CMG AdvisorCentral

Tactical investing news, views and resources for financial advisors

Easy Tips to Prepare for a Client Meeting

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Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG Capital Management Group

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:

advisor and clients

  • 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?

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How to Create a Memorable Client Experience

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Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG Capital Management Group

Michael F. Sciortino, Sr.
Executive Vice President, Managing Director, Head of Distribution
CMG

You know, the client experience that everyone in town talks about.  The client experience that everyone looks forward to.  Let’s start with turning your shoulds to musts.  Over the years, I’ve heard them all.  I should put on that seminar.  I should call 3-5 clients per day.  I should mail 5 personal notes a day.  I should plan my next memorable client event.

Now, let’s try that again, in order to achieve the results you want in your practice.  I must put on that seminar.  I must call 3-5 clients per day.  I must mail 5 personal notes a day.  I must plan my next memorable client event.

One of the secrets successful advisors have shared with me over the years is that surprisingly many of their most successful ideas are not new.  However, they have taken the time to discover them and then model their actions after other successful advisors.  Makes perfect sense to me.  When you take these ideas from others you in effect compress decades of learning into days.

One such idea that an advisor I worked with in a small town used was an annual anniversary party in a local park.  Even if you happen to be in a large city, you can do this in a suburb.  Here’s how he set it up.  At the event, clients are served BBQ and are entertained by a 3 piece band.  Every year he invites his clients and friends along with all city leaders and movers and shakers in the community.  The next part I think is brilliant.  He enlists several high school students dressed in his company’s logo shirts and khaki pants to serve his guests.  This is a great way for him to build goodwill by offering the students much needed service hours and socializing with clients and prospects.

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Does a lot of planning and preparation go into this event?  Sure.  However, what we fear most is what we most need to do!  So, go ahead and start planning an event that is fun, something people want to do, and something that will allow you to stand out from the crowd.  As W. Clement Stone used to say, “Thinking will not overcome fear but action will.”  Here’s an action that will help you expand your practice by creating a memorable client experience.  What are you waiting for? – Mike Sciortino

7 Ways to Nurture Your Client Relationships

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Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG Capital Management Group

You’ve probably heard the old saying, ” People don’t care how much you know until they know how much you care.” Well, the most successful advisors I know have an innate ability to regularly demonstrate their caring to their clients. They do it consistently with what appears to be little effort. In reality, their approach is well planned and targeted to grow their practice. Below is a list of 7 ways to nurture client relationships.

1. People want to feel special, valued, respected, and cared for. Your customers are dear and valued friends who have trusted you and valued you. Reciprocate by letting them know what they mean to you on a consistent basis.

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