For most advisors, the fourth quarter means a yearend blitz to improve their production numbers, hours billed and company or office standings. Realistically, there are only a few ways to do this:
- Find more clients.
- Find more ways to serve existing clients.
- Make more sales.
- Make bigger sales.
The majority of advisors will focus on the first of these, squeezing in as many cold calls, workshops and client-appreciation events as possible. They’ll rush around, becoming frazzled and exhausted — but not necessarily maneuvering themselves into a better position by the time the holidays hit.
Two years ago, my coaching client, Don, was invited in to meet his client’s family when he showed up at the door with pie. In the presence of her relatives, his grateful client announced how much she enjoyed doing business with her advisor, how much they had accomplished and how much more they had to do. A few days later, one of her guests contacted Don about working together.
Use the season as an excuse to remind your best clients how special they are; you’re bound to reap the sweet rewards.