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Client meetings are an indispensable part of business and an opportunity to build rapport with existing investors and prospects. However, traditional meeting rooms and standard discussions may not yield the desired result.
In this regard, to help you make meetings more interesting, we spoke to several MFDs and identified four innovative methods that will make mundane discussions exciting.
#1: Give review meetings a new look, host investor family for lunch/dinner
Atul Kumar Vijayvergiya, ABC Nivesh Yatra, Ajmer, Rajasthan
“I host existing clients along with their spouses and children on annual lunch/dinner in a restaurant. This serves as a family get-together, gives me quality time with them and lets me conduct informal yet serious review discussions.”
Setting aside a fixed budget, Atul holds such review meetings for at least four families every month. He believes that having the entire family at one table makes it easier to assess the family’s financial aspirations, guide the way forward and talk about the need for nominations. Additionally, it also makes Atul a familiar face in the family and the second generation shows keen interest to invest through him.
#2: Introduce play in work, look for similar hobbies
Atul Prakash Kotkar, Sampanna Nivesh, Ahmednagar, Maharashtra
“I usually go on treks with clients and their acquaintances. Apart from talking about our love for trekking, we have small talk about professional background, current market movements, etc. On knowing about my profession, they usually get curious to know about markets and related investment avenues. Interestingly, these conversations are more high-quality than the routine formal meetings with prospects.”
Atul believes that hobbies bind similar people and kindle an instant social connection.
#3: Create a friendly bond, allow investors to talk about their talent, passions and achievements
Sachin Karate, Varad Financial Services, Nashik, Maharashtra
“Most of us enjoy talking about our talent, passions and achievements. I look at this common trait as an easy yet effective way to create a friendly bond and know prospects better. Thus, in every meeting, I patiently listen to their stories to understand them better.”
Through these stories, Sachin gauges their current aspirations and life values. He believes that clients feel comfortable working with you if you are a good listener.
#4: I leave it to clients to decide where to meet
Rahul Jain, GR Finvisors, Udaipur, Rajasthan
“My rule is simple. I ask my clients where they want to hold a meeting. This makes them more comfortable.”
In the case of HNIs, Rahul senses that they usually prefer breakfast meetings at their residence. While a few clients prefer discussions over coffee or breakfast, others like to opt for sundowner meets.
