As advisors we bring many skills to the table, one of them being the calmest one in the room. But how do you cultivate and maintain calm when the stakes are extremely high and our clients are having a difficult time emotionally?
Here are some quick reminders that can support you in the toughest of situations:
- Get back in their shoes. Remind yourself that what is routine for you, is new and can feel threatening to your client. The only facet that you can control is your thinking and how you support and guide your client. Calming yourself down when you’re concerned about how things are proceeding is THE most powerful step you can take.
- Lean into your expertise and ask the tough questions that demand your attention. When owners are overwhelmed, our natural reaction can be to step back. Avoiding the ‘elephant in the room’ subjects can actually increase the stress for the client, it can feed their fear. Lean in and process through the tough conversations.
- Give your client space to process. Remember that you might be THE only person they can share their concerns with. This can be a heavy lift for an advisor but remind yourself that when owners share their fears it literally helps them to get back to their rational thinking and their genius that built this business in the first place.