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Financial Advisor Marketing: Being Your Clients’ Warren Buffett

October 2nd, 2008

This article is by Bob Hanson

Imagine there is a single presence who can calm millions, or even tens of millions, of people.

His each and every word is studied and dissected by the leaders in his profession. And when he acts, billions of dollars of capital follow.

Markets can move with a single phrase (or possibly a $5 billion dollar investment) from the “Oracle of Omaha,” Warren Buffett.

In these crazy markets, while you may not wield the clout of Warren Buffet, you can be the calming presence to your clients.

You can help lead them through the storm, which will help build your flock of loyal followers as the financial sky clears.

In talking to dozens of financial advisors, there is a clear pattern of behavior which is helping them ease client fears and create stronger relationships.

Typically, this includes…

1. Sticking to the Long-Term Financial Strategy

While the overall market movements are eye-catching, clients always are concerned about what this means to them and their long-term goals.

Remember to focus on what the markets mean to them, rather than the market itself.

Also, keeping your ears on their true concerns (perhaps not stated verbally) will help you address their real and personal fears.

2. Communicating

Being available and erring on the side of over-communicating will help you earn the right to offer advice and counsel.

For more strategies on how to communicate with clients in bunches to save time and win new friends make sure to check out our “Bear Market-ing” article. (You can get it below.)

3. Playing Extra Innings to Get In Front of Prospects

It may seem like you are playing a full nine innings and putting in an overly full day just dealing with current clients.

Understand this is an extra-inning ball game for now and it will be in the 10th and 11th and beyond where you win important new relationships. (You want to be there rather than the advisor in the office down the street, right?)

Think about how you can use a productive marketing strategy like writing an article or giving a talk to a friendly audience to get in front of new prospects.

While there may be only one Warren Buffett, everyone looks for the “steady hand at the wheel” during the storm. Make sure existing and new clients look to you!

We invite you to get our article about “bear market-ing” called “How to Create Loyal Clients and Gather New Ones Now” at

www.marketingplanfinancialadvisor.com/bearmarketing.html