Client Engagement

By: Melissa Kidd

Communication Coach

Motem

Imagine you are just about to meet your ideal client. What are you going to say that will build trust from the get go?

By: David Jones

Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.

Dimensional

To be effective you need to be able to apply that knowledge to your client’s unique situation. The more you can tailor your messaging by building upon what is familiar to them, the more successful you can be.

By: David Jones

Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.

Dimensional

Throughout a lifetime relationship, a planner might have many interactions with their clients. Still, I would argue that the review meeting stakes the claim as the most important.

By: John Dashfield

Financial Business Coach & Author

Client Centred Advisers

Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. So, what is that one thing?

By: Melissa Kidd

Communication Coach

Motem

First meetings are brimming with potential. Some clients will be nervous, some will be confident, some will have no idea about what’s involved or what they’d like their future to hold.

By: Melissa Kidd

Communication Coach

Motem

There can be a lot riding on first meetings. They can be the springboard to a long and fruitful relationship. But they can also be a waste of time.

By: David Jones

Head of UK & Ireland Advisor Group and Vice President, Dimensional Fund Advisors Ltd.

Dimensional

Dimensional introduced its Women and Wealth community in 2015 in response to the growing interest in this subject from advisors across the globe. We started by asking a simple question: are the financial planning needs of women different?

By: Ruth Sturkey

Non-Executive Director, Podcaster & Business Coach

Ruth Sturkey shares Paradigm Norton’s experience of planning and producing a virtual event for clients. Having all things backed up is key.

By: Martin Bamford

CEO

Bamford Media Ltd

When you’ve seen the benefits of a lifetime cashflow model first hand, it’s a lightbulb moment that immediately convinces you of its power.

By: Alasdair Walker

Managing Director

Handford, Aitkenhead and Walker Ltd

An annual client Review Meeting acts as our formal client touch point each year to review what has happened and what changes need to be made to inform the future.

By: Damien Rylett

CEO

Brunel Capital Partners

Much has been written about the first meeting with a prospective client. What happens when the prospect decides to proceed?

By: Ricky Chan

Director

IFS Wealth & Pensions

Understand and accept that money is not the end-game, but a mere medium used to ultimately help clients and loved ones towards a better quality of life.

By: Natalie Holt

Content editor

Nucleus Financial Group

It’s at times like this, in COVID-19 Age, when financial wellbeing and resilience become increasingly important. This is Natalie Holt in conversation with Hayley Tink, Smith & Pinching.

By: Ruth Sturkey

Non-Executive Director, Podcaster & Business Coach

I confess, when I started to write this article, I wondered whether ‘financial wellbeing’ was just some new buzz phrase or a phrase worth using.

By: Carrie Bendall

Head of Content

Learnings from over a decade of working with Financial Planners and talking to their clients. Some thoughts for coaching clients and deeper client conversations.

By: Chris Budd

Chairman

Ovation Finance & The Eternal Business Consultancy

Here are Jan Bowen-Nielsen and Chris Budd’s top 10 tips for using a coaching approach to increase client engagement.

By: Gemma Siddle

Eldon Financial Planning

If you don’t feel the love for your clients, why work with them? By Gemma Siddle.

By: Natalie Wright

Partner

Mazars

Developing a Financial Planning proposition can seem like a huge undertaking. But if your focus is already on achieving good outcomes for clients, you have the core foundations already in place. By Natalie Wright.

By: Kevin Deamer

Managing Director & Founder

KMD Private Wealth Management

Kevin Deamer makes a point of rehearsing what happens when the time comes for Executors to complete all the necessary paperwork.

By: Michael Freedman

Partner

BpH Wealth Management

Aligning yourself with your clients’ best interests is paramount in the provision of the best service you can give. When a desire to help people comes first, the money will follow if you always do the right thing, says Michael Freedman.

By: Amyr Rocha Lima

Chartered Financial Planner

Holland Hahn & Wills

Retirement planning is a core function of the Financial Planning profession. Amyr Rocha-Lima discusses why our job is not just to help clients accumulate resources but to help them as their coach and cheerleader as another life stage begins.

By: Garry Hale

Managing Director

HK Wealth

You’ve taken on a new client, given them a great initial Financial Planning experience, followed up with an Annual Planning Meeting and are wondering what now? By Garry Hale.

By: Steph McDonald

Chartered Financial Planner

HarperLees

Often meeting number two, the ‘draft’ planning meeting is another time to shine. It’s when life and money come together to show what’s possible.

By: Anthony Villis

Managing Partner

First Wealth

Clients tend to seek advice when big life events come along: selling a business, stopping work, a new business, birth of a child, a new house, ill health, divorce. It’s no surprise that people often have heightened emotions that affect their decisions. Anthony Villis explains.

By: Carrie Bendall

Head of Content

Broadly speaking, six steps are considered to form the foundation of a Financial Planning process used with clients.

By: Robin Melley

Chartered Financial Planner

Matrix Capital

For Matrix Capital, the idea of establishing a Client Advisory Group emerged from a review undertaken of the business in 2008; about the time of the announcement of the Retail Distribution Review.

By: Carrie Bendall

Head of Content

The number of client meetings and time taken differs from firm to firm as they adapt a Financial Planning process that works for them. By Carrie Bendall.

By: Dennis Hall

CEO

Yellowtail Financial Planning

There are two sides to the client experience: the actual process clients go through and the outcomes clients receive. Whilst the outcomes of Financial Planning are positive, the Financial Planning process can be initially daunting.

By: Dennis Hall

CEO

Yellowtail Financial Planning

Most Financial Planners put lifetime cash flow modelling at the heart of what they do. It’s essential to their work and the advice they give their clients.

Not everyone agrees though this may be because there is still some mystique about what cash flow modelling is. This section explains what cash flow modelling is, the benefits of using it with clients, as well as the drawbacks.

By: Chris Bowmer

Director

Fortitude

“The job of a planner is 95% people skills and 5% technical skills, but you need to know 100% of the 5% technical”. Here are Ten Qualities.