Philip is an $850K producer; Stuart is a $4 million producer. Both have done well, but because Stuart is proactively engaged in acquiring affluent clients, he understands that selling is an art, and he is always looking for a window of opportunity to showcase his wares. He is goal-focused, well- prepared, and fearless (and skillful) in his execution of high-impact rainmaking activities. Although Philip, an 18-year veteran, has developed a healthy business over the years, he is not yet a rainmaker.

I had already discussed the current volatility in the markets, the uncertainty of the upcoming presidential elections, and affluent dissatisfaction with financial advisors with Stuart. All of these factors—and many more—have converged into a perfect storm for rainmaking.

So, what exactly did I say to Stuart during our hour-long conversation? How can he, or any advisor, effectively prospect the affluent during tough market conditions? Let me walk you through four steps you can take to capitalize on this perfect storm for rainmaking:

2.) Prepare For The Meeting

Here you will want to make sure you thoroughly understand each client's personal and financial goals. Review your notes, and look to identify any milestone events that have recently occurred, or will occur in the future. You should know of any changes that will impact their portfolio. You also want to make certain you are the "go-to" financial advisor, overseeing the multi-dimensional aspect of their family's financial affairs. For instance, if you haven't implemented the Financial Organizer, now is a good time to start.

You might find it helpful to conduct a Google search on the individual you want to meet; background information is very helpful. If you have not sourced specific names within your client's COIs (shame on you), an additional step is required during your meeting; you must have your rainmaker antenna out, and source a COI contact to be introduced to.

3.) Meet With Your Clients

Meet with your clients, and position yourself as the steady hand that will guide them through the storm. First, review their portfolio and make any adjustments based on the preparation you performed above. You want to calm your clients and get them emotionally on board with the long-term viability of their goals.

Remember, you are performing an emergency financial physical for each client. This is work—both for you and your clients. Not only are you making certain their portfolio is aligned properly, you are gauging their emotional state. I hope you're already using a financial-planning tool. If you aren't, you better start using one soon. This financial physical will alleviate many of your clients' financial concerns simply because they know you are actively overseeing their financial affairs.

Getting back to Philip, Bill certainly wasn't going to let him off the hook that easily. Bill kept drilling until Philip admitted that he was uncomfortable prospecting during these market conditions. He wasn't confident that his clients viewed him as their "go-to" advisor, which, in his mind, made COI penetration all the more daunting. If he follows Bills steady guidance, Philip will successfully re-position himself with his clients, and capitalize on this perfect storm. But like Stuart and every other rainmaker, he must be willing to work outside of his comfort zone.

This is a perfect rainmakers' storm for those who dare to take the helm.

For more information, join our FREE Rainmaker Teleconference or download a FREE copy of our Perfect Storm Rainmaking Action Plan.

Once again, we want to thank all of you who have emailed comments and questions to us. We will continue to do our best to answer each one. If you have any topic suggestions or special requests, please contact Rich Santos, publisher of Registered Rep. and Trust & Estates magazines, at rich.santos@penton.com.