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It can be tough enough for advisors during good times. During bad times, it can be quite a bit worse. But in the time of the coronavirus, all bets are off as we all encounter circumstances very few have actually lived through. While the oldest among us might actually remember the Great Depression, being hit with a pandemic and likely on the verge of entering another depression (we’re already in a recession, say a number of experts) is nothing we’ve ever faced.

So special tactics are called for to win clients’ attention and provide them with advice on investments, potential retirement income solutions and other financial products or strategies. Wining and dining potential clients is no longer a viable strategy in the age of social distancing, nor is an educational event with everyone gathered in the same location.

Marlene Satter

Marlene Y. Satter has worked in and written about the financial industry for decades.

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