Meeting a new client is one of the most critical moments in a financial advisor’s career. It’s an opportunity to make a great first impression and set the tone for a long-term relationship. You must prepare to ask the right questions, listen carefully to the answers, and put your best foot forward.
The following toolkit will help you do just that. It includes an agenda, script, and questions to ask during your initial client meeting. Following these steps, you’ll be able to build trust, establish rapport and begin providing value from day one.
The Importance of a Meeting Agenda
A meeting agenda is a critical tool for financial advisors. It helps you stay focused and on track during client meetings, ensuring that you cover all the essential topics and leave no stone unturned.
An agenda also allows you to be more prepared and organized, which will come across positively to clients. They’ll see that you’re taking the time to plan for the meeting and that you’re serious about their financial wellbeing.
Components of an Effective Agenda
Every financial advisor’s meeting agenda will be slightly different, depending on the focus of the meeting and the client’s needs. However, there are a few key components that should be included in every agenda:
- The purpose of the meeting: what topics will be covered and what is the desired outcome?
- An introduction: who will be in attendance and what is each person’s role?
- The agenda for the meeting: what topics will be covered and in what order?
- Any materials that need to be reviewed: financial statements, plans, etc.
- The date, time, and location of the meeting.
How to Create an Agenda
Now that you know what should be included in your financial advisor meeting agenda, it’s time to start putting one together. Here are a few tips to get you started:
- Start with the basics: date, time, location, and attendees.
- Add a brief introduction that sets the stage for the meeting.
- Outline the topics you’ll cover and the order in which they’ll be discussed.
- Include any materials that need to be reviewed or referenced during the meeting.
- Indicate when each topic will be covered and how much time will be dedicated to it.
- Set a date for follow-up and next steps.
Agenda Template
Date: ________________________
Time: ________________________
Location: ________________________
Attendees: ________________________
Introduction:
Welcome, ________________________. Thank you for taking the time to meet with us today. Our goal is to ________________________. We’ll be discussing ________________________ and reviewing ________________________. Please let us know if you have any questions along the way.
Agenda:
- Topic 1: _________________________
- Time: _________________________
- Topic 2: _________________________
- Time: _________________________
- Topic 3: _________________________
- Time: _________________________
- Follow-up and next steps.
Materials to review: _________________________
The Importance of a Financial Advisor Meeting Script
As a financial advisor, you’ll want to come up with a script template before meeting prospects for the first time. This will help ensure that you’re asking the right questions and covering all the key topics. It’s also a great way to stay organized and on track during the meeting.
Essential Components of a Meeting Script
A financial advisor meeting script should include:
- An introduction: who you are, what you do, and why you’re meeting with the client
- Credibility statement: your experience and track record
- The agenda for the meeting: what topics will be covered and in what order
- Questions to ask the client: get to know their financial situation, goals, and objectives
- Your recommendations: based on the information gathered from the meeting, provide your insights and next steps
Keep in mind that a script is not meant to be read verbatim. It’s simply a guide that you can refer to during the meeting.
Financial Advisor Meeting Script Template
Now that you know what should be included in a financial advisor meeting script, it’s time to start putting one together. Here’s a helpful template to get you started:
Introduction:
Hi, ________________________. My name is ________________________ and I’m a financial advisor with ________________________. We’re scheduled to meet for ________________________ today. The purpose of our meeting is ________________________. Is now a good time to get started?
Credibility Statement:
I’ve been working as a financial advisor for ________________________ and have helped ________________________. I believe I can be of assistance to you because _________________________.
Take Control Statement:
The financial decisions you make today will have a lasting impact on your future. I’m here to help you navigate through ________________________ and make the best choices for ________________________.
Agenda:
- Topic 1: _________________________
- Time: _________________________
- Topic 2: _________________________
- Time: _________________________
- Topic 3: _________________________
- Time: _________________________
- Follow-up and next steps.
Questions to ask the client:
Question 1: __________________________
Question 2: __________________________
Question 3: __________________________
Recommendations:
Based on the information we gathered during our meeting, I recommend ________________________. Moving forward, I suggest we ________________________. Does that sound like a plan you’re comfortable with?
Question to Ask Clients During Your Meeting
Now that you have an idea of what to include in your financial advisor meeting script let’s look at some essential questions you should ask your clients.
- What are your financial goals?
- What is your current financial situation?
- What are your biggest financial concerns?
- What is your investment experience?
- What is your risk tolerance?
- What are your thoughts on retirement?
- What other financial goals do you have?
- What can I do to help you reach your financial goals?
- Are there any other questions you have for me?
- What next steps do you recommend we take?
Conclusion
As you can see, a lot goes into a financial advisor agenda and meeting script. By preparing one in advance, you can be sure that you’re asking the right questions and covering all the key topics. This will help build trust and credibility with your clients and ultimately lead to more successful financial outcomes.