As the coronavirus continues to spread, airports have been shut down and trade with highly impacted countries has been halted. All of this has led to investor unrest. While now is the time for client handholding, many advisors are scurrying to deliver an appropriate message to alleviate client concerns.
Brooke Kelley, president of The Kelley Group, says, “Crisis communication is both an art and science that requires a well-defined and expertly delivered skill set. With the appropriate communication skills, advisors can strengthen their relationship with clients and increase prospecting opportunities.”
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As a complimentary service, The Kelley Group is offering a complimentary Crisis Communication Skills Training webinar for financial consultants and other professionals, the first being held on Friday, March 13th at 1 p.m. ET (10 a.m. PT).
Along with learning how to create the right cold-calling and face-to-face message to address a crisis that can affect a client’s financial future, advisors will learn additional ways to turn these situations into business building opportunities, including:
- Speaking at group events about how the coronavirus is affecting the market.
- Co-hosting events with healthcare professionals to discuss the coronavirus and the market.
- Alerting “centers of influence” to your availability for their clients with investment concerns.
- Hosting calls and intimate dinners to better manage client concerns.
Because most rookie advisors have never experienced a significant down market and senior advisors have delayed retirement because of the relatively easy market environment, Sarano Kelley CEO of The Kelley Group and a crisis expert, says: “We expect to see many of these types of advisors opt to leave the business. This creates an excellent opportunity for those who are prepared to weather any crisis by moving from a defensive position, to operating on the offense. Advisors who are proactive during this time are going to have a field day if they play it right.”
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