We show them the downside of investments first and the bull market of the last 15 years last. We also don't provide them with benchmark investment returns for comparison purposes on their quarterly reports because every portfolio is slightly different depending on the level of customization in investments or asset allocation desired by the client. Benchmarks typically focus too much on beating the market, and our role is to minimize risk, not maximize returns. Focus on the client during the meeting and not on your brilliance. Instead of looking on the meeting to expound and impress, look at their situation and take action for them.
Action is the operative word.
As an example, we offer our new computer users an hour of basic computer training. Make sure your clients are aware of your research capabilities and provide them with written research whenever possible. Stay in touch frequently with your clients either through periodic e-mail updates, quarterly client letters or phone calls. Also, document the work you do for them through the year and provide it to them in a year-end report card format. Give them written meeting notes after each meeting you have with them.