The Advisor Institute: Coach's Corner
Be a source of strength

Practical messages intended to help you elevate the success of your practice.

The views expressed in these posts are those of the authors and are current only through the date stated. These views are subject to change at any time based upon market or other conditions, and Eaton Vance disclaims any responsibility to update such views. These views may not be relied upon as investment advice and, because investment decisions for Eaton Vance are based on many factors, may not be relied upon as an indication of trading intent on behalf of any Eaton Vance fund. The discussion herein is general in nature and is provided for informational purposes only. There is no guarantee as to its accuracy or completeness. Past performance is no guarantee of future results.

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      By David GordonDirector, Eaton Vance Advisor Institute

      The many disruptions that seem to dominate the nightly news likely have clients and prospective clients concerned about the impact on their personal and financial lives. While some concerns might seem far removed from your "comfort zone" of investments and planning, you should not ignore them. In all likelihood, you are the professional advisor each of your clients sees most frequently — more often, in fact, than their accountant, their estate planning attorney and maybe even their primary care physician.

      This is no time for stage fright. Instead, be a source of strength for existing and prospective clients who may be questioning their long-held assumptions about where they live, their plans for the future, and how they spend their time and money. Do more than just listen — provide meaningful insights that can help inform their decisions and actions. This is your time to:

      • Be seen. Let clients see you. Offer clients and prospective clients the option to connect via a video call. Seeing you working on their behalf will give them confidence that their futures are in good hands.
      • Be heard. Check in with your clients and prospective clients to let them know how you and your team can help them navigate these uncertain times.
      • Be read. Send regular written communications — summaries of your conversations, market views or ideas for personal growth. If a client finds your writing thought-provoking, he or she may share it with a friend — who just may call you.
      • Be quoted. Now is the time to refine, polish and share your ideas about investing, financial planning, estate planning and the markets. If you give your clients something memorable to say, not only will they share your words, but also your name.

      Bottom line: More than anything else, current and future clients want you to provide reassurance during these unprecedented times. Seize the opportunity to be a source of strength for your clients and prospects.