Conducting effective client reviews is especially important during periods of market uncertainty.
Let this be your roadmap.
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There are three key ingredients to effective client reviews: Perspective, Process and Poise.
Help clients gain perspective on world news, market headlines, and the value of working with an advisor.
Read transcript of audio recording.
Walk your client through your client-centered wealth management process, their plan and portfolios.
Be intentional about the words you use, and remember to authentically ask, listen and empathize throughout your meeting.
Any good review—especially during volatile markets—requires advance preparation. Gather and reflect on the following to help your review go smoothly.
The value of your relationship
Articulate your process
Prepare your talk track
Challenging Conversations Guide
Implementing a defined framework for discovery into your wealth management process provides a distinct opportunity to build deeper relationships with your clients. Be sure to review clients’ goals, circumstances and preferences, and financial plan at each meeting.
Also: Please contact your dedicated Regional Team for a copy of the Client Engagement Roadmap Guide.
Review our best practices
Review 9 key reminders on client communication best practices
Determine meeting format
Consider whether the meeting will take place virtually or in person. If virtual, have a team member reach out to the client the day before the meeting to offer a technology dry-run.
Prepare an agenda
Send the agenda
Send the agenda to your client at least 3 business days before the meeting. Include written instructions on how the client can access the virtual meeting technology.
You’re prepared! Be confident and remember to authentically ask, listen and empathize throughout the meeting.
Review the agenda
Walk the client through the meeting agenda. Make adjustments based on client's feedback and emotional state.
Articulate next steps
Schedule the next meeting. For top clients, consider introducing a Client Engagement Roadmap (Please contact your dedicated Regional team for access to the Client Engagement Roadmap Guide)
Make yourself available
Offer to talk to your client's concerned family members and friends.
You have finished the actual review meeting—but there are some important follow-up items to complete to ensure a good experience.
Follow up email
Within 48 hours, send a follow-up email summarizing next action steps. Consider also including:
Implement the next steps
Keep client informed as next steps are completed
Use these documents to help you prepare for your quarter-end conversations with clients.
Other client-ready materials
This quarterly newsletter explores timely investment topics and retirement strategies for investors.
Economic and market commentary that provides context and perspective
Global Market Outlook
Each quarter our investment teams summarize their economic outlook for you to read and share.
Market Week In Review
Each Friday our investment professionals produce a concise look back at important market drivers and events of the past week
Asset Class Dashboard
We've identified key economic and market indicators to assess the current economic health and trends.
Consider ways to elevate your client reviews & stay up-to-date on product and manager changes
Advisors, ready to take the next step? We're here to help.
Fund objectives, risks, charges and expenses should be carefully considered before investing. A summary prospectus, if available, or a prospectus containing this and other important information can be obtained by calling 800-787-7354 or by visiting the prospectus and reports page to download one. Please read the prospectus carefully before investing.