Author Joanne Black has spoken with many advisors who concede that the recession has provided an important opportunity to focus on improving their sales routine. “People talked, they wanted to connect and exchange creative ideas,” she says. “They challenged conventional thinking and adopted new ways of working.”

These inventive strategies of handling old problems have already found a home in the financial services industry. Says Black, “I heard one advisor with a progressive, referral-based business say that he loved this recession! His business was up 50 percent from last year.”

More than anything, Black encourages advisors to take advantage of what’s already out there: The growing opportunities afforded by a growing population of retirement-age baby boomers. “We have an unparalleled client base that needs our services. Position yourself for the rebound. The boomers are here and more are on the way.”

Black suggests advisors use the recession’s time of introspection to help plan for their own personal success. “Now’s the time to work hard, work diligently, work with purpose and make sales. Use anything and everything to boost your sales and ensure that you land great clients so that you, too, can look forward to an early and wonderful retirement.”