100. Widows’ Day
Valentine’s Day is special for many, but can be lonely for our widow clients. Every year, we make sure to send them something special to let them know that they are being thought of. After the gift goes out, we begin to receive phone calls and emails saying how thoughtful it was.
99. Be consistent.
Clients need advisors they can count on; no one should ever have to worry that their advisor might not come through this time.
What Your Peers Are Reading
—Jean M. Gianfagna
98. Personal touch.
Deliver a process that shows boomers how what you do benefits them personally. We frame our advice around the “lifestyle” they want to live, the “life income” they have to support their lifestyle and the “life boats” to get into should the unforeseen occur. Understand they don’t feel old, it’s just what is important to them has changed.
97. I object.
Many times objections are really not objections but a way to sabotage. Reword the objection in terms of a benefit offered to the client that he/she was not aware of and let them contemplate. Usually the real reason comes out and you can proceed from there at an advantage.
96. The social butterfly.
I join my clients in their social lives. I have one client who is in a cribbage league. While playing cribbage with them at their home one day they asked me if I’d be interested in joining in and playing cards in the league. Even though it’s only as a fill-in player, it has opened the door to contacts I never would have had otherwise.
I am able to get people to tell me their story. When they do, I can fit them into the correct choice. I use a cubbyhole example. I tell them we know you belong somewhere in here and I am here to help you pick the correct box. I don’t care which one it is as long as it’s the right one for you. I just want to be the keeper of your cubby.