Facing unprecedented situations in the markets raises stress levels for both advisors and clients. Fortunately, it’s still possible for advisors to have positive, productive conversations with their clients when the news is negative or uncertain.
Essential to this process for advisors is first examining how they do business. Face-to-face meetings shouldn’t be a requirement for a regular review meeting. Flexibility in how advisors deliver information to their clients is important.
For those who weren’t yet offering their clients ways to connect virtually, the spread of COVID-19 has forced our hands to explore options through channels like Zoom, Join.me or Go-To-Meeting. We can go kicking and screaming, or we can embrace this change and look for the opportunity. Now is a great time to add these options so that clients can still get the information they need in a comfortable setting.
We’ve spoken with many advisors over the past few weeks. It’s an uncertain time for everyone. But throughout these conversations, it’s become apparent that advisors need something positive to talk about with clients. After the longest bull market in history burst into oblivion, we can no longer count on positive performance to delight our customers. We have to dig deeper.