What clients want

Investors are looking for advisors who can guide them rather than push products at them, according to the authors of “The Art of Investing and Portfolio Management.” Eighty-seven percent of clients who leave their advisors were dissatisfied with their relationship rather than investment performance.

Initial meetings should focus on the client; spend most of the time listening, and ask questions that determine what the client wants out of your relationship. As the relationship progresses, keep clients updated with quarterly reviews of their portfolios and save the product endorsements for when they’re actually needed.