Listen Attentively
In cases of traumatic, unexpected or recent deaths, concentrate on doing only those things that simply must be done immediately and spend the rest of your time listening to the client. --Amy Florian
With a prospective client, you naturally want to secure a formal agreement and begin work by recommending investment strategies and getting them in place. But in the case of traumatic, unexpected or recent deaths, the client may not be emotionally capable of doing so and should not be pushed. In those cases, concentrate on doing only those things that simply must be done immediately and spend the rest of your time listening to the client. Although it may seem like a waste of valuable hours, it will help to form or strengthen a bond with your client and pay off handsomely in the long run through loyalty and referrals.
-Amy Florian is the founder and CEO of Corgenius, in Comforting the Bereft
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