Robb's Blog:
Tools, Tips and Techniques for Serious Financial Advisors
Helping your Clients and Prospects Answer the Retirement Income Question
Posted By :Roberta Eckert
Posted On : Tuesday, Nov 24, 2009
Special note: This blog post was contributed by Roberta Eckert, a new member of the Encore Partners team. These days, retirement is on every boomer's mind. And with good reason. With the economic meltdown of the past year wreaking havoc on retirement savings, unemployment hovering near the 10% mark and Social Security and other government programs under pressure, your clients may be experiencing a trifecta of bad news. Many pre-retirees are questioning whether they will ever retire. Fortunately for your clients, you have probably been discussing their retirement income needs. You've helped them differentiate between their potential sources of income. You've looked at their guaranteed income - annuities, pensions… You've talked about non- guaranteed income - stock appreciation, dividends, interest… But, have you discussed what a "comfortable retirement" really means? Quite possibly that picture has changed dramatically from the picture they envisioned a year or more ago. If you haven't had that discussion, now may be the time for a "Retirement Income Reality Check". Find out if their vision of a comfortable retirement has changed. Are their retirement assets aligned with their goals? When you have this conversation, you'll probably uncover one of three things: 1. They will be relieved because they are right on track. 2. They will be pleasantly surprised because they are ahead of projections. 3. They will discover bad news because they are behind and need to "tweak" some of the variables. If your clients fit into category 1 or 2, you've provided a valuable client service. It's a great opportunity to ask then for a referral! If they fall into category 3, you (and your clients) have some important work to do... Attention members...You can click here for more ideas on the importance of a "Retirement Income Reality Check". To help you get this discussion started with your clients and prospects, I've added a letter to Member Downloads -- click here to download your own copy. Not a member? Join today and let us become your partner in success. You'll gain immediate access to our entire databse of articles, coaching sessions and downloadable letters for use in your client and prospect campaigns.
Permalink
90-Days to Outrageous Success Coaching Club
Posted By :Rob Brown
Posted On : Tuesday, Nov 17, 2009
Let me warn you, this is going to be an unusually long blog post. But please take a few minutes and read it through to the end. (There is a link to a 3 question survey at the end.) I need your advice. You see, I sold my investment advisory practice back in June because I wanted to focus on adding new members to my website - EncoreAdvisor.com. After 25 years as a successful financial advisor, I was looking for a change of pace. Things are going very well, but here's the strange part. I'm getting more calls for personal coaching than I anticipated (or can handle). As more advisors learn that I sold my investment practice, they're coming to me for help with things like... -
business planning for 2010, -
jumpstarting their revenues, -
transition and succession planning, -
marketing and referral strategies, -
time and activity management, -
team building, and -
client communication techniques. I'm a good coach. And I've been personally coaching a small number of advisors for the past 7 years, so this might seem like a logical extension of my business. The problem??? This is NOT how I planned to spend my time. I really wanted to spend more time creating content for my website. Good content means more members. And adding new members means has been my primary goal. This is where I could use your help (scroll down for my survey). I'm thinking about creating a coaching club as a new membership option for my website. For the time being, I'm calling it the "90-Days to Outrageous Success Coaching Club". It would allow me to do some "group coaching" while simultaneously growing membership in EncoreAdvisor.com. By the way, I already have a lot of the material I would use for this program. A few years ago, I developed a similar strategy as a training program I facilitated for one of my corporate clients. In fact, I wrote a 135-page book that I titled: "A 90 Day Roadmap for Creating Outrageous Success". But I've never made it available to the public. The way I see it, it could be a win-win-win situation. -
The advisors who have been contacting me about coaching would have an outlet for getting personal attention. -
Those of you who are working on plans to get 2010 off to a good start could work with us to jump start your practices. -
And our interaction would give me an opportunity to develop more content for my website, which would ultimately mean more members. So, this is where I could use your input. (No commitment required.) I would like you to help me set the near-term direction for my business. As someone who has agreed to accept my emails, you have an interest in what I do. And I would be silly not to ask for your advice. After all, I'm always telling financial advisors to solicit feedback from their clients. So, I guess I'm taking some of my own advice. Here's the favor... I have created a 3 question survey on Survey Monkey. Please take a just a few more minutes to give me your feedback. Once I get your responses, I'll let you know what I discover. If it seems like enough of you have an interest in this idea, I'll put the "90-Days to Outrageous Success Coaching Club" together. We could probably get started in mid-December or early January. Perfect timing for the start of 2010. Okay, that's enough for now. Thanks for bearing with me. Here's a link to the survey, please take a few minutes to give me your feedback: http://www.EncoreAdvisor.com/snip/230.htm
Permalink
A Few Thoughts on Thanking Your Clients and Your Team
Posted By :Roberta Eckert
Posted On : Wednesday, Nov 11, 2009
Special note: This blog post was contributed by Roberta Eckert, a new member of the Encore Partners team. As we head into the holiday season, numerous opportunities arise to thank and express appreciation to your clients - cards, letters, special events... These "touches" are important elements of your ongoing client communication plan. (Members of EncoreAdvisor.com can click here to download a simple Thanksgiving letter.) However, don't want to overlook your team. They certainly help make your practice a successful one. You need to recognize and show appreciation for your administrative and support people. By the way, if the holidays are the only time you do so, then your sentiment may ring hollow. So, make a commitment to yourself that you will be ever vigilant in thanking and appreciating the "behind the scenes" and not so "behind the scenes" people who support what you do. On the client side, if you want to deviate from your regular monthly letter, why not send a Thanksgiving card? There are many companies that sell professional cards that strike the right tone. (I have used CardsDirect at www.CardsDirect.com.) There are a few advantages to sending a Thanksgiving card instead of a Christmas or holiday card: -
Thanksgiving cards arrive well before traditional holiday cards and are the first to be opened, noticed and appreciated. -
Most everybody celebrates Thanksgiving…there are no religious sensitivities to consider. -
Very few advisors send Thanksgiving cards…it's a good way to set yourself apart, especially if your client has more than one advisor. (Yes, I know, not your clients, but indulge me here). If you do decide to send Thanksgiving cards or a letter, as always, personalize them as much as possible. Where possible, handwrite your signature and add a line or two to your very best clients. And, be sure you send them out early! Many people leave town early in the week and you want to be sure they receive it before the big day. P.S. If you really want to shock another group of talent that supports you, send a card to your wholesaler partners too!
Permalink
|
Member Forum