Prepare smarter, lead stronger. Transform your client meetings with pre-call planning strategies that deliver real results.
Most advisors spend hours chasing new clients — but only minutes preparing for the conversations that matter most.
Pre-call planning flips that dynamic. Whether you're a CPA, financial advisor, wealth manager, attorney, or business coach, preparation is a simple but powerful discipline that turns routine meetings into strategic wins. Keep on reading to find out how a few moments of preparation before a call can change the entire trajectory of your client relationships — and your results.
So, what exactly is pre-call planning? At its core, it's about clarifying your intentions before entering a conversation. It involves asking yourself critical questions: What do I want to achieve in this meeting? What information do I need to gather? This isn't just a mundane task; it's a strategic move that can transform your interactions.
Imagine you're gearing up for a meeting. You might feel overwhelmed with tasks and responsibilities. However, dedicating just five minutes to pre-call planning can shift your mindset. It allows you to focus on the purpose of your call, whether it’s to discuss a new proposal, address client concerns, or explore long-term strategies.
Now that we understand its importance, how do we go about it? Here’s a step-by-step approach to effective pre-call planning:
Before the call, define what you want to achieve. Are you looking to close a deal, gather information, or strengthen a relationship? Write down your primary objectives to keep them front and center during the conversation.
Knowledge is power. Take time to research your client or prospect. What are their current challenges? What recent developments in their industry could influence your conversation? Understanding their context will help you tailor your approach.
Who will be on the call? Understanding the roles and perspectives of each participant can help you navigate the conversation effectively. For instance, if a decision-maker is present, you may want to adjust your tone and content to address their specific concerns.
Craft a list of open-ended questions that encourage dialogue. These questions should be designed to elicit insights and foster engagement. For example, asking “What challenges are you currently facing in your business?” opens the door for deeper discussion.
Share a brief agenda with participants before the call. This not only shows professionalism but also prepares everyone for the topics to be discussed. It helps in keeping the conversation focused and productive.
During any client interaction, objections are a natural part of the process. Pre-call planning equips you with the tools to address these objections effectively. By anticipating potential pushbacks, you can prepare responses that validate the client’s concerns while steering the conversation back to your objectives.
For instance, if a client mentions they’ve had bad experiences with similar services, you can acknowledge their feelings and share how your approach differs. This empathetic response not only addresses their concerns but also builds trust.
Post-call reflection is just as crucial as pre-call planning. After each interaction, take a moment to evaluate what went well and what could be improved. Did you achieve your objectives? Were there any unexpected challenges? This reflection can inform your future planning and help you continuously improve your approach.
Encouraging a culture of pre-call planning within your team can lead to more productive meetings and stronger client relationships. Share best practices, provide training, and make it a standard practice for all client interactions. Over time, this culture can enhance your organization’s overall effectiveness and client satisfaction.
Pre-call planning is not just a checkbox to tick off before a meeting; it's a strategic practice that can elevate your client interactions significantly. By taking the time to prepare, you set yourself up for success, foster stronger relationships, and ultimately achieve better outcomes. So, the next time you have a call scheduled, remember: preparation is key.
Are you ready to transform your client interactions? Start implementing these pre-call planning strategies today and watch your conversations flourish!
Learn how to plan smarter and connect better with clients. In this webinar replay, you’ll gain access to a Precall Planning Worksheet and discover how to design winning strategies and sharpen your communication skills.
Watch the Webinar ReplayThe International Succession Planning Association® (ISPA®) empowers business advisors to lead with greater confidence, preparation, and strategic impact. Through our Certified Succession Planner™ (CSP®) program, Succession Planning Assessment™ (SPA™), and Succession News & Applied Practice (SNAP) resources, we provide the tools and frameworks needed to turn every client interaction into an opportunity for growth. From clarifying conversations to strengthening leadership roles and uncovering succession opportunities, ISPA equips advisors to deepen client relationships, offer higher-value services, and accelerate practice growth — all by mastering the fundamentals of preparation and strategic planning. Click here to learn more about how ISPA membership can elevate your practice.
Seamlessly implement cutting-edge tools and strategies for business advisory and succession planning. Focus on delivering tangible results that foster your clients' success and drive growth in your own business.
16 HIDDEN BUSINESS OPPORTUNITIES
Multi-generational clients grow your business. Whether you are a lawyer, accountant, financial advisor, or consultant, we have a list of actionable strategies you can test today to motivate your clients to work with you long term.
12 QUESTIONS TO CREATE CLIENT OPPORTUNITIES
In this free resource of 12 powerful questions you can ask to identify client motivations and influence business owners to take action. You will have a better discussion with prospects & clients immediately.
20 YEAR
CASE STUDY
Want to get into the specifics of what it takes in succession planning? Gain insights into the inner-workings of a real long-term family business succession planning case study and a business engagement that was worth over $75,000 per year.
3 STRATEGIC PROJECT EXAMPLES
We outlined three of our best examples of projects you could learn from and potentially apply in your business. From objective to successful outcome, these family business examples help you build strategies.
Access premium resources at no cost. Gain insights into cutting-edge strategies for client acquisition and retention, along with exclusive webinars designed to advance your advisory practice. Subscribe to our Insight Briefs and amplify your advisory impact.