Thursday, October 05, 2017

The Harvest Season

By James Morris, Questar Branch Office Designated Supervisory Principal at Ann Arbor Annuity Exchange

The leaves are changing, there is a chill in the air, and the kids are back in school: The fall season is upon us! As the season changes, so should your focus. After all the efforts you have made to help your clients achieve their financial goals throughout the year, now is a good time for both you and your clients to consider harvesting and protecting the progress made.

Throughout the year you have made efforts to contact your customers to ensure they are on track with their financial goals and to discuss adjustments as needed. You have helped them with their college planning, retirement goals, income needs, and tax considerations, as well as their life insurance needs. You have wished them happy birthday, congratulated them on personal and professional achievements, and welcomed them to your client appreciation events. You have counseled them through the changing political and economic climate. At this time of year, it could be appropriate for you to help your customers further by capturing their market gains, if they were fortunate enough to have them.

Another perspective to consider during this season is harvesting your investment in your clients. If you haven’t received any new business from clients that you contact on a regular basis, now is the time to offer your services to them. If you have not received any referrals from your current clients, ask your current customers if they are referring their friends and family to you. If they are not, what can you do to get those referrals? It is important to remember that you need constructive feedback to keep improving the service your practice offers.

The fall season is a great time to meet with your clients to conduct annual reviews, discuss life changes, and review goals. Demonstrating your value as a financial professional to your customers at this time of year is a great way to strengthen your relationship for next year and beyond. The holiday season will be here soon, so be sure to connect with your customers before their thoughts shift to family gatherings and traveling to warmer climes.

If you would like to discuss strategies to enhance your practice, James Morris can be reached at 800.321.3921 x159 or at

James Morris | Designated Supervisory Principal
Questar Capital Corporation Branch Office at AAAE
Ph: 800.321.3924 x159 | Dir: 734.786.6159

Securities offered through Questar Capital Corporation (QCC). Member FINRA/SIPC. Advisory services offered through Questar Asset Management, a registered investment advisor. Ann Arbor Annuity Exchange is an affiliate of QCC.

Designed for Financial Professionals.