Five Mistakes That Undermine Client Meetings

Micah ShilanskiAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Here are the top five mistakes advisors make in client meetings.

While it's rare to see egregious mistakes when I sit in on client meetings with up-and-coming advisors, I often see small things that seem insignificant but can completely shift the dynamic of the interaction.

To improve your game, recognize that everything helps or hurts – nothing is neutral.

If everything counts, you want to add as many positive things in the plus column as you can and have as few minuses as possible.

One negative thing takes away 10 positives, so you want to avoid mistakes scrupulously.

I aim to be fully present with every client who walks through my door. I want to hear what my clients have to say. I want to understand their concerns and help guide them toward financial independence.