PSA 18 Review Meetings

 

"Twice and thrice over, as they say, good is it to repeat and review what is good."

 

Plato

WHY is this Meaningful to You?

WHY is this important?

 

Now that your client has experienced either your new client or existing client process, it is important that all future meetings have a similar structure and flow. Furthermore, when you stop to think about how often you sit face-to-face with your best clients, it could definitely rank up there as a moment of truth. This one hour meeting they have with you today could very well be the only time they physically spend with you over the next six or twelve months.

 

The standard review is one of the main methods you will use, to build on the foundation of trust. When we conduct review meetings, we are likely to complete many of them over the course of a month. For us, due to the routine nature of these meetings, it is easy to lose sight of the impact on the client.

 

So, prior to any review meeting, we encourage you to put yourself in their shoes –when were they in to see you last? What might their expectations be? How do they feel when they leave your office?

 

Lastly, there is no question that using an Agenda in client meetings simplifies your meeting preparation and delivery process, but it also sends the right message to your client: you are organized, client-focused and following a well-founded client process.

WHO is this proven strategy designed for?

 

For those who want to deliver a delightfully consistent and meaningful Review Meeting process to their clients.

WHAT should you expect?

 

You will: 

  • Be confident you can readily prepare for each Review Meeting

  • Ensure you provide a Review Meeting experience that is client-focused

  • Have all team members on the same page in terms of how to prepare and what to expect

WHAT You Need to Know

HOW to Get Started

Consistent & Accountable Review Meeting Frequency

  1. All client review meetings should be scheduled in accordance to the frequency standards outlined in the CUSO Client Service Program.

    • Use your CRM to automate these reminders and keep everything on track.

  2. All clients are to receive a confirmation call two days prior to their appointment.

    • Refer to the Review Meeting Confirmation Call Script.

Consistent & Accountable Review Meeting Delivery

  1. Properly set the stage for Review Meetings.

  2. Always use the standard Review Meeting Agenda.

  3. Practice using the agenda along with your custom scripting for each agenda topic.

    • This will help you to refine it to an approach you can see yourself using each time you conduct a review meeting.

    • Note: It's important you review your Introduction Process on the agenda each time you meet with your high value clients. This reinforcement will create the awareness and stage-of-readiness necessary for them to act when the time is right.

  4. Be sure to spend some time at each review meeting to reinforce your approach to financial planning.

    • Present the important information or highlights of your overall approach. This will ensure your clients can adequately explain to others what you do. This is covered off in "Our Approach" on the Agenda.

  5. Next, be sure to review their goals and objectives before you proceed to reviewing their current strategies and presenting investment updates.

    • Remember, the Personal Financial Organizer is the anchor of the review meeting for your high value clients.

    • Use the Mini Personal Financial Organizer with all other clients.

  6. It's important you identify and prepare in advance any tools or other items you need to successfully walk through the agenda with your client.

    • This may include the following: Personal Financial Organizer, Investment Policy Statement, Risk Tolerance Questionnaire and/or Fact-Finding Profile, Critical Financial Events, What's Important to You? Or other items required

  7. Finally, make sure you have an orderly meeting follow up process to ensure you deliver on what you say you will.

 

Your clients will enjoy participating in a consistent client meeting experience each time. You will benefit from understanding how to efficiently prepare for your upcoming review meetings. And finally, everyone will benefit from ensuring you cover everything required consistently each time.

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