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.

LATEST INSIGHTS

 
Topic Category
Authors
Filter Insights by Date
Or show recent results
The article below is presented as a single post. Click here to view all posts.

Your First Question to Clients in 2024

By David RichmanManaging Director, Advisor Institute

With the holidays behind us, now is the perfect time to reach out to both your existing and prospective clients with the following question: "What is the one thing you'd like to accomplish in the year ahead, and how can I help?"

Here is some suggested language to tee up that question in your conversations with clients. This is meant as a suggestion only, not a script. Bring your own experience and vocabulary to it.

"My appreciation for the power of a new year continues to evolve, which has led me to start asking clients: 'What's the one thing you'd like to accomplish in the year ahead, and how can I help?' One client responded with a desire to take a fresh lens to their estate plan, another wanted to apply 'what if' scenarios to their financial plan, and another wanted to take a more strategic approach to philanthropy. What is your one thing?"

Let's examine the subtext and intentionality behind this phrasing:

"My appreciation for the power of a new year continues to evolve"

  • This infers that you're always professionally evolving and growing.
  • It also addresses why you haven't asked them this question before.

"...which has led me to start asking clients..."

  • The use of the word clients, even for prospective clients, is quite purposeful. If you start treating them as clients, they may start treating you as their advisor.
  • Framing the question as "what's the one thing" keeps it open-ended and hopefully yields something significant even if it's never been verbalized.

"One client responded with..."

  • Providing examples may stir their imagination.
  • This is an important sentence to customize based upon the clients you serve and aspire to serve.

For prospective clients, this question is more significant than a "check in" or "how were your holidays" call. It gives them a taste of what it would feel like to be your client and deepen the conversation, hopefully serving as kindling for next steps.

For existing clients, it can start the year on strong footing, even where your connectivity may have not been as significant as you would have liked in the recent past.

Bottom line: The turn of the calendar is a propitious moment to be a catalyst for deeper planning with clients and to ignite the passions of prospective clients.