Everyone wants to kick back in December. Lots of parties to attend. It’s easy to put your business into cruise control. There’s an old Russian joke: “They pretend to pay us; we pretend to work.”
Let’s make the case why you should approach the holidays as an opportunity to stay on your client’s radar, get business and line up business for 2020.
Let’s assume your practice includes insurance, investments and retirement planning.
1. Bonuses are coming.
Your client will likely get their year-end bonus, probably sometime in the first quarter of the New Year. If you wait until it arrives, they may have already spent it.
2. Year-end tax selling.
There are people who literally wait until the last minute! Call your investing clients earlier in December. Either make suggestions based on their holdings at your firm or ask if they need to look at their outside holdings and give this some attention. You might mention life would be easier if they consolidated their outside holdings with you.
3. You are a hard worker.
Your clients might leave the office on Christmas Eve telling their workmates “See you in the New Year!” You let your clients know you will be spending the holiday with your family, but you will be at work. Some clients have year-end retirement plan issues or tax selling to address. They wonder if their advisor at their other investment firm is saying “See you in the New Year!” to their colleagues.