Recessions: A Good Time for Financial Advisors to Be Aggressive

Jul 20, 2023 | Financial

Marketing Blog

Recessions are a time of uncertainty and volatility for the economy and investors. Stock markets can crash, businesses can fail, and people can lose their jobs. Many investors are worried about the most recent aggressive interest rate hikes to rein in a 40-year high inflation rate. In these times of uncertainty, financial advisors must be bold in helping their clients protect their assets and plan for the future. But how? What types of recessions strategies are you sharing with your clients and prospects?

One option for financial advisors is to help their clients shift their assets to annuities, insurance, and other high-interest products. These products can provide clients with a steady income stream, even during economic turmoil. Plus, they can also help clients protect their assets from market volatility.

Of course, it’s important for financial advisors to carefully assess their clients’ needs before selling them any product. However, if a client is looking for a way to protect their assets and secure their financial future, an annuity, insurance, or other high-interest product may be a good recession investment strategy.

When is the Next Recession?

The U.S. has had eleven recessions since World War II, the most recent being the Great Recession from December 2007 to June 2009, when the stock market lost about 50% of its value. It was the most severe economic downturn since the Great Depression in the 1930s. However, looking back and seeing the recession starting is easier than looking into the future and predicting one. But there are key indicators.

Unemployment. Unemployment is at a near 50-year low, but as it rises from the cycle trough, it can indicate declining business output and consumption.

Consumer confidence. Consumer pessimism results in a spending cut and signals lingering worry about the economy. It can also be a sign that a recession is coming.

Inverted yield curve. When the 10-year yields are below the two-year yields, it’s often a sign that short-term rates are too high or that investors seek long-term bonds over riskier assets.

Housing shifts. Homebuilders cut back on housing projects during economic uncertainty, and a red flag for a recession is when the housing market has declined at least 10% from the previous year.

Leading Economic Index. LEI looks at many economic indicators, and the results can highlight the state of the market. A recession could be coming when the LEI declines 1% or more from the previous year.

Recessions are a natural part of the business cycle, and while they can be painful, they are necessary to correct inequalities. And since they know they will come sooner or later, it’s important to prepare and arm clients with the right market mix to help them stay stable during uncertain times.

How Can You Prepare Your Clients for a Recession?

Recessions are scary. As a financial advisor, your clients might already be concerned about their portfolios and the economy and seeking advice for a recession strategy. Along with recommending financial solutions, you’ll be guiding them through these difficult life decisions. Here are some things to remember:

  • Recessions are natural and necessary. So stay calm and maintain focus on the long term.
  • By having a balanced and diversified portfolio, assets are safer.
  • Having an emergency fund and paying down debt can help alleviate additional stress during economic uncertainty.
  • Be ready and willing to go with the flow. Changes are bound to happen but don’t necessarily mean they are negative.
  • Guidance from a trusted financial advisor is the best option for protecting your wealth.

But more importantly, you need to help them find ways to protect your client’s wealth. Is now the time to sell annuities, insurance, and other high-interest products aggressively? Possibly.

Why Annuities, Insurance, and High-Interest Products Now?

Of course, it’s important for financial advisors to carefully assess their clients’ needs before selling them any recession strategy. However, these options may be good if clients want to protect their assets and secure their financial future. And here’s why:

  • These products can provide clients with a steady income stream during a recession. When the stock market is down, people’s investments may lose value. And losing value means it can be difficult for them to maintain their current lifestyle. However, an annuity or insurance policy can provide them with a steady stream of income, even during times when the stock market is down.
  • Your clients are also more likely to be receptive to these products right now. When the economy is doing well, people feel confident about their investments and are less likely to need the security of an annuity or insurance policy. However, during a recession, people become concerned about their financial security and are more likely to be open to buying these products.
  • When the market becomes volatile, these products can help clients protect their assets. As the stock market drops, investments can lose value quickly, which can be a major setback for people saving for retirement or other long-term goals. However, an annuity or insurance policy can help protect them during this time.

Don’t Forget to Set Clear Expectations

Your job is to guide your clients during challenging financial times. And while their long-term security is your goal, it’s always necessary to temper expectations and ensure open communications.

  • Be clear about the risks and benefits of these products. Financial advisors need to be transparent with their clients about the risks and benefits of these products. They should explain how these products work and how they can help clients achieve their financial goals.
  • Focus on the needs of your clients. That is always crucial. What are their goals? What are their concerns? What are their risk tolerances? Once you understand your client’s needs, you can tailor your recommendations to their specific situation.
  • Be patient. It may take some time for your clients to warm up to buying an annuity, insurance, or other high-interest product. Be patient and educate your clients about the benefits of these products.

In Closing

While a recession isn’t here yet, according to science, it’s imminent. And that means there are motivated, concerned prospects seeking the advice of financial advisors on recessions. When you’re ready to connect with more prospects and build your book of business, LeadingResponse is here to partner with your firm and help you reach new heights. With close to 30 years of experience, our multichannel marketing solutions for financial advisors can help you reach more of your ideal audience. Contact our team now for more information and schedule your free consultation.

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