Gather materials necessary to conduct a productive meeting: investment policy statement (IPS) objectives, portfolio review report, market results and outlook, data to support your views (see Appendix C for a suggested agenda)

Most common question clients ask is “Am I on track to meet my goals?” so the key is to respond with honesty, transparency. We recommend to compare the target asset allocation return distribution with portfolio return.

Instead of focusing only on short term market performances, it’s better to emphasize on what will help your clients attain their long term objectives. Explain how your wealth management approach, your value added (behavioral<br /> management, cost-efficiency, tax efficiency, rebalancing, periodic investment reviews, etc…) will increase probability<br /> to reach their target (keeping them invested, lowering volatility, increasing return, etc…)

Discussing fees (ex: CRM2) should not be a problem once you have clearly identified your added value in the investment process so its recommended to provide clear, candid fee disclosure

Ask your clients to describe any financial or personal changes that could effect their required return/risk tolerance, etc… One easy way is to sign an new investment policy statement.