As we’ve often written about, success in financial services is all about relationship management linked to relationship marketing. One of the most neglected aspects of this is the client review meeting. Many review meetings are snoozers. Small talk – check. Performance – check. Anything new – check. Who wants to go through that three or four times a year?
Review meetings done properly offer tons of relationship building opportunities. They’re enjoyable for the client and are money-making opportunities for the advisor.
There’s nothing overly complex about running an effective meeting, but you’ll limit your effectiveness if you’re just “going through the motions” in your reviews. Use some or all of these tips, remember to listen effectively, engage the family and put some structure around your process. The rest typically falls in line. What ideas can you share? Feel free to add to the comments.
Stephen Boswell and Kevin Nichols are thought-leaders with The Oechsli Institute, a firm that specializes in research and training for the financial services industry. @StephenBoswell @KevinANichols www.oechsli.com
