It’s not unusual for financial advisors, insurance agents and employee benefits specialists to face clients in a crisis.
If there were ever a question about the conseling roll that many agents and advisors find themselves in, that question was answered on Sept. 11, 2001.
The attacks caused annuity specialist Stan Haithcock to shift the way he sells: “Just like two planes flying into the World Trade Center seemed unthinkable, we have to ask ourselves as an industry what potential threats may be coming our way?”
Longtime advisor Dave Buckwald, who lost 51 clients when the World Trade Center fell, writes that the way he approaches life insurance clients was forever altered that day: “Now when I talk with a married client, I insist that I meet with their spouse as well.”
Whether it’s an event as routine as a job change or as life-altering as the death of a family member, each person’s response to a life crisis is distinct.
It may not matter how much time has transpired between your client meeting or call and that individual’s crisis. It may not even be their own event that spurs the interaction.