Do you ever have a client who says to you "Hey - our upcoming quarterly review meeting - I can't make it, and listen, it’s all good, everything looks fine, I trust you, whatever you think"? Often an advisor responds with "Well, yeah that happens a lot" in a tone that projects that this is no big deal, or is in fact a good thing.

It's NOT a good thing.

I get that they’re busy. Good, upmarket clients are always busy, their time is valuable. The client is saying that they do not perceive there being enough value to make the meeting a priority in their day. That is where loyalty fatigue is born. That’s where the relationship starts to be at risk. Stop calling them “quarterly review meetings” and instead call them strategy and tactical meetings. Communicate the value of that meeting and top clients will engage.