How to Fill Your Pipeline Despite the Coronavirus Pandemic

How to Fill Your Pipeline Despite the Coronavirus Pandemic

Back in 1998, physician and author Spencer Johnson wrote a best-selling book called “Who Moved My Cheese?” 

It’s the story of four mice who live in a maze and who have grown accustomed to cheese being deposited in the same spot every day… until one day it didn’t happen. The rest of the book explores their strategies for coping with change – both successful and unsuccessful.

The moral of the story is this: “Change happens.” It’s inevitable. Not everyone can roll with the punches, but you’ve got to adapt, improvise and overcome. You’ve got to move with the cheese.

Well, friends, the cheese just got moved!

Now, don’t get me wrong: The cheese hasn’t gone away. It’s still out there! People still want and need help managing their money. In fact, they want and need it now more than they have in years. But the way to get to the cheese is now radically different.

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Communication in a Post-Pandemic World: How to Connect with Prospective and Current Clients

Communication in a Post-Pandemic World - How to Connect with Prospective and Current Clients

All of us are affected by the coronavirus and the shutdowns. The virus is slowly running its course but social distancing will be with us for a very long time to come.

That means most of us are going to have to change the way we market and sell our services. “Meet and greet” networking events will be out of the picture for a while. When they do come back, they’ll be different. They may look more like ‘show and tells’ with slide shows than mingling sessions.

Even walking into businesses and asking for the owner is going to be fraught. The small ‘handshake’ ritual that has been with us since antiquity will be changed as we figure out our new forms of etiquette and social conventions.

So, what’s the best path forward?

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Coronavirus: An Opportunity for Financial Advisors to Strengthen Client Relationships

Coronavirus - An Opportunity for Financial Advisors to Strengthen Client Relationships

As I write this after the market close on March 9th, 2020, the Dow Jones Industrial Average is down 1,800 points on the day, for a loss of 7.8%. The S&P 500 is down by 7.6% – the worst single day on for U.S. equities since the 2008 crisis.

This Monday loss follows some significant volatility late last week that already had a lot of investors on edge.

No doubt, most of you advisors out there are receiving some nervous calls and emails from your clients, wondering what’s going on.

This is where great advisors can earn their money. As a matter of fact, you as financial advisors may well not have as great an opportunity to add value for your clients for a very long time as you do today.

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