prospects. Always have your antennea up when your affluent clients are talking to pick up names of colleagues, family members and friends.
- Penetrate your clients’ centers of influence. Ask to be introduced to someone within their center of influence.
- Hold a market update event. Invite your top clients and their guests.
- Get on the affluent playing field. People are scared and asking questions. Always be prepared to answer those questions.