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Making the Grade

Here are some helpful tips on what to ask your clients in your report card.

By Janet Arrowood

“The Advisor’s Report Card” explained why it’s so important to ask your clients for input on your performance. But what sorts of questions should you ask? Here’s a sample, downloadable template with a list of possible questions to include in your report card. Once you’re finished, check out “Understanding Your Report Card” for tips on analyzing the results.

Possible Categories

Question

Answer (please check all that apply)

What are the three most important aspects of our relationship?

Life-cycle insurance and investment planning and advice

  • Estate planning
  • Retirement planning
  • Income planning
  • Education planning
  • Life insurance planning
  • Educational savings planning
  • Other_______________________________
What areas do I need to improve?

Frequency of correspondence increase/decrease (Circle the one that applies)

  • Array of products and services
  • Attention to detail
  • Other_______________________________             
What are your top criteria for choosing an advisor?
  • Knowledge
  • Designations (CLU, ChFC, CFP, etc.)
  • Education and degrees
  • Years of experience
  • Rapport
  • Other______________________________  
How often do you want to talk? Receive emails? Meet?
  • Once or twice a year—talk, meet, email (Circle the ones that apply)
  • Never
Three or more times a year—talk, meet, email (Circle the ones that apply)
What is your preferred means of contacting me? Of hearing from me?
  • Telephone call
  • Letters
  • Emails
  • In person at an annual review
Don’t contact me—I’ll call when I need you
What are the three most important services I can (or do) offer you?
  • Life insurance
  • Annuities
  • Full-service planning
  • Variable products
  • Investments
  • Stocks
  • Bonds
  • 529 Plans (education)
  • Retirement plans
  • Pension rollovers
  • IRAs
  • Referrals to legal, tax or other specialists
  • Disability income insurance
  • Business insurance
  • Employee benefits
  • Business succession planning
Other_____________________________
What are the three least important services I have offered you?
  • Life insurance
  • Annuities
  • Full-service planning
  • Variable products
  • Investments
  • Stocks
  • Bonds
  • 529 Plans (education)
  • Retirement plans
  • Pension rollovers
  • IRAs
  • Referrals to legal, tax or other specialists
  • Disability income insurance
  • Business insurance
  • Employee benefits
  • Business succession planning
Other__________________________
How would you rate my staff? The office environment?
  • Professional/unprofessional
  • Competent
  • Knowledgeable
  • Responsive/unresponsive
  • Pleasant/unpleasant
Other__________________________
What new products or services have caught your attention?
  • 1______________________________
  • 2______________________________
  • 3______________________________
4______________________________
What else is important for me to consider, or start/stop doing to better serve your expectations?  

Click on the link below for a convenient, downloadable PDF version of this report card. You can then print it and use it as you see fit.

Creating Your Report Card

Be sure to read Arrowood's companion piece, “The Advisor's Report Card.” And for help analyzing the results of your report card, read “Understanding Your Report Card.”

Janet Arrowood is a freelance writer based in Colorado. She has been a regular contributor to Advisor Today for more than six years. She can be reached at TheWriteSource1@yahoo.com .

 


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