Every day you have the opportunity to do something great for your clients. Most successful advisors I know are always trying to find that extraordinary breakthrough that allows them to serve their clients better. Sometimes that breakthrough is simply the broad perspective and experience you offer to your clients as you guide them to reach prudent decisions. Let’s face it, in any given set of circumstances your clients face, their own view or perspective will determine and direct their response unless you are there to guide them. Therefore, it is vital that you allow them to share with you their core concerns, needs and feelings at your client meeting.
Here are some thoughts to consider as you prepare for the meeting:
- What investment experience does your client have?
- Have they worked with a financial advisor before?
- What have they liked most and least about past investments they have made?
- What problems do they have that you can help them solve?
- What needs do they currently have?
- What solutions can you offer?
- What are their hopes and fears?
- What questions will they have?
- What do they already think or know about what you will discuss?
- Who is the driving force behind a decision?
- What outcome would they like to see?
- How easy will it be for them to implement and stick to your plan?