How To Supercharge Your Practice with Surge Meetings (Part 2)

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In this article, I share steps 2 and 3 of my three-step process for how I used surge meetings to turn my chaotic practice around and triple our revenue in three years. Step 1 of this process was published yesterday and can be found here.

Step 2: Create and deliver client engagement standards

Many of my clients had been with me for a long time. For the ones I hoped to keep, it was daunting to announce the changes I had in mind for them:

“Hey, I know this is what we’ve been doing for 10 years. You love when I drive to your house on Friday night and quickly react to every email you send me. But I’m not doing that anymore.”

I knew I needed to put the client first and provide good reasons for making these changes – reasons that truly benefited them.

Even with a good list of reasons, I needed something to help guide this conversation. I can get nervous when I need to have an impromptu conversation, especially if it’s going to be a delicate one. I don’t like to let people down. And I don’t like not knowing how it may go.

Creating a client engagement standards document helped me comfortably discuss these upcoming changes in two ways:

  • They forced me to prepare my thoughts ahead of time and be thoughtful about my approach.
  • They gave me a reason to broach the difficult conversation with clients.