Avoid the Summer Slip Into Complacency

What are your business objectives this summer? The question seems like an oxymoron, doesn’t it? With markets at an all-time high and summer flying by, it’s easy to see it as a wonderful moment to lean back. Yet, what if you chose to lean in?

Here are a few thoughts to spur your imagination.

Focus in on three client profiles. 

1. For clients who you sense have surpassed their long-term accumulation aspirations, ask:
   • “Given today’s lofty markets, should we look at risk mitigation?”
   • “Why take on more risk than you need to help achieve all you desire for the future?”
2. Connect with clients with assets held away: “With markets at all-time highs, let’s schedule some time to look at your entire picture.”
3. Reengage with clients keeping considerable cash on the sidelines: “Let’s get ready for the next market downturn and build a game plan for putting your cash to work.”

Follow-up with prospective clients.

Make a list of all the prospective clients who told you they wanted to wait until “things settle down” before considering putting money to work. When you make the call, lead with empathy if they express regret watching this market roar while they remain in cash. Help them see the power of creating a game plan starting with your planning process.

Align with team members.

Bring your team together to answer the following questions:

• Are we comfortable with our differentiated messaging?
• How do we feel about our client on-boarding process?
• Can we improve upon providing a consistent client experience?
• What’s the one thing we want to work on as a team this summer?

Bottom line: Fight complacency and lean in this summer to set your team up for a successful autumn.