The world changed overnight and advisers rose to the challenge, adapting to a virtual reality with impressive speed and flexibility. Now, more than four months into the pandemic, it’s time for them to get serious about growth. Despite their herculean efforts to keep current clients satisfied, many advisers are ignoring the bigger opportunity: Winning new clients.
OLD TECHNIQUES FALL FLAT IN A VIRTUAL WORLD
The advisory game has changed, and old growth tactics won’t produce the same results anymore. At a time when advisers’ tried-and-true in-person networking events are off-limits, what does it take to attract the attention of new clients?
Growing an advisory business in this virtual world will come down to four key factors:
Adopt a growth mindset. Advisers tell their clients every day not to act emotionally with their money or make investment decisions out of fear. Yet financial planners are not immune to the same tendencies