Capture Referable Moments: Current Momentum Favors Optimism

What are some topics that might pop up in conversation between your clients with their friends and family at upcoming Labor Day celebrations? Taxes, tariffs, inflation and today’s frothy markets are all significant market memes—stories people are buzzing about that have significant implications for financial decision making.

These days we have a crescendo of referable moments—anytime a market meme becomes a topic of conversation between your client and a friend, family member or colleague, yet you’re not in the room.

Let’s consider when one or more of your clients’ friends say:

"This market is way too frothy. We are sitting in cash waiting for the correction. The market has it wrong."

Did you capture these referable moments or squander them? Increase your chances of capturing them by identifying and articulating your thesis—a timely, pithy sound bite that connects the dots to the advice you provide.

For thesis inspiration, we turned to the August issue of The BEAT. What if your client was to respond to their friend with this thesis: “Current momentum favors optimism.”

This will likely kindle some curiosity and lead your client’s friend to ask, “Where did you hear that?” This opens the door for your client to talk about you.

“Current momentum favors optimism” illustrates the four best practices of thesis development:

1. Timely: Responsive to a market meme based on current data-driven insights.
2. Pithy: It’s easy to remember in the hopes clients will repeat it in conversations with friends, family or colleagues.
3. A soundbite: Keep it short, around three to five words is optimal.
4. Connect-the-dots: It aligns with the advice you have been delivering to your clients.

Bottom line: Harness the power of a well-articulated thesis to help you capture referable moments when you aren’t in the room.