Success in your client engagements is generally predicated on thoughtful planning. Clients respond to a focus on their unique needs and objectives. Planning your approach and agenda is critical to achieving your intended outcome.
Think of client meetings as consisting of three phases: (1) opening, (2) discussion, and (3) call to action. The opening is a time to build rapport and reaffirm your value proposition. The discussion phase is often the most significant of the three, when you engage in careful listening. In call to action, you lay the groundwork for the future.
For illustrative purposes only.
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