Knowing your client and planning your presentation leads to deeper conversations
Spot the signs and focus on your client’s needs
One advisor describes in detail his methods for getting more from client meetings, from careful planning, note-taking and followup to the engagement of key staff members
Summarizing the meeting keeps lines of communication open
A meeting flow plan can ensure you cover all the necessary “hard” and “soft” issues
Agendas can help build your client relationships
Making a good impression helps ensure you will see that prospect again
Emphasize punctuality and use visual tools to keep them on track
Use a relationship-centric strategy
Although a face-to-face client meeting is a powerful opportunity to strengthen the relationship, one advisor worries that his review meetings have become mechanical, repetitive and "not much fun anymore"