What do you do in this turbulent weather? You implement this four-step strategy so that you can always assure your clients a safe landing, regardless of market conditions.

Step 1: Develop a strong relationship with your client based on trust
Your relationship with your client begins the moment you make the first connection with them, whether that is over the phone or in person. When you introduce yourself to this client, you have opened the door to a new beginning. It is within that first 60 seconds that the client must begin to feel they can trust and respect you. Each connection you make with the client adds another link in that chain of trust. Trust in your own expertise, your reliable service and your products. That trust is put to the test during tough market conditions. This is the time when your clients will be looking very closely at the expert advice you have given them. And, in many cases, it is the trust and faith in you and your credibility that will calm your clients.

Step 2: Be proactive in your communications
Don't wait for your clients to call you with their fears and concerns. As the pilot of the plane, you have access to key research and information which indicates market volatility coming up...and historical data which proves that the market has always rebounded and survived turbulent times. Give your clients a call to talk to them about their portfolio. Your clients will feel much safer knowing that you are monitoring their assets closely during these turbulent times and forewarning them of any bumpy rides...assuring them that all will be safe after the storm. Whether it's a short e-mail, a letter or a phone call, send a message to your clients with any information that can help them stay steady in these rough times.

Step 3: Be accessible
Fear is the number one reason your clients will consider changing their financial planning goals from a long-term strategy into a short-term plan. Be prepared for a flurry of calls from your clients who will expect you to predict what the market is going to do and when, and if they should make any changes to their portfolio. The market is changing very quickly...so they will likewise want to make quick decisions. Be available for your clients to talk with them about their concerns and remind them about the value of the long-term strategy as it applies to their own long-term financial goals.

Step 4: Manage expectations up front
Although your clients would love for you to look into a crystal ball and precisely predict the market's future, this is impossible for even the most seasoned financial planner. The best strategy is to manage expectations early on with your clients when you are developing their plan. When you are determining their level of risk tolerance, remind them that riskier investments will be very volatile in a shaky market. Every risk has the potential for greater rewards -- and greater losses -- in the short term. Unfortunately, many investors still want the golden plan to get rich quick. And the possibility always exists to make that perfect stock pick which increases in value in a very short time period. Most investors in a bullish market only remember the positive gains and get lulled into a false sense of security until a market fluctuation hits. Unless the client thoroughly understands this concept, they might feel like they've been blindsided when an investment starts losing money in the short term.

Your expertise has earned you the right to fly the financial plane through any market condition. Your clients trust you to get them to their destination safely. This four-step strategy is essential, regardless of market condition, in order to maintain strong client relationships.

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