If the saying, “Time flies when you’re having fun” is true, I must be having a blast! I’m sure you’ll agree it seems like yesterday kids were talking about the last day of the school and people were making Memorial Day plans and before you know it, the 4th of July has come and gone. With Labor Day just weeks away, do you know what to do with your business this summer to succeed, before it’s too late and summer’s gone?
I recently posed this question to a number of my financial adviser clients in a group coaching session, and one adviser remarked, “It’s already too late.” My response was, “It’s never too late to succeed. All we have to do is create your strategy for summertime success.”
This simple statement catapulted the group into a brainstorming frenzy of ideas that have worked for many of them in the past. As a result, many of the advisers on the call mapped out their summer strategies knowing they have just eight weeks left in the season. Here are five of their strategies:
Hold a Client Appreciation Event
Scheduling a client event doesn’t have to be daunting. Instead, pick an activity you feel your clients and you would be most comfortable doing. One example is a financial adviser I know who lives near a large lake. He schedules a dinner cruise, creates client invites, mails them, then begins getting the word out a month in advance with a standard phrase, “Oh by the way, are you going to join us for the client appreciation dinner cruise?” This has been so successful that it has turned into an annual event.
Get Out on the Golf Course
Sometimes there is a fine line between work and play. Take a financial adviser friend of mine who for the past 10 years takes every Friday afternoon off to play a round of golf with one of his best clients and two of their friends. Now, this might not seem like work, but he has found during the summer that most of his new clients come from hitting the links with them.
Practice With a Pro
Combine the previous two strategies by hiring a local golf pro to conduct weekly group golf lessons for a small group of your clients and their friends. One adviser has been having tremendous success connecting with new prospects who accompany her clients to these events.
Put on Your Prospecting Hat
Many advisers stop prospecting during the summer because they don’t believe prospects are going to take time out of their busy summer schedules to meet. This is exactly why you should do the opposite! Start prospecting. By fall you will have a full pipeline while your competition is just getting their prospecting efforts up and running.
Schedule Some R & R
You might be wondering how scheduling a vacation could be a summer strategy for success, but if you want to have a strong finish to the year, it is important to take a little time to rest and relax. You’ll be glad you did!
For a more complete white paper on summertime strategies for success, email me at firstname.lastname@example.org . I would be happy to send it to you.
Daniel C. Finley
Advisor Solutions Inc.
St. Paul, Minn.