In light of the turmoil in North Africa and the Persian Gulf, as well as the earth quake and tsunami in Japan, a lot of people are very concerned about the stability of the economic recovery. Many need to be reassured that you and your firm understand what's going on and have a solid plan of action that you can suggest. Like the crisis of 2008-9 this is NOT the time to hide under your desk and avoid client calls. It IS the time to proactively reach out to them and, if necessary, "hold their hands." Note: this makes this a great prospecting opportunity as well.
It is times like this when financial planning becomes a real asset to you, the financial advisor. By providing a context within which to understand their investments and the current markets, you can use their financial plan to explain how they will be affected and what steps you / your firm recommend. If you haven't already offered your top clients a financial plan, this is an excellent time to do so. It will not only help to calm them, but will almost invariably result in referrals and greater asset penetration.
On a positive note, I have just returned from a week in Kuwait where I provided consultative sales training to executives and sales staff from financial firms around the region. I can cheerfully report that Kuwait is experiencing complete calm and there is no rebellion waiting to break out. This is one area of oil production and financial institutions that is and will remain sound. Have a great day. Thanks. kfg
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