Skip to content

Bear market

title: Prospecting in a Down/Bear Market description: [AFW S.8.13] Securities Prospecting Method #13 published: true date: 2026-06-30T08:08:50.120Z tags: editor: markdown dateCreated: 2021-05-14T00:17:56.971Z

Watch Prospecting in a Bear Market (2023-09) VIDEO


Read Nick's ATY 133 May 13 - Opportunistic Prospecting in a Bear Market PDF

Read Nick's ATY 147 May 27 - Market Extremes Always Bring Us Closer to Our Best Clients PDF

Read Nick's NMS 36 - Bear market prospecting: laying down a marker PDF

Read Nick's NMS 37 - Bear market outreach to current clients PDF


“Bull markets go on far longer than bear markets do; they increase equity values far more than bear markets diminish them.” ―Nick Murray

“If you are a long-term investor, you will view a bear market as an opportunity to make money.” ―Sir John Marks Templeton

"Nothing is more difficult than holding onto your stocks in a bear market." ―Mike Turner

“Bear Market = An episode during which common stocks are returned to their rightful owners.” -Warren Buffet


Notes

  1. Don't spend all your energy worrying about clients leaving during a Bear Market. Also focus on acuiring new clients.
  2. Journeymen only prospect in rising markets peddling immediate past performance. This attracts the wrong kind of clients. This is a sales person vs what we are, planners and Advisors.
  3. There is never a sweeter time to prospect than when the sky is falling. This is the time of perceived crises when people are open to professional advice.
  4. The bear market is when amateurs stop calling their clients.
  5. Stand your ground with your clients and prospects that a bear market is good for investing. The Great Companies of the World are on Sale.
  6. Let's look at "better days" which always come.


The Two Best Tools

  1. See 8 Facts About the Market from the Four Core Investment Principles.

  2. Show the Market Cycle Clock.


Prospecting (New & Existing)

  1. Engage with everyone you meet and explain that a "down market" is a good thing: The Great Companies of the World are on Sale.

  2. Reach out to your existing clients that this is a good time to invest more. As prices decline value increases.