Servicing & growing the book

• QuestionWhat is "Reviews and rebalancing"?Tap to revealAnswerReview regularly and rebalance back to target — it keeps risk in check and the relationship alive.
• QuestionIn "Reviews and rebalancing", explain:Tap to revealAnswerReview at least annually: confirm fit, refresh KYC, act on changes.
• QuestionIn "Reviews and rebalancing", explain:Tap to revealAnswerPortfolios drift — rebalancing restores the target risk level.
• QuestionIn "Reviews and rebalancing", explain:Tap to revealAnswerRebalancing enforces a disciplined 'sell high, buy low.'
• QuestionIn "Reviews and rebalancing", explain:Tap to revealAnswerLead reviews as service; new needs surface naturally.
• QuestionWhat is "Life events that trigger advice"?Tap to revealAnswerLife events reshape the plan — catch them, revisit suitability, and show up with the right advice at the right time.
• QuestionIn "Life events that trigger advice", explain:Tap to revealAnswerLife events (marriage, child, home, job change, inheritance, illness, retirement) reshape the plan.
• QuestionIn "Life events that trigger advice", explain:Tap to revealAnswerEach event is a trigger to revisit suitability and update KYC.
• QuestionIn "Life events that trigger advice", explain:Tap to revealAnswerThey're the natural, non-pushy moments to add value.
• QuestionIn "Life events that trigger advice", explain:Tap to revealAnswerTrack expected events and reach out proactively.
• QuestionWhat is "Earning referrals ethically"?Tap to revealAnswerEarn referrals by serving well, ask specifically without pressure, and follow the rules on referral arrangements.
• QuestionIn "Earning referrals ethically", explain:Tap to revealAnswerReferrals are earned through suitable advice, honest disclosure, and good service.
• QuestionIn "Earning referrals ethically", explain:Tap to revealAnswerAsk specifically and without pressure; make it easy and low-stakes.
• QuestionIn "Earning referrals ethically", explain:Tap to revealAnswerReferral arrangements (especially paid ones) are regulated — disclose and follow firm rules.
• QuestionIn "Earning referrals ethically", explain:Tap to revealAnswerEnsure referred parties are appropriately licensed for what they do.
• QuestionWhat is "Retention and lifetime value"?Tap to revealAnswerTrust compounds: serve the lifetime relationship — even when that means a smaller sale today — and the book grows itself.
• QuestionIn "Retention and lifetime value", explain:Tap to revealAnswerKeeping a client is far cheaper than acquiring one — and their value compounds.
• QuestionIn "Retention and lifetime value", explain:Tap to revealAnswerRetention comes from suitable advice, disclosure, reviews, and responsiveness.
• QuestionIn "Retention and lifetime value", explain:Tap to revealAnswerNo retention 'hack' survives a client feeling mis-sold or ignored.
• QuestionIn "Retention and lifetime value", explain:Tap to revealAnswerOptimize for the lifetime relationship, not the current quarter.

1. 1Design an annual review agenda

   Create~20 min

   Outline a 5-point agenda for an annual client review that refreshes KYC, checks suitability, addresses drift/rebalancing, surfaces life events, and ends with a service-first (not sales-first) next step.

   Done when: The agenda covers KYC refresh, suitability, rebalancing, life events, and a service-framed close.

   Re-read the source concept

Why this matters. Reading + quizzing prove recall; applying it in a real situation is the only evidence of transfer. Treat at least one of these as non-negotiable before you move on.