The holiday season is upon us, with Thanksgiving days away. Costco started selling pre-lit Christmas Trees in October.
Many clients often get busy or are consumed by the holiday spirit in December. Thanksgiving is one day, part of a long weekend. The holiday presents opportunities for financial advisors. This is an opportunity to gain points without getting pushy.
1. Get your holiday cards out on Dec. 1.
You send cards signed by each team member. Have them ready to go to the post office on the Monday after the holiday.
A manager in California remarked: “People don’t remember all the Christmas cards they receive, but they do remember the first one they get.”
2. Contribute to a food bank.
A large segment of the U.S. population is struggling to get by. Rising food prices contribute to the problem. Find out what your local food bank needs, buy plenty (unless they prefer cash), and drive it over to the food bank well in advance.
You will feel good because you did something noble. This can come up in conversation.
3. Talk with clients about how they celebrate.
I would ask: “How many people are you having over?” I've heard numbers as large as 22!
“How do you serve your large crowd?”
One person said they do it with a first and second seating, like a cruise ship. The kids eat first, then the table is reset and the adults sit down.
You learn about the size of their family.
4. The family reunion opportunity.
You might be invited to a relative’s house as part of the extended family. You might be going to the home of your spouse’s side of the family.
This is an opportunity to meet relatives you have never seen before. What can you tactfully learn about them by asking simple questions?
5. Enlist your sales assistant.
They also ask clients about holiday plans. Someone says “We are planning a family reunion. Three generations under one roof!” They are thrilled. This is a big deal because their children live across the country.
Your assistant asks, “Have your children ever met your advisor?” The logic (which they explain if asked) is “They are going to meet someday. Wouldn’t it be good it it was under happy circumstances?” They have planted a seed.
6. Who are the new additions to the family?
As you attend your family reunion, get caught up on who has just had a child and who is expecting.
You are not bringing up business. You can send a greeting card at the right time. Everyone needs to think about college planning.
7. Does it look like weddings in the future?
As you reconnect with extended family members, you learn who has been dating awhile. Has anyone gotten engaged? Have they set a date yet?
You will be sending a card and gift. They will need financial planning, insurance and other financial services in the next stage of their lives. That comes later.
8. Has anyone changed jobs recently?
Learn the details. How long were they between positions? What are they doing now? What do they like best about their new position?
There might be retirement plan rollover potential in the future if they have assets at their previous employer.
9. Who has retired or is retiring?
This is a cause for celebration. Say “You won the game!” What are they doing or planning to do in retirement?
This could lead to retirement planning conversations at another time.
10. Do not arrive empty-handed.
You should bring a house present. This might be a good item to be served at dinner. It might be flowers. It might be wine.
You are doing your part by contributing to the meal.
11. Offer to drive family members home.
Hopefully you have not been drinking too much. It might be tough to get an Uber on Thanksgiving evening. Maybe someone is not steady on their feet. You can offer to drive them home. They can figure out how to pick up their car tomorrow.
You are thoughtful and courteous. You respect your elders. This gets noticed.
You will likely get talked up by family and relatives who are clients. This is a great way to raise your visibility in a positive, family environment.
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