Silver Linings from the Trenches

Guest Contributor

8 ways to ignite the proactivity and positivity in your business, prospecting and service!

We think that it is safe to say that what we are all witnessing around us is “unprecedented.”  No one knows when we will see the light at the end of the tunnel, and the more you listen to the news the more it all starts to sound like “white noise.”

At Focus Partners, we have the privilege and pleasure of coaching and consulting some of the best advisors around the country.  We help them grow in the good times.  And, in the bad times, we ensure that they are doing everything possible for their clients.

With all the negativity out there, we thought this would be an appropriate time to show you how our conversations with advisors and teams are letting in some “rays of sunshine” on an otherwise very gloomy environment.

  1. Dinner is my treat!

One of the teams we are working with is sending food baskets to their clients.  Pasta, sauces, and other non-perishable items that the clients can use to make a “homemade meal.”  While this is an amazing idea, think about your team, all working remotely. Why not do the same thing for them?  Show the love to everyone!

  1. Where should I send the check?

We have heard story after story about clients wanting to send funds into their accounts to take advantage of the recent downturn in the markets.  True, we don’t know where the bottom is and you can’t time the markets, BUT it’s a great sign that clients want to be proactive and are not panicking.  Who else can you be talking to?  Do clients know anyone that might want a second opinion?  How about accountants or attorneys?  To quote one of our advisors:  “Every day is like the Superbowl and I am winning.”

  1. “I see the field better in times like this.”

Sports may be canceled, but you get the analogy.  This quote was said to us by an advisor who had just put down the phone after a 12-hour day speaking to clients.  The more calls you make the better handle you have on the situation.  You will have more clarity and your finger will be directly on the pulse of what and who is important…your clients.  Stay focused.  People need you more than ever in times like this.

  1. You might be remote, but it can be business as (sort of) usual.

Whether it’s by phone, text or video chat, advisors are telling us that things are running very smoothly with team members who are all working in different locations.  Keep having your daily huddles each morning and regular contact points every day and week.  Communicate clearly and stay connected. Most of our teams are having two “official” meetings per day now.  One in the morning and one in the afternoon.

  1. The paperwork is on the way.

New business can and does get acquired in times like this.  One of our teams has brought in $15 million in new assets over the past several weeks.  Just because they are doing what other advisors are not.  Reach out to your old leads, prospects, anyone who wants to hear you “cut through the noise.”  This is the opportunity to plant seeds of doubt and show those non-clients why they should be working with you!

  1. Occupy time with things other than the news.

Stuck home and have some free time?  Advisors have found some amazing and creative links to websites offering museum and gallery tours, online cooking classes, games to play with kids and more.  Craft an email to clients (DON’T discuss business) sending links to these types of websites.

  1. Sharpen your saw.

An advisor excitedly called us to say they had just finished an online typing class to refresh their skills and be more diligent about entering detailed notes into their firm’s contact management system.  Remember, you can never be too careful, so in times like this make sure to document everything!

  1. The inbound phone call.

It is truly awesome to hear from our advisors how many of THEIR clients have called to check on how they are holding up.  We all talk about how we can WOW our clients, but this is the ultimate compliment when your client reverses the WOW to show how much they appreciate you.  Remember, this is a relationship business and it’s not just about the portfolios.

So, we may not be out of the woods yet, but hopefully, these little anecdotes will encourage you to take some positive actions outside of what you might already be doing.  Remain confident, full of conviction and charged up to see this through to the other side.

Are you looking to adapt your practice to survive and thrive?

In the “new normal” it is even more important to ensure that you have a solid strategy for client service and continued growth.  If you are interested, we would like to offer you a complimentary coaching session with a member of our team.  Ask for advice on specific situations, tell us about your business and…get a flavor for how we coach some of the top advisors and teams in the country.

If you are interested, please click here to request a complimentary session, and we will get right back to you.

Stay safe and we look forward to hearing from you.

-Michael Silver and Eric Sheikowitz, Focus Partners, LLC

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