You’re meeting with a client and want to make sure that you’re not just talking about investment performance. You’ve decided to use one of the fpPathfinder resources in your upcoming meeting (if you need help identifying the resources, here are two graphics to help you identify the right resources to share if your client is retired or prospective client).
First step, review the resource prior to the meeting so you’re not unprepared for the conversation that will occur. This pre-planning exercise may force you to brush up on some concepts that would have arisen in the meeting anyway. As a result, the meeting can be more productive and reduce follow-ups on your part because you did the work upfront and before the meeting.
With many of the probing questions in the checklists, we include some supporting information to help point you in the right direction as to why this is a planning issue to consider. Here is an example: “Have you made any improvements to your home? If so, keep any receipts related to the home improvement as they may be used to substantiate any adjustments to the cost basis for your property.”
As you prepare, you will likely be able to anticipate some of the answers to the probing questions. There will be lots of questions that you know the answer to already (or at least you think you do). This is a perfect opportunity to confirm with the client that your understanding is correct.
If time allows, consider sending the PDF version of the resource to the client prior to the meeting so it gets them thinking about some possible planning issues. Master List Of Goals is a great example to share with clients to get them thinking about what they want to plan for. Deluxe and Premier members can even white label the resource to match their brand.
Premier members could even share a link of an interactive checklist to their client and ask that it gets completed prior to the meeting. In this case, some of the data collection is done beforehand and allows you time to review the answers and research planning opportunities prior to the meeting. This allows for a very productive client meeting and minimizes the follow-up activities. Learn more about how our premier membership can enhance your planning process.
Now that you’re prepared, read how to use the resources in a client meeting.