The Holiday Season can invoke a mixture of emotions for Advisors.
Some heave a sigh of relief: I’m taking a break! No more business. No more prospecting for at least two weeks!
Others may be feeling more anxiety about it: My income is based on fees and commission. If I’m not working, I’m not earning. There’s the two weeks everyone takes off, then a couple weeks before they kick into gear. I can’t really call anyone until after that…and there’s a month with no income!
Wherever you are on this continuum, there’s good news:
You can relax and keep the business flowing in!
All those Holiday parties and events present huge opportunities to develop relationships and business. It’s just a matter of adapting your approach to suit the occasion.
Here are 3 tips to employ:
Make it about your clients, not you. Inevitably, you’ll find yourself chatting about the year that was. When someone asks you about 2016, make your response about your clients. What a year! How was your 2016?
It was good (or) challenging, but rewarding. I helped a lot of people. This will make room for you to talk about what you do in a way that reaches people. You’ll be relaxed and coming from your heart when you start this way, which is both irresistible and memorable.
Bring stories. Instead of talking about the technical aspects of what you do (I’m a financial advisor, I handle investing, insurance and tax planning) which has no emotional impact, share a personal story that illustrates the results of your expertise.
Go over your year and select a few situations where your care and expertise has really made a difference in someone’s life and/or business. Jot down their situation before, your intervention, and the positive impact you had. Describe it with conversational, evocative language.
Practice it out loud a few times before going. This isn’t to be slick or disingenuous, it’s simply that our stories are often complex and laden with detail, which will bore the pants off your listener. Do you care about how your IT guy re-frags your computer? No. You just want the extra storage space! So practice out loud, then remove all the unnecessary detail and practice again. You should be able to convey the essence of your story in 3 – 4 sentences.
Use soft transitions to get them talking. At a holiday mixer, in answer to the inevitable ‘what do you do?’ question, keep your response simple and personal such as: I help business owners with tax planning and cash flow. I’m an Advisor with abc firm. Are you familiar with the company?
Then, whether they say Yes or No or Not really, respond with one line of credibility: we’ve been around for xx years (or) we’re known for xx.
The final step in your soft transition is an open question to them: what do you think about financial planning? Or if you’re really daring, how much financial planning have you done?
These conversational approaches will generate the kinds of relaxed, authentic conversations that fill your business calendar. Happy Holidays!
Want to communicate with confidence and close more business? Book a FREE Business Breakthrough Consultation Call with Kira, here.