Michael F. Sciortino, Sr.
Executive Vice President, Managing Director, Head of Distribution
CMG
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?
My experience as a retail advisor or as a wholesaler working with advisors and their clients has made me appreciate that the time spent getting answers to these questions will build trust, solidify the relationship with your client and allow you as the advisor to provide a higher level of service which focuses on their needs, wants and goals.
You as an advisor are in a unique position to influence your client and give them the important reasons to possibly change a habit, such as savings, that will make a huge difference. Now that you know their situation, most clients just want you to tell them what to do. It’s usually as simple as that. – Mike Sciortino
