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In It’s a Wonderful Life, Mr. Potter may be the richest man in town measured in dollars, but George Bailey's story shows that without great relationships, money means nothing. As Clarence reminds George, “no man is a failure if he has friends."
All turns out well in the end for Clark Griswold in National Lampoon’s Christmas Vacation, but there’s a reason clients shouldn’t be in a hurry to spend their holiday bonus. Instead of waiting for the big lump sum, advise clients to save in small increments for that European vacation or backyard pool. Besides, clients never know when they’ll need it for emergencies or home repairs like replacing furniture and carpeting after accidentally electrocuting the cat.
Speaking of home repair, Kevin McCallister’s hijinks in Home Alone serve as a reminder that reviewing homeowners’ insurance with clients on at least an annual basis is a good idea—especially for clients with kids. Because you never know when you’ll need to replace doors, install new staircases or clean up from flooding.
The holidays are a good time to review charitable donations with clients. And for those who are on the fence or channeling an Ebenezer Scrooge attitude about the size of their donations, there’s always the tax write-off argument to keep them from feeling bah humbug.
Don’t let your clients put off getting their affairs in order like Tim Allen did in The Santa Clause
Sometimes the traditional works just as nicely as the modern, as Charlie Brown learns throughout the course of the holiday classic. Advisors should take that lesson to heart, as many analysts predict that 2015 will be another good year for good old equities.
In Miracle on 34th Street, Kris Kringle was onto a good idea when he began referring customers to Gimbles and other stores when Macy’s didn’t have the item. The same rule applies to advisors. If you can’t help clients, especially when they have complicated estate planning or tax issues, make sure you know lawyers and accountants to whom you can refer clients.
Buddy the Elf leaves the North Pole to find his father and ends up not only gaining a family, but gaining many valuable experiences (not all little people are actual elves), showing that venturing outside your comfort zone can lead to great things. Advisors may need to get out of their comfort zone, maybe even leave their current firm, in order to find a better overall experience for themselves and their clients.
When the Grinch encountered little Cindy Lou Who in How the Grinch Stole Christmas, it was a life-changing relationship. At first glance, she didn’t seem like someone who could change the heart of such an evil character. But like friends, clients come in all shapes and sizes. At times, Advisors shouldn’t be afraid to look past small account sizes when taking on new clients.
As 9-year-old Ralphie Parker finds out in A Christmas Story, there’s better uses for your tongue than sticking it to a frozen pole (because, it will, in fact, get stuck). Advisors should use theirs to talk through the goals and issues their clients want to put their hard-earned dollars toward.
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