Let’s face it—there’s a lot going on right now, and your clients feel it. From inflation to rising interest rates to uncertainty in the markets (and even the nightly news!), it’s no wonder they’re a little anxious about their financial futures. That’s where you come in.
As an advisor, you have the unique opportunity to help your clients feel confident, even in the middle of all this uncertainty. It’s not about having all the answers right away—it’s about guiding them through the noise, keeping them focused on what matters, and showing them that no matter what’s happening out there, they’ve got a solid plan in here.
Here are five practical ways to protect your clients’ futures and strengthen their trust in you during unpredictable times.
Let’s start with what’s on your clients’ minds right now. The truth is, everyone’s paying attention to the headlines—market dips, interest rate hikes, and the overall cost of living are huge stressors for many people. If you ignore these topics, you risk coming off as out of touch. Instead, lean in and address their concerns head-on.
Be Their Calm in the Storm: Start your conversations with open-ended questions like:
Pro Tip: Don’t rush to offer solutions right away. Let them talk first. Sometimes, just being heard can help clients feel a little less stressed before you even start discussing plans.
Example Conversation Starter:
“With all the talk about rising interest rates and inflation, I imagine you’ve got some questions about how this could affect your goals. Let’s work through them together.”
Why It Works: Clients need to know that you’re listening. By addressing their immediate concerns, you’re showing that you’re in tune with what’s happening in their world—and that you’re here to help.
When things feel chaotic, it’s easy for clients to lose sight of the big picture. That’s why part of your job is to help them zoom out and focus on their long-term goals. Markets will rise and fall, and policies will change, but a solid financial plan is designed to weather those storms.
Bring Them Back to Their “Why”: Help your clients reconnect with their goals. Ask questions like:
Visuals Make All the Difference: Use financial planning software (like Planswell!) to show how their plan is built to adapt to changing conditions. A clear, visual representation of their progress can be a major stress-reliever.
Example Reassurance:
“Remember, your plan is built for the long haul. Let’s review where you stand today and see if any adjustments make sense based on what’s happening in the market.”
Why It Works: Reframing the conversation helps clients focus on what really matters—their goals. When they see that their long-term vision is still intact, they’ll feel more confident about sticking to the plan.
Here’s a little secret: challenging times often bring unexpected opportunities. Whether it’s taking advantage of market dips or making adjustments to minimize taxes, there’s always a silver lining. Your job is to help clients see it.
Opportunities to Highlight:
Be Proactive, Not Reactive: Frame these opportunities as part of their plan, not knee-jerk reactions to current events. For example:
Why It Works: When clients see you turning challenges into opportunities, it builds trust and positions you as a forward-thinking advisor who’s always looking out for their best interests.
Flexibility isn’t just a nice-to-have—it’s essential in today’s ever-changing world. A rigid financial plan can feel stressful, but one that adapts to life’s twists and turns gives clients peace of mind.
Emergency Funds are a Must: Make sure clients have a cushion to cover unexpected expenses, so they don’t feel forced to dip into investments when markets are down.
Diversification is Key: A well-balanced portfolio can help clients ride out volatility while staying aligned with their goals.
Plan for “What-Ifs”: Include contingencies for major life changes like job loss, illness, or caring for aging parents.
Example Discussion Point:
“Flexibility is what keeps a plan strong during uncertain times. By building in a little wiggle room, we can make sure you’re ready for anything while still working toward your goals.”
Why It Works: A flexible plan doesn’t just protect your clients financially—it also gives them emotional reassurance that they’re prepared for whatever comes their way.
In uncertain times, clients need to hear from you before they start to worry. Regular, proactive communication shows them that you’re not just reactive—you’re always keeping an eye on their financial health.
Stay in Touch:
Pro Tip: Use tools like Planswell’s CRM to keep track of when you last contacted each client and schedule follow-ups. This way, no one falls through the cracks.
Example Message to Send:
“Hi [Name], with everything happening in the market right now, I wanted to check in and share a quick update on how your plan is positioned to handle these changes. Let me know if you’d like to schedule some time to chat!”
Why It Works: Proactive communication reassures clients that they’re not navigating uncertainty alone—and that you’re always in their corner.
Your clients are counting on you to be their steady hand during uncertain times. By addressing their concerns, refocusing on long-term goals, and building flexibility into their plans, you’ll not only protect their financial futures but also strengthen your relationship with them.
Uncertainty doesn’t have to be overwhelming—with the right strategies (and tools like Planswell to support you), you can help your clients feel confident, prepared, and ready for whatever comes next. That’s what being a great advisor is all about.