Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

In light of the coronavirus, investors and financial advisors can either react or respond. Zig Ziglar, author and motivational speaker, describes the difference between reacting and responding like this: Reacting is usually negative and spontaneous while responding is usually positive and more thought-filled.

The most important thing for you to do right now for your practice is to respond appropriately.

Even though the coronavirus is closing schools, cancelling events and disrupting normal activity, you can stay connected with people and be top-of-mind.

I’m no doctor, but I have 18 years of experience coaching financial advisors on how to leverage their networks, build proactive referral processes and practice effective networking skills. In every situation, if you look closely enough, you will find the opportunities that we may easily overlook. It’s no different right now. I’m referring to all the opportunities that are presented to you, despite not being face-to-face with your clients and prospects.

In talking with several clients recently, I asked them cut back on their face-to-face networking and put more effort into social media, content marketing and technology that allows them to communicate electronically. Think about it. If the coronavirus shuts down your ability to connect with people in person, where will people go to connect with their friends, family and colleagues in the meantime? Facebook, LinkedIn, Instagram and Twitter. You need to be there too in order to remain visible, share your message and offer your insight. Yes, compliance plays a role in your ability to engage on social media and that needs to be taken into consideration. That said, many of my clients have an active presence on social media while staying within their compliance restrictions.

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