J Donovan Financial
“In recent years, someof my best clients havetold me they enjoy ourpartnership because itis more than financial;it is human. When youstart from the mostbasic concept of whatit means to be human,it comes down to this:We all want to feel safeand we want to experience true connection.
I know this is usually
a little ‘foo-foo’ for the
insurance industry, but
in our current reality
of a pandemic, these two concepts mean far more than a
summary of what carriers are covering or a copy and paste
of financial assistance updates.
“‘Safe’ in our industry is trusting your advisor to do theright thing with the company’s finances and the employees’attention. ‘Connection’ in our industry is much more difficultto attain, because it requires being vulnerable, a place oftenlabeled a danger zone in our business.
“As an advisor during this pandemic, it is possible to maintain your professionalism and fiduciary responsibility whilealso sharing in your clients’ experience. For example, wehave been creating two-minute digestible videos on legislation and financial assistance programs designed to help ourclients get the big picture. In these short videos, I share thatwe are also applying for the assistance and that whether theperson watching is a client or not, they can have access toour resources because we are all in this together. I have followed up with phone calls to clients, not to make sure theyare paying health insurance premiums, but instead to askonly how I can help.
“Last week, a client told me that all she needed helpwith was finding 300 material masks for her nurses. Wewent on a mission and found someone to sew them forher. Clients always need our insurance knowledge andexpertise, but now more than ever, they also want realand authentic connection. It is no secret that the role ofthe insurance advisor has been evolving and must continue to do so in order for us to stay relevant. I encourageother advisors to use this time to practice what can neverbe replaced by technology: the human component to whatwe do.”
“Our number-one goal has always been ourclients. With business owners facing veryhard decisions, I have reached out personally to each ofthem to encourage them,see how wecan assist andlet them knowI’m availableday, night oron the weekends.”
Center For Wealth Preservation
“We have been working on several creative
ideas in our office. To engage clients, one of
our advisors sent
out 1,000-piece puz-
zles to his clients
with a note wishing
them well and to let
them know he was
thinking of them.
“With all the in-
formation out there,
we have been
forwarding as much
as we can to our advisors, without being too
overbearing. We have weekly open forum
meetings, helping advisors to connect and
share something positive or negative that
they are dealing with, weekly staff meetings
in which we go around and see how each
person is doing personally and what we can
do to help. We also host a weekly happy
hour, which is all fun, no work.
“We are designing company T-shirtsthrough customink.com, pushing them out toour firm, and the proceeds from their purchases will go to the Long Island Food Bank.
When we can get together again, we will allwear our shirts and never forget this crazytime! AALU/GAMA have been sending outdaily info and webinars to help get information to their advisors, which has been a greathelp to us as managers in the field.”