I pray you and your family are safe and healthy during this tragic time for all of us.
I hope for the sake of your clients and your business that you are calling every single one of them – it is more than important – it is critical !
A Vanguard study just released last Thursday, April 2nd surveyed 2000 investors who have advisors and found they placed 41% of the value received from their advisor on having a personal connection/relationship with them! They also are looking for regular proactive outreach and reassurance from their advisors that things will be OK. Proactive live communications give clients, and even prospects, peace of mind and strengthens relationships.
How often should you contact clients live?
- An initial telephone call which requires no technology or invitations – just call willingness.
- 2 weeks later, a quick 10-15-minute virtual face-to-face meeting on your firms’ platform (g. Skype, GTM, WebEx, Zoom, etc.).
- 3 weeks later, conduct another telephone call or virtual face-to-face depending on which is their preference, not yours.
Here is how to set the virtual face -to-face when you talk with them on the telephone at the end of your first discussion.
“___________ Let’s do this, let’s set up a quick 10-15 minute virtual face to face meeting on (your platform e.g. Skype, GTM, WebEx, Zoom etc. )in about two weeks so we can see each other and I can keep you up to date and see how you and the family are doing.”
“What day and time works best for you? Set it and confirm you will be sending the link . Finally, __________,be safe and stay healthy. We will see each other virtually on day, date time. and I look forward to it!”
Stay safe – Your family and your clients need you!
Richard