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The Financial Advisor's Success Manual by Craig CMIEL, David Leo

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Chapter | Six

Your Client Planning and Review Process

Review your goals twice every day in order to be focused on achieving them. —Les Brown

This chapter details a structured meeting plan for each client as part of your wealth management deliverables and your client loyalty and retention efforts. This is also part of the “consultative process.”

Each client meeting needs to use a structured agenda. Objectives for all meetings need to be established, whether the meeting is simply a check-in call, a telephone-based portfolio review, or a face-to-face meeting. See Figure 6-1.

Figure 6-1 | Planning and Review process.

image

This process may be the most overlooked ...

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