Taking better care of clients. The Review meeting is the single best opportunity to reconnect in a relevant manner with your clients, obtain updated household information, uncover new or unresolved opportunities to help, reinforce the financial professional value proposition, manage expectations and obtain referrals.

What you need (2+ Participants):

  • Each participant should bring multiple copies of an Asset-Map representing a review meeting.
  • Two pens of different colors (highlighter is optional).

Be Prepared:

  • Read Best Practices sheet
  • Watch fact finding videos again
  • Create extra boxes as placeholders with $1 in the client’s Asset-Map if you might forget to ask about a missing element (i.e. Roth, Old 401k, Life Insurance, LTC, Inheritance, etc.).  Try Stencils!

Workshop 6A: Leading by example

Workshop leader sets the stage by doing a short rapport catch-up. The first step of all client meetings is the Asset-Map review starting with Members, Incomes, Assets, Liabilities and finally Insurance. The goal (as in all meetings), is to update and understand the current condition before reviewing any strategies. In this clarification phase of the meeting, new or unresolved issues will appear. Having updated target-maps based on either 1. existing Target-Maps that are now updated for older ages or 2. proactive target-maps outlining new exposures or funding levels. Make specific use of suggestive placeholders where Members or Financials likely exist (or should exist) in order to force its addressing in the meeting. Check in on priorities for underfunded Target-Maps and pay attention to the current level of funding.

Shared Feedback from Group: 

  1. What was a take-away that you would replicate in your process?
  2. Were any big problems/opportunities overlooked?
  3. Could Target-Maps have been customized or cloned differently to better communicate scenarios and suitable strategies? 

Workshop 5b: Role-Playing

Breaking into smaller groups ideally one-on-one, attempt a review meeting with your colleague. Follow all of the steps including how much information you can refresh about the household. Less advanced users should attempt the basics on Members and Financials to ensure relative accuracy of the Asset-Map. Advanced users should ask open-ended questions that reveal further insights into financial obligations to family members, business exit plans, how income will be generated from an asset, ownership and beneficiary confirmations, potential inter-household referrals and business relationship as well as expected or future assets and cash-flows that might serve the decisions wisely. Re-prioritize the Target-Map summary page (if it exists) and/or do the same for the Asset-Map by marking up in pen.

Shared Feedback from Group: 

  1. What was a take-away that you would replicate in your process?
  2. Were any big problems/opportunities overlooked?
  3. Would a suggestive placeholder financial element have served the discussion?
  4. Who are consistently obvious referrals?


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