In “Calming Covid Shocked Clients” I’m sharing thoughts on how financial professionals can readjust their perspective on what is happening in the lives of their clients during times of crisis and anxiety.
Let’s take a trip back in time, shall we? Back, way back, to 2020 BC.
As in 2020 – Before Covid. It was a simpler time. My wife and I were sitting poolside in Mexico, celebrating her recent retirement after 37 years of teaching. The gentleman next to us said,
“Have you been reading anything about this new Coronavirus?”
“Cornona-what? No. Never heard of it.” “Seems to be some sort of flu, apparently it could be a big deal…”
Well, that might have been the understatement of the century… to date. Within eight weeks the world as we know it had changed in ways that could possibly affect the trajectory of global economies for the next 2-3 years – or longer. COVID-19 has exposed flaws in the global supply chains, exploited gaps between ‘have’ and ‘have not’ nations and for a short time brought the world to a screeching halt. We picked up new phrases – ‘flatten the curve’, ‘reproduction number’ and ‘social distancing’. I know what you are thinking – what, if anything does this have to do with my clients or investing?
Without giving too much away, the answer to to the last question is “Serve. Not. Sell”. Happy listening!
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Serve is definitely the number one responsibility of an advisor, not only during pandemic panic but always. No argument there Bob. But not to sell at all? What if the answer to their questions is something new? What if there is a product that could help ameliorate their anxiety when COVID 22 or 23 strikes? What if there were a way to take advantage of what’s happening now to make their lives better later? What if?