What's the advisor's biggest challenge?
I think it's getting the client to take action based on your timetable.
Clients either think there's no sense of urgency, or other priorities are competing for their attention.
But an opportunity to get their attention is coming up soon: Psychologically, Labor Day creates a "let's get back to work" mindset.
Summer will be over. The children will be headed back to school. We will have turned the page.
Let's get this working to your advantage: let's look at several conversations you and your clients can have in early September. These should work for prospects, too.
Everyone seems energized after Labor Day. Get prepared. Don't let this opportunity pass you by.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, "Captivating the Wealthy Investor," is available on Amazon.
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