Patti Shannon, a portfolio manager at McLean & Partners Wealth Management Ltd. in Calgary, believes putting clients at ease is the key to a successful client meeting.

“A lot about investing — and any business — is how the client feels about the interaction,” Shannon says. “Most people remember only 3% of what you say, but they certainly remember how they feel.”

Shannon encourages her clients to speak up and ask questions if there’s anything they don’t understand.

“I don’t think any question is silly,” she says. “If you do, you’re not in the right job. Or you’re not doing your job right.”

— RACHEL BETTS-WILMOTT