1. Look for opportunity. “Use the negative media and market as an opportunity to talk to people. An opportunity to talk to someone about their finances like this doesn’t come around that often. Take advantage of it.”
  2. Think preventatively. “Develop safe money strategies for your clients.” Knowing that you’re in the market for their best interests will help your clients realize that you’re really in it, for them, for the long-haul.
  3. Gather your resources. “Get referrals from existing clients.” Boost your prospecting ability, and your ego, by collecting good words and great advocates.
  4. Reassure with competence. “Meet with existing clients and go over their statements.” Stay with your client in their time of need. Keep appointments diligently and refresh your connection often. A personal touch with dash of competence goes a long way in tough times.

Jay Grubb of Key Financial Partners is a financial, retirement and estate planning specialist in Gwinnet Country, Ga.

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