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You know as well as I do…
A lot of times you’ll hear industry types like me say things like, “When the market is tough, this is the best time to prospect. This is the best time to bring on new clients.”
“When the market is tough, this is the best time to prospect. This is the best time to bring on new clients.”
And as cliche as that might sound, it’s true.
But it’s only true if you consistently treat your prospects like they are already clients of your practice.
If you think you can jump in there and disrupt a relationship and you’ve been as inattentive with your prospective clients as their current advisor may be, it’s not going to work.
You’re just somebody that they view as kind of wrestling for the business, taking advantage of bad times.
But if you have consistently stayed in front of your future clients…
And you’ve shared with them how you’re different, how you deliver on your value and you keep in touch with them on a regular basis…
When you call and you want to talk with them in a market like this, they are going to take your call because you’re probably spending more time with them than their current advisor is and that’s when you win.
Look at the prospects in your pipeline…are you treating them like they are already clients?
If you are not, start now.
And if you have been, this is an excellent time to just pick up the phone and say,
“Hey, we’ve been in touch regularly and I want to make sure you’re doing okay. Do you want to talk?”
I bet they will.
Give this idea a try. I’m sure it will work.
Treat your prospects like they are already clients of your practice. And you’ll land new clients in good markets and bad.