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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.