The Fundamentals of Engaging Remote Client Meetings

7/7/20 12:27 PM / by Steve Zuschin

Change is never easy. But that’s exactly what the financial advice industry is facing today. It’s going to be particularly difficult for an industry that is normally slower to evolve, but we can do it. The tools exist. It’s just a matter of finding the right ones for you.

The rest of this post expands on the four most important components of leading an engaging remote client meeting.

 

Choose the right video platform

Deciding between which video conferencing platform may seem daunting, but there are great options available for advisors that are user friendly and have high-quality video and audio. A few of my favorite platforms are: Zoom, Microsoft Teams, and Join.me, but there are many more effective tools in this category. Each of these platforms is easy to use for both the advisor and the client, so you can be confident in your decision. You can share your screen using any of these platforms, which leads very well into the third key on this list.

Pro-tip: Keep virtual meetings to one hour or less to avoid Zoom fatigue

 

Have a predefined agenda & stick to it

Sending a detailed call agenda in your meeting invite will help keep you on track and get the most out of your time. This is a change that’s well within your control. And sticking to your agenda is key with a one-hour time limit.

Additionally, since your clients will know what to expect ahead of time, they can prepare more detailed questions and dial-in with the right headspace. They may ask questions from a new angle that lets you showcase your knowledge and value. That’s a win-win.

 

Use interactive & visual representations of your work

They say a picture is worth a thousand words. Here, a picture will grasp and keep your client’s attention – as long as you’re speaking to it. Interactive charts give you the ability to show your clients the impact of the work you’re doing.

The LifeYield Advantage Suite® is a great example of easy-to-use, client-facing software that was created to help advisors engage clients and prospects. It includes the Taxficient Score®, which measures the tax efficiency of a complete household portfolio with an easy-to-understand number. It also features an interactive Social Security filing chart, which lets you visualize different Social Security filing scenarios during a meeting. Both of these tools have helped advisors lead engaging meetings remotely.

We’ve seen first-hand that visual representations help advisors make a deeper impact with each client, so any software you choose to guide you through the new normal should include visual features.

 

Ask engaging questions

A simple concept, yet extremely difficult task during virtual client meetings is asking engaging questions. Advisors need to ensure that they are not the only ones talking during these remote calls. We know that it’s easy to focus on the call agenda and the time limit you set for the call, but if you want to host a truly productive client meeting, it needs to be a conversation. You have to ask open-ended questions and listen deeply to the answers. These types of questions will help guide your conversation and shed light on your client's true views, while simultaneously keeping them engaged.

 

To get yourself in the right mindset to make key technology decisions, you must first accept the new normal. What used to be an in-person meeting has become a phone call, a video chat, or at best, a socially distant outdoor yelling match. Visualize it. Internalize it. This new frame of mind will help you make the right decisions for your firm.

 


 

Top-performing advisors like Rick Mida of Canopy Wealth Management have found that a simple score makes a major impression on clients. Rick has been preaching asset location for years, and now has the ability to show clients the true impact of this strategy. In a remote setting, using scoring to explain complex topics is a “game-changer”.

 

For more information on Rick’s process for using scoring in client meetings and his tips on how to get started with asset location, watch our recent webinar with Riskalyze and Canopy Wealth Management.

WATCH NOW


 

Tags: Advisors, Financial Planning

Steve Zuschin

Written by Steve Zuschin

Steve is the EVP of Advisor Success at LifeYield. He's responsible for leading our Direct-to-Advisor channel and always keeps up on the latest advisor technology. Steve writes about how advisors can grow their business by building stronger relationships with clients and adopting new technology.