Summary
In any advisory practice, there are only a few times a year when advisors can meaningfully impact the relationship they have with a client. Typically, after the intake interview process is completed and the client is onboarded, the client and advisor speak only occasionally and mainly about the investment process and the client’s financial needs. This is why it is critical to manage review meetings in such a way that builds the trust and enhances the advisor-client relationship. Unfortunately, these meetings are usually conducted more like reviewing a report card on investment performance and not as a relationship-building exercise.
In this conversation, Scott and Ken explore how and why the client review has evolved over time. They examine a relationship-based client review structure and teach how to conduct a review that enhances the relationship between the advisor and the client.