PSA 16 Update Meeting 

 

"Your brand is what other people say about you when you're not in the room."

Jeff Besoz

WHY is this Meaningful to You?

WHY is this important?

It's time to invest some of your time in making sure your high value clients know about you and what you do. They are clearly your best source of prospective clients.

The Update Meeting has a deliberate purpose and is supported with a structured agenda and scripting to assist you in carrying out the meeting. Not only will you take the opportunity to revisit the basics, such as who you are, what you do and how you are compensated, but you will also take the time to fully explain your approach to financial planning at your organization. You will be surprised at what some of your longest standing clients don't know about you.

 

You will also review the Introduction Process with your existing clients for the first time - a key component in creating awareness around how to introduce others to you and your organization.

 

Last but certainly not least, you will deliver their Personal Financial Organizer (the binder) which will quickly solidify your commitment to simplify, organize and coordinate their financial planning.  And, the good news is that you already have all the tools in place to bring them up to speed using a highly structured and professional approach.

WHO is this proven strategy designed for?

 

For those who want to immediately convey the value they provide now and well into the future – as well as, connect with your top clients by discussing what is important to them.

WHAT should you expect?

 

You will: 

  • Consciously focus on the high value relationships you have to maximize them

  • Continue to track all rebranding activities and the subsequent results of your efforts

WHAT You Need to Know

HOW to Get Started

It’s time to put your plan into action!

  • Ensure each of the Pre-Appointment steps outlined have been fully implemented prior to implementing The Update Meeting.

  • Familiarize yourself with exactly what you intend to cover during The Update Meeting with your high value client.

  • Familiarize yourself with the flow of The Update Meeting: know what you will say and how you will say it.

    • Refer to Step 4_Update Meeting Script

    • Much of what this meeting includes content you will have already covered in the New Client Process – so 80% (or more) of this is a repeat.  This is intentional because we are trying to achieve high levels of consistency.

    • Review and customize the Update Meeting Script where required.

    • Practice and rehearse the Update Meeting Script prior to using with your existing high value clients.

  • Schedule time to prepare for the client-facing deliverables in this meeting, which includes: 

    • A review of their current financial information & other items provided to you

    • A review of their current portfolio summaries and accounts

    • A review of any previous or current planning deliverables you have provided them

    • A review of any new recommendations or solutions you wish to discuss with them

    • Assembly of the above information into their personalized PFO Binder

  • Additional preparation required:

    • Schedule time to carefully review their FORM information prior to the meeting.

    • Have the Update Meeting Agenda customized for the client and be ready to provide one copy for each meeting participant.

  • Conduct The Update Meeting with your high value client.

  • Use your CRM to schedule the “Re-Welcome” Process and any other follow up activities coming from your Update Meeting discussion.

  • Update your Existing Client Rebranding Tracker accordingly.

Remember to:

  • Refer to the Update Meeting step on the Existing Client Checklist.

  • Ensure that each step is implemented at the appropriate point in the process.

  • Consistently use every aspect of the process with your high value clients.

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