This week in his column for ThinkAdvisor, Joe Elsasser, CFP®, talks about a shift in the financial services industry away from focusing on products to plan-centric relationships. Annual client meetings are a great time to focus on adding value and wowing your clients. Consider this list of do’s and don’ts to make the most of your annual client review meetings and grow your practice
"For the last few decades, the financial services industry has been moving away from product-centric relationships. Current best practices put the client first and instead focus on plan-centric relationships. As client relationships shift, the role of the annual review changes as well. Advisors should consider viewing their yearly client review meetings through a marketing lens rather than a sales lens. Focus on creating an experience that reinforces your lasting value, so that clients refer friends who have similar financial considerations."