Our world is experiencing disruption in ways it never has before. Within a matter of weeks, our entire country practically came to a standstill, global markets went on a tailspin, millions filed for unemployment and consumer spending plummeted.

It’s difficult to know how to navigate today’s landscape when things change on a daily basis. But how you as a financial advisor choose to respond may be the difference between thriving, or just surviving, on the other side of this or any other crisis.

Yes, we’ve all had a similar uncomfortable social exchange at an event.

“Hi, I’m Steve. I’m a financial advisor.”

“Nice to meet you, Steve. I already have an advisor.”

So, what do you say next? You could mention that the shrimp cocktail is delicious and simply move on. But, “I already have an advisor” doesn’t necessarily mean you need to change the subject. It’s possible to continue the conversation without coming off as pushy.

In fact, one of the best responses is to take a proactive approach and be ready for any objections. Stay one step ahead of your prospect by using these tips.

Every corner of the world is being impacted by the COVID-19 pandemic, and many people’s livelihoods may be threatened either through job loss or market volatility. As a financial advisor, your services are likely considered among those classified as essential but, like many others, you’re having to adapt to working remotely and may have added responsibilities you haven’t had to deal with before.

Increasingly, advisors are looking to technology to enhance their client experiences, form deeper connections and, ultimately, grow their businesses.

School closings, empty concert halls, canceled tournaments, travel restrictions, social distancing...efforts to stem the spread of the novel Coronavirus (COVID-19) have been far-reaching, and millions of Americans and countless organizations have shut their doors. Chances are, your financial firm may be among them. Suddenly, we’ve become a “work-from-home” nation.

As we watched much of the world grind to a halt, some investors watched in disbelief as the markets plunged. Advisors watched, too, wondering how they might quell their clients’ fears and guide them through these uncertain times, especially when meeting face-to-face was no longer an option.

While the current economic climate is concerning, there may be a silver lining for financial advisors.

Most advisors know they should probably touch base with clients more often than they do, but when those discussions are too frequent, the dialogue may end up sounding like all previous conversations.

It’s said that a bird in the hand is worth two in the bush, and it appears that many Americans are heeding that age-old advice when it comes to their money. Credit Unions, in particular, are enjoying a 6% surge in deposits while traditional bank deposits grew 2.4% in 2019.¹

It’s a common assumption that wealthy individuals already have financial advisors assisting them, making them difficult to engage as prospects. But this isn’t always the case; some have quietly accumulated wealth over their lifetimes without the help of others – through higher earnings, real estate, employer-sponsored plans, inheritances or good old-fashioned savings (and a bit of luck).

There are also affluent investors who may, in fact, be working with an advisor but are looking to switch. Take, for example, an executive who accepts a position at a company that requires relocating to a different state. Understandably, they may prefer to work with someone close to home who can help manage their finances. 

As an advisor, it begs the question: how will that executive or another affluent individual get introduced to you? The answers can vary.

Age often denotes certain milestones in life. Traditionally, age 65 has been earmarked as “retirement age,” and people generally manage their working lives and retirement planning goals with that number in mind. 

According to the most recent data from the Society of Actuaries, seniors who are age 65 today can expect to live another 20 years or more.¹ Additionally, it’s not unreasonable to consider that advances in medicine, nutrition and lifestyle choices could easily add several years in some situations. Such a reality may jeopardize a financial plan based on “expected” years of life, and put retirees in danger of outliving their savings.

As a result, those approaching age 65 may want to rethink the amount of retirement income they’ll need once they leave the workforce.