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Technique
Structuring a consistent, scalable client communication cadence that demonstrates ongoing engagement without requiring highly personalized or time-intensive touch points
"The number of touch points data — I really found it useful, and I think I would still do this if I were to start a firm again. It was 12-4-1. A monthly touch point, four times a year more in-depth — probably a phone call — and one of those quarterly things ..."
Technique
Proactive mass client communication during market downturns to reduce individual call volume and manage client emotions at scale
"As soon as the market starts to decline, we start hosting webinars. We usually get about 50% to 60% of clients showing up. While the market's down, every two weeks we're going to host a webinar and just tell you what's going on, what our plan is, how we can..."
Technique
Helping clients step past loss aversion when contemplating selling a home or concentrated stock position by reframing the decision as a future gain
"I've actually written about this one before — future self questions — and it's super helpful in the situation of loss aversion. Imagine it's three years from now. The house has sold. You're settled somewhere new. You love it. You find out that your old hous..."
Technique
Helping clients reassess concentrated stock positions, legacy assets like family cabins, and whether to continue owning/growing a business
"The overnight test — I use it with clients all the time, like concentrated stock positions, second homes, family cabins, legacy assets. Hey, let's pretend somebody sold that overnight. You woke up in the morning and the cash was in your account and the fami..."
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