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December 15, 2011 at 04:33 PM
At the beginning of each year, you tell yourself that this year will be different. This will be the year to hit your goals. You start off on track, but then something happens that causes a slowdown in business activity … the holidays!
It doesn’t have to be this way. In high school science class, we all learned Newton’s Laws of Motion: “A body in motion stays in motion, a body at rest stays at rest.” The same is true in your business. You’ve spent the year building the momentum, and there are plenty of ways to keep it going through the year’s end and into 2012. Here are three ways to generate new leads and create activity for your business.
1. Step up client reviews. Many advisors meet with their clients twice a year or more; however, not every advisor consistently conducts annual or bi-annual reviews. A review is a great opportunity to get in front of your clients and reinforce why they chose you as their advisor. It’s also a great time to catch up on your clients’ lives. Throughout the year, numerous events may have occurred that require your support. For example, a marriage or the birth of a child may require updates to their beneficiaries on their insurance policies or investment accounts. Countless other reasons may generate the need for updates to their retirement plan. Don’t miss out on this great opportunity to build rapport with your client base, and ask if there are additional ways to help them plan for retirement. Ongoing communication is key to the long-term retention of clients.
