The market moves, portfolios shift, and financial plans evolve. But sometimes, the most valuable call a financial advisor makes has nothing to do with money.
It’s the life check-in call. A simple, unscheduled conversation that reminds clients they are more than just account balances and retirement projections. It’s about being present—not as an advisor, but as a person who cares.
A call with no agenda
One afternoon, Jack Reynolds, a seasoned financial advisor, picked up the phone and dialed a client he hadn’t spoken to in a while.
“Hey, Susan, it’s Jack. I don’t have any numbers to go over today—just calling to check in. How’s life treating you?”
On the other end of the line, there was a brief pause. Then a sigh. “Wow, Jack, I can’t remember the last time someone called just to ask that.”
She hesitated, then opened up. Her youngest had just left for college, and the house felt too quiet. She was feeling a little lost. They talked about the adjustment—how she was rediscovering old hobbies and trying to figure out what came next. No financial planning. No market talk. Just a real conversation.
By the end of the call, Susan was laughing, sharing stories about her new attempts at painting. “Thanks for calling, Jack. This meant more than you know.”
The magic of genuine connection
Advisors often see clients at major life moments—retirement, job changes, marriages, losses. But in between those milestones, life keeps happening. And those in-between moments are when connection matters most.
The power of a voice-only conversation is its purity. Without screens, distractions, or agendas, people relax. They share more. And advisors who take the time to listen deepen their relationships beyond the transactional.
Here’s what makes a great life check-in call:
- Curiosity without an agenda. This isn’t about business. It’s about life. Ask open-ended questions. “What’s been on your mind lately?” or “What’s something that’s been making you smile lately?”
- Listen beyond the words. Notice shifts in tone. Excitement, hesitation, sadness. These are clues to what truly matters.
- Acknowledge and engage. If a client shares a passion for something, remember it. A follow-up email with a book recommendation or a note about a shared interest can go a long way.
- No selling, no strategy. This isn’t a prelude to a business conversation. It’s a conversation, period.
Why it matters
Trust isn’t just built in the big moments—it’s built in the small, unexpected ones. When clients see that their advisor remembers them as a person, not just a portfolio, loyalty strengthens.
Advisors who embrace the life check-in call aren’t just staying top of mind—they’re staying close to the heart. And that’s where real, lasting relationships live.
So, pick up the phone. Make the call. Not because you have to, but because it matters.