Instead of focusing on what you have done for the client, demonstrate your accomplishments together as a team since the inception of your relationship. One highly successful advisor once told me they create a simple bar chart showing what the client put in, what they’ve taken out and long-term market performance throughout the course of the entire advisor/investor relationship. He congratulates the client on how the nest egg has increased. He also reminds the client it’s about earning money, saving, spending prudently and investing over time. Finding results is a shared effort, not just the advisor’s job. The market doesn’t have all the control. The visual image of money at the beginning, compared to their money now proves you’ve collected the dirt in the vacuum. They get it.
Show your client all that you have done for them lately, and it will make your annual review meeting much more informative and enjoyable for everyone.
Gail Graham is chief marketing officer at United Capital, an innovative and fast-growing financial life management firm with a unique approach to the market. Having earned awards in retail investor and advisor marketing, Graham is driving United Capital’s brand development, marketing and lead generation across all channels. Follow her on Twitter: @GailGrahamUC