Establish a communication plan now, so your firm can come out of this crisis stronger than ever. Here are three key steps to follow.

How many stars would they give you?

If you find yourself talking for more than 10 consecutive seconds during a client meeting, stop and ask the client an open-ended question, and give them ample time to respond.

How many clients have told you they can’t wait until they’re retired? Suppose you ask them point blank, “What does retirement look like to you?”

As the trusted advisor, you need to assume the role of the point person, or integrator.

Next time you meet with a client, instead of just making small talk or asking, “How’s the family doing?” take it a step further.

As your client’s most trusted advisor, you probably spend a lot of time on their business balance sheet. But how much focus is dedicated to their personal balance sheet?

To get a better handle on your client’s personal cash flow situation, you need to go beyond their business and understand their family financial dynamics.

It all starts with the client onboarding process.

I received some great feedback from my series about running better client meetings, so I thought I’d take a moment to answer some of the most common questions.