What a time to be in the financial services business. Our services are needed and desired today more than ever. But, we still have the element that started this economic downturn, coronavirus, to deal with. Now what does the retiree, or soon to be retired, American do now? Many have already exhausted their supplies of Pepto-Bismol and have sworn that they will never get in this position again. In my discussion with my age group, they are looking to “take some money off the table” and reposition a portion into a safe money vehicle. And, for the most part, they desire another guaranteed stream of income that will last for the rest of their lives. So what do us financial pros do now? Read on please. Pick up the phone and schedule a review with your clients. Do it via phone, Skype, Facetime or ZOOM, but do it. Schedule a “garden party.” Yes, meet them on a patio, porch, or deck. Tell them you will be wearing a mask and will adhere to social distancing. They want to talk, they want ideas, they want socialization, but have a discussion and not make it a speech. Find out what is on their minds, where it hurts, etc. Your clients are going to talk with someone… so why not you? What about those great prospects that you met that didn’t pull through? It's time to reach out again. This is the time to convince them to pivot and look out for their future. We can help you get back in the game. No more waiting around for the dust to settle. |
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