[Los Angeles, CA, March 2, 2020] As the coronavirus continues to spread, airports have been shut down and trade with highly impacted countries has been halted. All of this has led to investor unrest. While now is the time for client handholding, many advisors are scurrying to develop and deliver an appropriate message to alleviate client concerns.
Sarano Kelley, a well-known expert on crisis management and co-founder of The Kelley Group, says, “Crisis communication is both an art and science that requires a well-defined and expertly delivered skill set. With the appropriate communication skills, advisors can strengthen their relationship with clients and increase prospecting opportunities.”
Because most rookie advisors have never experienced a significant down market and senior advisors have delayed retirement because of the relatively easy market environment, Brooke Kelley co-founder of The Kelley Group, says: “We expect to see many of these types of advisors opt to leave the business. This creates an excellent opportunity for those who are prepared to weather any crisis by moving from a defensive position, to operating on the offense — being proactive.”
As a service to the financial services industry, The Kelley Group is offering a series of complimentary Crisis Communication Training teleseminars for advisors, the first one being held on March 15th at xx p.m. ET (xx p.m. PT). Along with learning how to create the right cold-calling and face-to-face message addressing the coronavirus and other life-altering events, they’ll explore additional ways to turn a crisis into a business building opportunity, including:
- Speaking at group events about how the coronavirus is affecting the market.
- Co-hosting events with health care professionals to discuss health, the markets and the coronavirus.
- Alerting your Centers of Influence (COIs) to your availability for their clients with investment concerns.
- Hosting calls and intimate dinners to better manage client concerns.
Sarano tells how he knew an advisor who received a massive level of assets from a prospect whose own advisor was MIA during a market downturn. “Advisors who are proactive during this time are going to have a field day if they play it right,” he adds.
Crisis Communication Training is being provided as a complimentary service to the financial services industry, courtesy of The Kelley Group, Intl.
[Registration Link for Crisis Communication Training. Press is invited to attend.]
ABOUT THE KELLEY GROUP
The Kelley Group,Intl. is the premier communication skills training company, providing professional speaking, training and coaching to the financial services industry.
CEO and co-founder Sarano honed his knowledge of crisis communication at a young age while working for one of the nation’s oldest and largest communications training firms in NYC. Later he spent two years as a media skills coach to the President’s White House Fellows.
Sarano and Brooke Kelley are co-authors Reversing the Deal Flow: The Secret to Prospects Calling You to Become Clients, Vol. I. (Vol. II is scheduled for release this summer.) They are also authors of The Recruiting Conundrum: A Consistent, Disciplined Approach to Attracting Top Talent and the best-selling book, The Game: Win Your Life in 90 Days, which has been made into two landmark television shows.
The Kelley’s have created COI accountability groups across the nation that have run, in some cases, for decades. They are the founders of The Kelley Group’s Mastermind Groups, and are currently in negotiation with one of the nation’s leading consumer publication to expand the program.