When your best clients drive your practice,
attracting more of them is easy
Learn to get referrals the natural way
and revolutionize your business
Most of what you have heard about getting referrals
is incomplete, outdated, or wrong
Advisors don’t get referrals because they
have no formal plan to attract them
Steve Wershing is the best marketing mind in
financial planning. - Bob Veres (Publisher, Inside Information)
Introductions following our last client advisory board meeting represent almost $30 million in new assets.

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Client Advisory Board Process

A client advisory board can be the most powerful tool for tailoring your practice to your best clients, deepen your relationships, and drive referrals. When assembling and running your board there are several keys to success, and a number of pitfalls that can destroy the potential value. Our coaching through this process will help make sure your advisory board is a success.

 

  1. Objectives of the board: One of the keys of a successful client advisory board is formulating appropriate goals and developing a meeting strategy to attain them. Having specific goals is important to make sure the board discussions serve the right purpose and stay on track. We help you understand what goals are achievable through an advisory board, and which are not. We help you establish and refine the objectives for your board.
  2. Composition of the board: Success depends on the right people being in the room. Who do you need to give you the right input on evaluating and improving your business? What combination of people will create the right group dynamic? We will help you evaluate your client list and invite the right people.
  3. Coaching on the invitation: How you invite people to participate in your board is a big part of what determines how many people will accept. We will coach you on how to frame the purpose and function of the board, establish the importance of the board to your practice, and set expectations on the role and degree of commitment of board members. Structuring that conversation wisely will help make sure you get the most important people for your board.
  4. Planning the meeting: We will help you plan all aspects of the meeting to maximize the success. We will help you select the best date and time, venue, teach you how to work around a meal or refreshments, show you how to lay out the room, develop the right seating chart and create your agenda.
  5. Coaching you on your performance: During the meeting, what you do and how you respond to individual comments, criticisms and exchanges can either stimulate discussion or shut it down. We will coach you on how to respond to comments and conversations of other board members in the most productive way.
  6. Facilitate the meeting: This is probably the most significant part of the service. We know the ways to get and keep the discussion going. We will help take the conversation in useful and creative directions if necessary. There are many ways to ask a question, and the outcomes can be radically different. For example: “What do you think of our financial plans?” As opposed to: “What part of our financial plans you find most useful? What part of our financial plans caused you change something?” Or, “Which of our services do you find most valuable?” As opposed to: “We want to focus on the services most valuable to you. Can you describe an experience you had with us that caused you to change the way you feel about money?” Framing the discussion the right way can produce much more extensive and richer information. We enable you to be part of the group along with your best clients, and not have the separation of being in front of the room. Create a dynamic that is impossible if you chair your own meeting – An independent facilitator can get away with asking some questions the advisor cannot. Consider the question "What do you think would be the best way of delivering a service like that?" From a facilitator, this is gathering information. From the advisor, feels to many clients like a sales pitch. A facilitator can serve as a sounding board or target for criticism clients would not be comfortable saying directly to you.  Criticism and expressions of concern uncover the value in the process. But, people don't want to criticize you, especially when you're buying them a nice dinner. And, of course, directing the meeting sometimes involves a little real-time coaching to keep the meeting productive.
  7. Report: we will produce a summary of the discussion from the meeting and document all flip chart lists and other notes created during the meeting. We will submit them to you along with recommendations based on our observations of the conversation.

Our guidance will help make sure your advisory board is the best possible experience for you and for your board members.

 

Contact us today to find out what a client advisory board can do for your practice!

 



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10 Office Parkway Suite 300.
Pittsford, NY 14534 | 585-381-2662

© 2013-forever, Stephen Wershing.
All rights reserved.

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10 Office Parkway Suite 300. Pittsford, NY 14534 | 585-381-2662

Home | Contact Us | Login | © 2013-forever, Stephen Wershing. All rights reserved.