A Recipe to Make You the Expert

By Paul Kingsman
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AdviserBlast – Quick Tips to Accelerate Your Practice
In this issue: All the ingredients you need to tell your clients what they want to know

There is plenty of talk about what to do in your practice in these turbulent times. Everywhere you turn there is advice encouraging you to talk to your clients. But what do you say, and how do you create the time to have the necessary conversations with everyone?

Lately, I’ve been receiving many questions that all basically boil down to “How can I effectively communicate with a large number of clients in the midst of the other daily demands of running my practice?”

So, this month, instead of answering just one specific question, I want to give you a “recipe,” with a complete list of ingredients and instructions on one way to actually have a helpful conversation with a large number your clients, which makes the best use of both their time and yours.

30 Minute Informational Conference Calls For Your Clients

Ingredients:

Keep the call to 30 minutes. You might think you need an hour, but most people don’t want to spend that much time on the phone, and finding someone who can talk interestingly for that long is difficult. 30 minutes is enough.
Host the call yourself and “interview” yourself, addressing your clients’ top three current concerns. Tell the question that you are addressing and then give your answer and commentary. For example: “I was at a function last night and someone asked me, ‘…’” or “I keep getting questions about … (when the market will settle down, should I invest or wait, etc), and so I thought I’d share my responses with all of you, since you might be wondering the same thing.”
Email your best clients (that would be ALL your clients) telling them about the call, what issues you’ll be covering, and inviting them to call in, as well as suggesting they forward the email to friends and family to invite them to listen in as well.
Offer the call twice within the same week so people can pick a time convenient for them. For example, Tuesday March 17th at 8:30am PST and Thursday March 19th at 4:30pm PST. (These are real dates from next month for you to use now.)
Email your clients reminders of the call, along with dialing instructions for the conference call service you will be using two days before, the day before, and early in the day of the call. (Your company may have conference calling capabilities, or you may want to use a third-party service such as freeconference.com or conferencecalls.com.)
On the call speak about 10% faster and 10% louder than you normally would so your voice sounds energetic and engaging.
Record the call, either through the conference calling service you use, or with a digital recorder. (I use an Edirol R-09, 24-bit WAVE / MP3 RECORDER, which is great, but you don’t need one that sophisticated).
Why record?

You have the option to simply replay the call on Thursday, if you choose not to do another “interview.” You ensure everyone gets the same information.
You have a record of the call if someone comes back with questions about a particular point.
You also have a record for compliance.
You can review your performance and improve each time, making you sound like a pro!
You can send clients or prospects a CD of the recording after the call so they can listen again and share it with others.
If you have a web site, you can post the MP3 file on your site, and send a link via email to your clients and prospects.

Reasons to Mix It All Together:

It’s useful to your clients and positions you as an expert source of information.

Clients can share you and your expertise with friends and family.

You start building a flexible and very professional communication system.

You can reach many clients at once, answering the same questions they all have: What’s happening? When will it end? What should we do now?

You have all the ingredients you need. Now, put together your list of questions you will answer, determine what conference calling system you will use, set your dates, and email your clients and prospects inviting them to join you.

Send me an invitation, too! I’d be honored to be in your listening audience.

Go do it!
Paul

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Paul Kingsman provides financial services professionals practical tools to achieve consistent, outstanding results. As a motivational speaker and executive coach, he is a sought after expert on how to make your split seconds count. Having won an Olympic medal by only four one-hundredths of a second, Paul knows the importance of keeping focused and now teaches people how to overcome distractions and achieve their own success. His experience as an adviser for Morgan Stanley and Wells Fargo has given him an insider’s understanding of the unique business challenges faced by financial services professionals and an ability to guide his clients in implementing results oriented solutions.

To find out more about how he can help equip you or your team to achieve your own Split Second Success® through his presentations or executive coaching, email him at Paul@PaulKingsman.com

Paul Kingsman

Paul Kingsman is a sought-after expert on how to be distraction-proof. Through his speaking, writing, and coaching, he teaches financial services professionals how to maintain focus and take practical daily steps to successfully grow their businesses and achieve outstanding long-term results. To find out more about Paul and how he can equip you or your team to achieve your own outstanding results, visit PaulKingsman.com.

Distraction-Proof® Advisor Ideas