Lauren Farasati :: The Gifted Practice

As advisors respond to our new landscape, there seems to be one group that is especially lucky.  The advisors in this group aren’t lucky because they have better investment strategies or richer clients.  They’re lucky because, long before the meltdown, they gave themselves a job description.  And on that job description is one primary duty: “see clients”.

So see clients, they do.  Perhaps they see ‘A’ clients twice a year, ‘B’ clients once a year and ‘C’ clients every 18 months.  Whatever the interval, their review systems are entrenched. There is a process for scheduling, a process for prepping and a process for post-review task management.

As a result, these advisors have full calendars and unsolicited referrals.  Best of all, they have little time to fret.  Several of my clients have told me that this will be their best year ever.

I’d like to suggest that you take “review religion” one step further by making reviews not an optional service, but a requirement for doing business with you.  You’d say to a prospective client:

“If we work together, there’s one thing you need to know.  We require that our clients meet with us twice a year to review their plan and assure we’re fulfilling their objectives.”  

And, they’d say:

“Dang this advisor is different!”

Here’s to getting lucky in 2009…with a job description!

This article was posted on Wednesday, February 18th, 2009 at 8:26 am.
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