FOR INVESTMENT PROFESSIONAL USE ONLY Client advisory board Step 3: Hold your meeting (continued) Topical areas and questions for your discussions: Meeting financial and life goals • What do you foresee as your most important needs from your financial advisor/ team/firm over the next six to twelve months How about over the next two years Five years • What specific things could I/my team/my firm do better to help you meet your goals What are we doing well • What are your biggest financial and life concerns What are the issues that keep you and your friends up at night • If you could direct my team’s (or my firm’s) investment in a new product initiative that would help you reach your financial and life goals, what would it be Service delivery and communication • Could you identify two or three areas where we should invest to improve our service How would the investments enhance your experience with me/my team/my firm • How frequently do you want to hear from us And for what reasons • Have there been any communications over the past six months from me/my team/ my firm that were particularly meaningful • Over the past six months, were there any situations where we could have communicated more effectively with you Referrals/business development • If a friend/colleague asked you how to evaluate a successful financial advisor, what would you say What criteria would you use • Are there ways we could differentiate ourselves relative to other financial advisors or professional service providers • Do you have any suggestions on how we could grow our business • In what types of situations do you give referrals What prompts you to provide a referral • Would you like to find out how we handle referrals from our clients Closing comments Close the meeting by summarizing what you heard as their key concerns and the areas you plan to follow up on..
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