ADVISORS: HOW TO CONDUCT A SUCCESSFUL CLIENT MEETING

In the world of professional advice, client meetings (whether in person, by phone or by Zoom) are the foundation for trust, understanding and a long-term professional relationship.

These interactions are not just entries on your calendar; they are critical opportunities to impress your client with your sage advice and strengthen the advisory relationship. Successful meetings do not happen by accident. You need to envision the meeting - with its successes and potential mishaps - and then develop a strategy and blueprint.

Here are 13 tips on how to design and execute a successful client meeting:

1.???????????? Let the client know that your priority is to maintain close contact with the client and, as such, you will be scheduling meetings from time to time to discuss the client’s personal situation, develop the plan to meet the client’s goals and answer any questions.

2.???????????? Empower the client by inviting them to choose the date and time of the meeting.?

3.???????????? Send out an email confirmation of the date, time and place of the meeting once booked, and again the day before.

4.???????????? Include in the email the address, direction and parking details or Zoom link.?

5.???????????? Include in the email the agenda of what subjects will be discussed.? If there are documents that will be reviewed, email them to the client in advance. It is critical that you define the purpose of each meeting so as to build structure. Invite the client to share any additional subjects or changes to the agenda.

6.???????????? Prepare for the meeting.? Be organized.? Be punctual.? Be hospitable (eg. client-preferred refreshments).? Place before the client hard copies of the agenda.? Be cognizant of what is pressing for the client. Have every document ready, enabling you to refer to them or respond to questions with ease.

7.???????????? At the meeting, again ask the client if the agenda needs to be modified and what other urgent topics need to be discussed.?

8.???????????? Let the client know that there will be plenty of time for questions.? Also let the client know that any topic not covered can be addressed at another meeting that may be scheduled at a later date and time that is convenient to the client.?

9.???????????? Infuse your meeting with active listening and exceptional professional service.

10.???????? To forge a deeper connection with your client, inquire about your client’s personal life events and what accommodations, if any, need to be made. Show your client that you genuinely care. Your client’s experience should mirror your firm's unique identity.

11.???????? At the end of the meeting, book the next meeting.?

12.???????? Send a follow-up email after the meeting summarizing what occurred at the meeting and confirming the date, time and purpose of the next meeting and how that tracks with the client’s goals.

13.???????? Develop a check-in plan to maintain open communication with your client and momentum between meetings. Use IT to set up automated check-in reminders to maintain a strong connection with your client.

?Building a clear, organized and client-centric framework for your meetings will produce your client’s confidence, trust and satisfaction with the professional relationship.? It will result in compliments, speedy payment of your accounts and the very best outcome – new client referrals.

Steve Benmor, B.Sc., LL.B., LL.M. (Family Law), C.S., is the founder and principal lawyer of Benmor Family Law Group, a boutique matrimonial law firm in downtown Toronto.?He is a Certified?Specialist?in Family Law and was admitted as a Fellow to the prestigious International Academy of Family Lawyers. Steve is regularly retained as a Divorce Mediator, Arbitrator and Parenting Coordinator. As a?Divorce Mediator, Steve uses his 30 years of in-depth knowledge of family law,?court-room experience?and expert problem-solving skills in Divorce Mediation to help spouses reach fair, fast and cooperative divorce settlements without the financial losses, emotional costs and lengthy delays from divorce court.?You can find his CV at https://benmor.com/wp-content/uploads/2023/12/Steve_CV_Nov23.pdf .?He can be reached at [email protected]