What You'll Learn In Today's Episode:

• Rehearsing a consistent meeting format frees you to focus on the client and personalize your advice.
• Review communication history, previous commitments, and advance questions before every meeting.
• Practice with your actual reports and technology across in-person, phone, and video meetings.
• Open with questions about the client’s concerns, allow silence, and ask “What else?” to uncover deeper priorities.
• Acknowledge client questions before setting the agenda, even when answering them requires more information.
• Anchor conversations in cash flow and retirement goals to set clear expectations beyond investment performance.

In this episode, Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain why rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice. From reviewing communication history and completed tasks to practicing with the actual reports and technology, they share what needs to happen before the client arrives. Matthew and Micah then walk through the opening minutes of a meeting: greeting clients, asking about their concerns, listening without rushing, and agreeing on an agenda. They also explore how repeating clear messages about cash flow, guardrails, and retirement goals shapes client expectations and keeps conversations focused on what matters.