Exactly What to Say in Client Meetings [Episode 367]

Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain how rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice, and they walk through preparation steps such as reviewing communication history, completed tasks, and practicing with actual reports and technology. The episode also covers the opening minutes of a meeting, including greeting clients, asking about concerns, listening without rushing, and agreeing on an agenda, and it discusses repeating clear messages about cash flow, guardrails, and retirement goals.

1. Rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice.
2. Preparation includes reviewing communication history and completed tasks and practicing with the actual reports and technology before the client arrives.
3. The opening minutes involve greeting clients, asking about their concerns, listening without rushing, and agreeing on an agenda.
4. Repeating clear messages about cash flow, guardrails, and retirement goals shapes client expectations and keeps conversations focused.