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3 Easy Ways to Make the Year-End Call

Paul Kingsman   |   November 2021   |   2-minute read
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Many advisors are a little bit apprehensive about calling clients, especially at this time of year. To help, we’re offering three easy ways to make the call and connect with your clients, without feeling like you are bugging them.

It’s common for advisors to think their clients are too busy during the holiday season to want to hear from them, so they avoid calling until after the new year. But letting your clients know now that you are thinking about them can get them prepared to discuss their finances in January.

The key is to use language that lets them know you value your relationship with them. It’s also important to have a clear message to share.

Here are three possible scenarios.

  1. Everything looks great. Review your client’s portfolio. If things are in good shape and the investments are still achieving what they need to, your call to your client is simple. Just ring them up and let them know you’ve reviewed their plan and things are on track. Wish them a happy holiday season and let them know you’ll reach back out in the new year to make sure you are staying ahead of tax changes. You’ve not only given them confidence in their plan, but you’ve also reminded them of the service you provide
  2. Upcoming changes in 2022. After reviewing your client’s portfolio, you spot some changes that aren’t urgent, but that could return better results. In this case, reach out to your client and let them know they’ll be hearing from you in January, when things calm down a little bit, to make a few minor adjustments. It’s an opportunity to wish them happy holidays and prepare them for a discussion in January. And again, it reminds them of the value of your relationship.
  3. Year-end deadlines. This is a take-action call, alerting your clients to opportunities that are only available through Dec. 31. Let your client know you have reviewed their situation and there are a couple of things you want to take advantage of before year end. By giving an immediate deadline, you are creating urgency and, chances are, you're going to get a response now. You can help put the changes in motion quickly. If they don’t want to act, respect their decision and tell them you’ll reach back in January to discuss next-best choices, if they miss out on this opportunity.

In each of these situations, the approach is natural. You are their specialist, and it’s your responsibility to make sure your clients are making the best decisions possible for their future. Instead of playing mind games and talking yourself out of making the call, remember that you are providing a service. And, by reviewing the coverage beforehand, you aren’t wasting their time if things are still moving smoothly.

Don’t hesitate to reach out to our Retirement Income Consultants for more ideas about connecting with your clients before the end of the year. And be sure to visit the practice management page on our website. It’s full of ways to tips to grow your business.

About the Author

Paul Kingsman works directly with advisors who want to grow their protection and retirement income planning practices. Through his speaking, writing and business coaching, Paul helps advisors set up processes to attract quality prospective clients and remain relevant in the ever-changing world of financial services. As a former financial advisor, he understands what works in the real world, teaching practical, actionable solutions to advisors' everyday challenges.