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What's Your Plan?

By David RichmanManaging Director, Advisor Institute

When a black swan event appears and rocks markets, like the latest banking events, your clients want to hear from you. Actually, they yearn to hear from you.

"Haven't received one call." This may be one of the saddest refrains we hear from advisors during turbulent market conditions. Why? It highly correlates with advisors who are waiting for calls rather than making calls.

In a recent consult, a top advisor shared the four-part game plan he and his team are executing upon right now. While it would be inappropriate to provide the details of the team's plan, Step 2 is something to shout from the rooftops: Call every client. That's right, every client.

The best advisors tend to have a fully-baked plan for when a black swan event appears, so they can nimbly spring into action. No matter what plan you and your team devise, be sure it includes "Step 2: Call your clients."

Bottom line: The old adage in our industry, "it's in difficult times that we really earn our fees," is true. This is your time to be a source of strength, not a silent partner.