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Insights | February 25, 2022

Did COVID really kill the sit-down meeting?

Every advisor has those clients who prefer, and will continue to prefer, in-person to online. But hanging on to that fact and ignoring larger trends is a misstep that can push you off-course to broader goals. 

We’re two years into the pandemic, and though you may be tired of hearing about the growing role of digital communications, it’s still worth paying attention to. Because as time goes on, we’re getting a clearer and clearer view of which elements appear to warrant long-term investment. 

And right now the data still speaks volumes. Across all industries, customers are more likely than ever before to spend money—even large sums of money—on goods and services without having any in-person contact before the decision to buy. Those service providers, in turn, are lauding the convenience and efficiency this sales process affords. And people on both sides of the transaction are stating their intention to continue on this path even after the health and safety factor returns to a pre-pandemic level (a timeline that keeps growing longer, it seems). 

If you’re like just about every other financial services firm, then you’re seeing at least a subtle trend away from face-to-face sales and service. So what are you replacing it with? 

The sit-down meeting may not be dead, but those who refuse to accept its reduced role could be instead accepting lost opportunities. And the efficiencies, conveniences and advantages of digital tools—all this is possible only if you build the machine in the first place.

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