Three areas of preparation for holding a successful Asset-Map client meeting were shared with us by our community over the years.
Organizing the household data
Preparing your strategy
Preparing the meeting space
And then hold the client meeting.
Your client wants you to "Know me," so...
1. Prepare the Client Household and Asset-Map 🏠
➡️Gather and Organize the Client Data 🧱
Make the Household and map (three methods: live, integration, or Discovery). Get the people that matter and the financials that matter.
➡️Refine the Client Data 🛠️
Edit the map
Apply a relevant stencil (traditional fact finder; building blocks; demographic) to fill gaps and round out a visual meeting agenda. Stencils apply additional "financial questions" to a map and show the client where the information gaps need to be filled. Or, add a few relevant tiles individually. Modify values as needed.
Get more information: Questionnaires and Financial Fire Drills
Create and send the client's Client Portal link and send a client-facing pdf report; ask for updates (fix and fill).
Use your Questionnaires (Elite subscriber feature) and/or Financial Fire Drills.
Your client wants you to "Know my situation," so...
2. Prepare your Strategy 🔎
➡️Familiarize 👀
Seek to understand by looking at available reports and assessments within the platform:
Asset-Map (Who has what and how much?)
Signals (Can the household withstand financial disruption?)
Key Financial Figures (What opportunities do I have?)
Balance Sheet (Are financial totals aligned?)
Policy Summary (What are the protections?)
Beneficiary Checklist (What does the future hold?)
Target-Maps (How much on track?)
Relationship Map (Organize the household visually.)
Your client wants you to "Know my options," so...
➡️Analyze and Suggest🤔
You are readying your questions for the client to provide helpful options.
Interpreting Asset-Map Reports: Four Frames, 5 Whys, Financial Fire Drills (6Ls)
Review Signals to assess risk of financial exposures for critical issues before the meeting.
Review Beneficiary checklist to review benefactors.
Examine key financials: What's their current financial status? What services do you specialize in? Look for those opportunities first. Then provide cross-sales advice, too.
3. Set up your Meeting Space 🪑
You've gathered their data. It may be incomplete, but that's OK. You'll learn more.
You've assessed what you know so far by reviewing their household assessments and reports prior to your meeting.
You've got your curiosity about certain matters that you're going to address.
Now you're ready to meet with the client.
➡️In Person 📝
What's your preferred setup?
"Low tech": Supply paper copies of the map for everyone. Best practice: print on quality paper in the best ink setting for crisp, sturdy copies. Supply a pen or marker for everyone.
"High tech": SmartTV/Projector/Tablet: Prepare your conference room with the appropriate technology set up, turned on, and ready. Open up the Asset-Map page, the Target-Map page, and/or other household pages in a browser ahead of time to easily flip between them during your discussion. Print paper version in case the power goes out!
Prepare your questions (for ideas, click the links below)
Technology ready: computer, screen, printer, projector, monitor, etc.
Your computer: Your home website is up in a tab. Their Asset-Map up in another tab. Open other relevant web pages highlighting resources to help the conversation. Flip between them as needed during the meeting.
A paper copy of the Financial Fire Drills if completing this in person with the client.
Refreshments are ready. ☕
➡️Online 💻
Your computer: Your home website is up in a tab. Their Asset-Map is up in another tab. Other important web pages are in other tabs.
Back-up power supply ready to go.
Conference meeting software is up and running. Use a pleasing background to place yourself in.
You're in educator/entertainer mode. Smile. You're not a presenter; rather, you are an "engager". You ask questions and listen.
Set you're camera a little higher than your eyes and that you are sitting a few degrees forward in your chair.
You're comfortable; coffee/water at the ready.
Your client wants to "Know that you care," so...
4. Hold Ongoing Meetings🤝
Introduce the Asset-Map as the meeting agenda.
As you ask questions, draw on their map using your pen or the Marker tool to highlight what your topic is about.
Listen two times more than talk. Observe. Take notes on the Asset-Map Financials Notes tabs (optionally printable later).
Discuss the Signals and Financial Fire Drills. Frame your questions around "What's the plan if ____ is needed?" Show them where their shoes are untied or seatbelts are unbuckled!
If you've run a financial plan (Target-Map), verify that the variables are in line with what the client desires and what your knowledge and experience conveys. Remember, precision is not in the equation. You are a compass, not a GPS. You can only point them in a direction, not tell them exactly when they'll get there or where they will be at any given time.
Set your next client meeting appointment.
Ask for a referral: "Did you have a good experience today? Great! Whom do you know that would benefit from walking through their finances on a single page?"
1/2025