Blog

We know it’s a hectic time of year. We know prospects and clients are super busy. How do we connect with them without adding to the noise?
…
Often advisors will ask this, especially this time of year. They want to be in front of their clients and prospects, but don’t want to badger them. There’s an easy way to do this: however, it means you’ve got to get used to not quickly reverting to the “so-how-are-you” question.

When you connect with your clients or prospects, let them know, obviously, who’s calling, but don’t force them to answer you. When I get a call from our bank, and they say, “It’s Mary from ABC Bank. How are you doing today, Paul?” that frustrates me because I could be in the middle of something yet now I’m forced to answer them. And, because we’re all nice humans, we usually repeat the question back to them. And, all of a sudden, I’m in a dialogue I really didn’t want to be in. I’m busy!

Advisors I speak with are concerned about dropping in on their clients unannounced and finding them busy. There’s an easy way to navigate this, and here’s the language:

“Hi, John. It’s Paul Kingsman from Ash Brokerage. I’m calling for two reasons. Firstly, with all we’ve got going on, with some of the imagery we’re seeing in the news, how are you and Mary and the kids doing?” And you say this earnestly.

When you mention that you’re calling for two reasons, you’ve put in some parameters. Even if you’ve just dropped in on me unannounced, it doesn’t matter because you’ve said there’s two reasons, and immediately you’ve said, “firstly.” So we’re making progress here; you’re carrying me along. And you haven’t used that throwaway line, “How are you?” and forced me to talk back.

So it’s very simply,

“Hey, with all we’ve had going on, with the imagery we’re seeing in the media, especially some of the global tragedies that are going on, how are you, and Mary, and the kids doing?” It’s an earnest question; it’s showing empathy.

And then the second part is simply this:

“Coming into crazy season, everybody’s getting busy with Thanksgiving and Christmas. I wanted to take this opportunity to wish you, and Mary, and the kids a fun Thanksgiving season, a merry Christmastime, and I’ll make a point of connecting back with you early on in the New Year.”

And that’s it! You’re calling for two reasons, and you’ve just given them to this person. You’re not looking for huge responses from them. You’re dialing in with them to acknowledge we’re seeing so much tragedy and carnage in the media and you genuinely want to know how they’re doing. And then you’ve simply wished them Merry Christmas or Happy Thanksgiving season.

If you’re making a call like this to a prospect, the second point is especially important. Before you say it, they will likely be thinking, “You’re going to hit me up for business. You’ve got a deal that you want to mention,” but you don’t! You simply mention,

“As we move into the busy season with Thanksgiving and Christmas, I wanted to take this opportunity to wish you a happy Thanksgiving and a Merry Christmas season.” Say something like that, which is going to take them a bit by surprise.

“I know we haven’t spoken for the last couple of weeks. It’s a crazy season, I know. We’re getting busier with the family. I’ll give you a call back early on in the New Year, and I look forward to connecting with you then.”

It’s that simple. Let this verbiage roll and have this person seeing you care about them firstly as a person, not as an account.

So to do this most effectively,

1. Don’t lead with the how-are-you question. Don’t force them to respond to you.


2. Dial in the language. Be ready to introduce yourself and then move into, “With all we’ve had going on, with some of the carnage we’re seeing in the headlines, how are you, and Mary, and the kids doing?” Lead with that empathetic language.


3. Do this! Don’t overthink it. Force yourself to connect with people, even though the first couple of calls will feel a little awkward. Don’t give up.

Get the language dialed in, and you’ll only do that through doing it over and over and over again. Let people know that you are thinking of them, and let them know that you’ll also be connecting with them early in the New Year.

I look forward to bringing you another Distraction-Proof Advisor Idea next week.