The Advisor Institute: Coach's Corner
This is no time for superficial conversations

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.

  • All Posts
  • More
    Topics
      Authors
      The article below is presented as a single post. Click here to view all posts.

      By David RichmanNational Director, Eaton Vance Advisor Institute

      During the first 90 days of the pandemic hitting our shores, my impassioned plea for advisors to seize the moment was, "This is YOUR time!"

      Let's double down on this message right now. With an election looming, uncertainties abound. Although it would be easy to stay focused on "where life intersects with money," be sure to support the other side of the balance sheet: "Where life intersects with life."

      My opening question was then and still is, "What will they be saying about you tomorrow?" Who are "they"? Your clients, prospective clients and your inner circle.

      Let's focus on your clients. When this chapter of their lives passes, what words will they use to describe you? Go ahead. Write down the words or phrases you would hope they would use. Were you:

      • "In my corner"
      • "My rock"
      • "My sounding board"

      This is STILL your time to be that source of strength ... to be a Charismatic Advisor.

      Still, so many months into these historic times, consider my comments from the early days of COVID-19:

      • It is not possible to overcommunicate with your clients right now
      • This is no time for superficial conversation — go deeper
      • Your clients likely need you now more than ever

      Every one of your clients is moving in and out of varying emotions. For so many, isolation, frustration, feelings of vulnerability or longing for the prepandemic way of life can be draining. Don't assume that because you spoke to them last month and all seemed OK, it means they are OK today.

      Bottom line: To repeat: You cannot overcommunicate with your clients right now. Unless, of course, you are settling for superficiality.