You had momentum closing out 2022 and regaining that drive after a well-deserved break is not always easy.
Here is how to get a rock-solid start, clear the cobwebs and focus on business.
Step 1 – Call your top 10-15 clients in the next seven days. Not to sell them or to “check in,” but to engage them in a way that says I am here for you. This provides you with keen insight into their life and mindset. Call and ask about their holidays.
Not with the throwaway “How was your holiday?” but with, “Calling to say Hi and see what you enjoyed most during the holidays?”
Step 2 – Then ask them one of these questions:
I am curious,
- What are you most excited about in 2023?
- What new plans do you have for 2023?
- What are you wanting to accomplish with your business in this new year?
Remember, this call is to reengage with your clients emotionally so stay away from typical financial discovery questions such as, how much are you planning to invest in your retirement account this year?
Many times you will uncover opportunities during this conversation; if so, set another conversation to deep dive with them.
Also, this relational call will often lead to, “Oh by the way, I was talking to my neighbor/friend/colleague over the holidays, and they are looking for a new advisor so I told them about you, and I would have you call them.”
If you have momentum don’t lose it, if not, lose no time in getting it!