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The dog days of summer have officially begun. Many clients are on vacation, and the tendency of a lot of us is to move a little slower and work a little less.
The summer is also the time that consultants like me usually start talking to clients about beginning the process of developing their business plans for next year.
While yes, now is the perfect time to start your 2018 planning, it's also the perfect time to pick up the telephone and talk to your clients (knowing that you will have to work around their vacation schedules.)
We all know that stock market volume is light in the summer and that volatility tends to increase. And given that we have been in a low volatility environment for awhile, this is apt to scare clients a little if and when it happens.
During your conversation you can remind your clients about the positives underpinning the market, including a great upcoming earnings season, the "Goldilocks" nature of the economy (not too hot and not too cold) and the historical perspective that even though interest rates are going up, stocks do not necessarily have to go down.
(Contact us if you want data on any of these points to share with your clients.)
Proactive telephone conversations with clients can be one of the most productive uses of your time regardless of the time of year. From the client perspective, they feel good that you have contacted them unsolicited just to check in and see how they are doing. And who knows, perhaps it will prompt them to give you a referral or two.
Next month we'll talk about some additional client servicing ideas that you can incorporate into your business plan moving forward, but for now, get dialing!
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