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Bull or Bear...Who Cares
This program was designed to provide companies and their Advisors with practical strategies and tactics to insulate their business from adverse economic and market conditions.
I. How has the equity market performed over the last 60 years?
A. Significant market movements (peaks and valleys)
B. Flat markets
C. October 1987
D. Today’s market
II. How vulnerable is your business to adverse market conditions?
A. It depends on whether you have building your business by managing client expectations to focus on return on investments or on your ability to meet client needs.
III. Who is the perfect client for all markets?
A. Investable assets
B. Reasonable expectations
C. Long-term view
D. Potential center of influence
E. Mutual respect and trust
F. Someone you like
IV. Do you have what it takes to adapt to the changes our industry is undergoing?
A. Trend toward merging of banking, insurance, and investments under one service provider
B. Client resistance towards change
C. Blurring of the lines makes it even more imperative that we do a good job of managing client expectations and potential reactions
V. Why is the average client always wrong?
A. Long-term needs vs. short-term reactions
B. Full market cycle - Bull to Bear and back
C. Factors that influence decision-making
VI. How can we manage client expectations?
A. Focus on long-term goals, not short-term performance
B. Frequent contact
C. Quarterly reviews
D. Keep clients abreast of news
VII. Who do you want to work with?
A. The value of your time
B. 80/20 rule
VIII. How can you build a bulletproof practice?
A. Envision the practice you want
B. Have a business plan to achieve that vision
C. Plan for your own professional development
i. Selling skills
ii. Product knowledge
iii. Attitude
D. Do’s and don’ts
IX. Why do top producers do well in a bear market?
A. Characteristics of top producers
B. Self-assessment
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