Coach’s Corner

The holidays are peak season for your clients to gather with friends and family—and for market memes to come up in conversation when you're not in the room. These are events like the results of the U.S. election and the current market.

We aren't a fan of asking for referrals, even if you call them introductions. We believe you should attempt to influence the conversation when you're not in the room by capturing "referable moments."

When the calendar collides with big market memes, think opportunity. Be sure you're ready with our four-step game plan:

Step 1. Develop your views on potential implications of U.S. election results and the current market, specifically regarding portfolio strategy and planning.

Step 2. If you're on a team, have a focused, collaborative session that crystallizes one view.

Step 3. Turn your view into a timely thesis or set of theses, making certain that each one embraces the following best practices:

• Be pithy: Pithiness will amp up the probability your clients will remember it.
• Use sound bites: If you speak in paragraphs, your clients won't be able to repeat it in conversation.
• Always connect the dots: Make certain you explain how your thesis connects to the recommendations you're making for clients' portfolios.

Step 4. Call your clients, wish them a happy holiday season and articulate your theses.

Bottom line: Be ready to capitalize on the upcoming crescendo of referable moments—and the opportunities they present.