Hi, Dan Sheehan from Social Merlin back again for another Marketing Minute. Today’s Topic: “How Should Financial Advisors Communicate with Clients During Times of Crisis?”
We live in trying times, and it seems as if the world has been turned upside down. You have such a critical role to play as a financial advisor during times of crisis. People need your help. They are reconsidering their financial security and goals. I know it is difficult to know how to respond to some of the challenges we are facing. You must be careful about what you say and how you say it. Perhaps you find this social, economic, and political turmoil so overwhelming that you have become withdrawn and disengaged. Maybe your motivation has dried up.
Can I encourage you to stay connected? To offer the people around your strength and courage? To guide them away from fear, fake news from all sides, and rumors designed to crush people? To be a voice of hope and reassurance? During times of crisis, it is so important to keep asking yourself these important three questions:
- What am I thinking?
- What am I saying? And
- What am I doing?
I would like to unpack these three questions in detail and inspire you to impact the people around you positively.
- What are you thinking? Your thoughts will steer your words and actions. Think of yourself as the air traffic controller who oversees the landing field of your mind. When you notice your thoughts spiraling into negativity, anger, and hopelessness, I want you to reroute your thinking intentionally. In other words, do not let that plane land! Re-direct your thoughts to things within your control. Switch on your curiosity and come up with solutions. Think of creative ways of growing your social network. How can you meet new people online and start building relationships to gain their trust? Think of things you can do that will make things better for yourself and other people.
- What are you saying? Your words are powerful. You have a remarkable opportunity to be truthful and encouraging during this time. Be proactive and initiate conversation. Your clients and prospects will appreciate your authenticity when you state the facts and offer possible solutions. Your words need to be calm and reassuring while you present your ideas and possible next steps. Remember to ask questions and listen when your clients or prospects answer. You have an excellent opportunity to gain keen insights into the financial concerns of your niche. Change your messaging to speak to their pain points and concerns. People are more likely to engage when they realize you understand them, and you want to help them. By being relevant, you will amplify your authority as an expert.
- What are you doing? Stick to your game plan and focus on the actions that will ensure that your practice is profitable. Do not get side-tracked by activities that may seem urgent, but not necessary for achieving your goals. Make sure you have a healthy daily routine so that you can maximize your productivity during work hours. Focus on the activities that will attract new prospects and nurture them through your conversion funnel. Remember what I said last week – you need a lot of small “yes’s” from your prospects before they make their final buying decision. Each interaction increases their trust and solidifies the relationship a little more. Be practical and reassuring when giving your clients advice and remind them not to act impulsively but to keep their long-term financial goals in sight.
When you are interacting with clients and prospects during times of crisis, keep checking your thoughts, words, and actions. Communicate and act in a manner that is truthful, constructive, and encouraging.
Would you like a free copy of my Signature Roadmap that will show you the proven path to high-value leads used by every top advisor on the planet? Before you lose another ideal prospect get this guide and other issues resolved today by going to my website, socialmerlin.com, or click the link here now. You can also ask a question, make a comment, or just get more information, and I will personally respond to you super-fast. Thanks, stay safe, and see you next week.