Of course, you need to keep your professional relationship professional, but you can't connect with a current or potential client if you start talking numbers and processes right away. While that may feel like client communication 101, it's a fundamental step to remember if you've forgotten.
Knowing these things is vital, especially during market turbulence. When your client starts freaking out and wanting to do things that are not in line with their goals, remind them of all the goals you've helped them achieve already and keep them focused on the goals that they are working toward.
A study by Financial Engines found that 93 percent of those surveyed think financial planners should be fiduciaries. Demonstrate to clients that you have their best interests at heart by being transparent about your fees and discussing any potential conflicts of interest. Transparency breeds trust. Also, be clear about the planning process and explain what you are doing in terms they can understand.
Ana Trujillo Limón is senior editor of the Journal of Financial Planning and the editor of the FPA Practice Management Blog. Email her at alimon@onefpa.org, or connect with her on LinkedIn.