Starting financial advisory with your clients
So, you’ve booked a review meeting with every client through the year. Fill your diary with at least one per day and you’re going to surprise them with a present. Don’t tell them in advance what you’re doing.
Complete this spreadsheet manually (because of what you’ll discover informally). Then add simple trend comments: eg ‘up’ – ‘down’ – ‘same’ and other gentle observations you may have.
Hand it to your client at the beginning of the meeting and ask what they think about it. Don’t pass any opinion unless they ask for it. More important is that you listen for their reaction and explanations. You will learn a great deal that you didn’t know before about them, their business and their hopes and fears.
You’ve started the Financial Advisory journey along the pathway that leads to Business Advisory and becoming their ‘Trusted Advisor’
In the next post we’ll look at how you can deepen the new relationship with another free assessment – Business Dashboard®.
More practical stuff from Runagood®