Очаквания на клиента
From Planipedia
|
 | Best Practice Principle: It is essential for advisors and clients to both have realistic expectations for all aspects of the plan and the planning process.
TIP: While past performance is not a guarantee of future results, it is the best indicator available. Consequently, historical rates of return and inflation, used in projections, should reflect long-term past experience. It is far better to err on the conservative side than to create an overly optimistic expectation. |
It’s a prudent business principle to “under promise and over deliver.” That principle definitely applies to what every advisor should do in endeavouring to manage the expectations of their clients.
Managing expectations begins with the Engagement Agreement. As outlined in the previous section, it is important to carefully articulate the following points in the Engagement Agreement:
- Each parties’ responsibilities; and
- The specific services that are to be provided.
Even when these points are carefully laid-out, there is still a good chance that occasionally the client’s expectations will be different than your own.
That’s why many top advisors use a welcome letter to try to drive home the point that if a client has any concerns, they should discuss them as soon as possible.
