client-review
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ChineseClient Review Prep
客户回顾会议准备
Workflow
工作流程
Step 1: Client Context
步骤1：客户背景信息
Gather or look up:
- Client name and household members
- Account types: Taxable, IRA, Roth, 401(k), trust, etc.
- Total AUM across accounts
- Investment Policy Statement (IPS): Target allocation, risk tolerance, constraints
- Life stage: Accumulation, pre-retirement, retirement, legacy
- Last meeting date and any outstanding action items
收集或查询：
- 客户姓名及家庭成员
- 账户类型：Taxable（应税账户）、IRA（个人退休账户）、Roth（罗斯退休账户）、401(k)、信托账户等
- 所有账户的总资产管理规模（AUM）
- 投资政策声明（IPS）：目标配置、风险承受能力、限制条件
- 人生阶段：积累期、退休前期、退休期、遗产规划期
- 上次会议日期及未完成的行动项
Step 2: Portfolio Performance
步骤2：投资组合绩效
For each account and the household aggregate:
| Metric | QTD | YTD | 1-Year | 3-Year | Since Inception |
|---|---|---|---|---|---|
| Portfolio return | |||||
| Benchmark return | |||||
| Alpha |
Performance Attribution:
- Which asset classes / positions drove returns?
- Top 3 contributors and top 3 detractors
- Any outsized single-position impact?
针对每个账户及家庭整体：
| 指标 | 季度至今（QTD） | 年初至今（YTD） | 1年 | 3年 | 成立至今 |
|---|---|---|---|---|---|
| 投资组合回报率 | |||||
| 基准回报率 | |||||
| Alpha值 |
绩效归因：
- 哪些资产类别/头寸推动了回报？
- 前3大贡献项和前3大拖累项
- 是否存在单个头寸的显著影响？
Step 3: Allocation Review
步骤3：配置审查
Current vs. target allocation:
| Asset Class | Target | Current | Drift | Action |
|---|---|---|---|---|
| US Large Cap | ||||
| US Mid/Small | ||||
| International Developed | ||||
| Emerging Markets | ||||
| Fixed Income | ||||
| Alternatives | ||||
| Cash |
Flag any drift exceeding the IPS rebalancing threshold (typically 3-5%).
当前配置与目标配置对比：
| 资产类别 | 目标占比 | 当前占比 | 偏离度 | 行动 |
|---|---|---|---|---|
| 美国大盘股 | ||||
| 美国中/小盘股 | ||||
| 发达市场国际股票 | ||||
| 新兴市场 | ||||
| 固定收益 | ||||
| 另类资产 | ||||
| 现金 |
标记任何超出IPS再平衡阈值（通常为3-5%）的偏离情况。
Step 4: Talking Points
步骤4：讨论要点
Generate a meeting agenda:
- Market overview (2-3 min): Brief macro context and outlook
- Portfolio performance (5 min): How did we do? Why?
- Allocation review (5 min): Any rebalancing needed?
- Planning updates (5-10 min):
- Life changes? (job, health, family, home, education)
- Income needs changing?
- Tax situation updates
- Estate planning updates
- Action items (5 min): What are we doing before next meeting?
生成会议议程：
- 市场概览（2-3分钟）：简要宏观背景及展望
- 投资组合绩效（5分钟）：表现如何？原因是什么？
- 配置审查（5分钟）：是否需要再平衡？
- 规划更新（5-10分钟）：
- 生活变化？（工作、健康、家庭、住房、教育）
- 收入需求是否变化？
- 税务状况更新
- 遗产规划更新
- 行动项（5分钟）：下次会议前我们需要完成哪些工作？
Step 5: Proactive Recommendations
步骤5：前瞻性建议
Based on the review, suggest:
- Rebalancing trades (if drift exceeds thresholds)
- Tax-loss harvesting opportunities
- Cash deployment or withdrawal planning
- Roth conversion opportunities (if applicable)
- Beneficiary updates or estate planning needs
- Insurance review (life, disability, LTC)
基于审查结果，建议：
- 再平衡交易（若偏离度超过阈值）
- 税损收割机会
- 现金部署或提取规划
- Roth转换机会（如适用）
- 受益人更新或遗产规划需求
- 保险审查（人寿保险、伤残保险、长期护理保险LTC）
Step 6: Output
步骤6：输出成果
- One-page client review summary (Word or PDF)
- Performance table with benchmarks
- Allocation pie chart (current vs. target)
- Recommended action items
- Meeting agenda
- 一页纸的客户回顾摘要（Word或PDF格式）
- 含基准的绩效表格
- 配置饼图（当前vs目标）
- 推荐行动项
- 会议议程
Important Notes
重要提示
- Know your client before the meeting — review notes from last meeting
- Lead with what the client cares about, not what you want to talk about
- If performance was bad, address it directly — don't hide or spin
- Always end with clear action items and next steps with dates
- Document the meeting notes and any changes to the IPS
- Compliance: ensure all materials are compliant with firm policies and regulatory requirements
- 会议前了解客户情况——回顾上次会议记录
- 从客户关心的内容入手，而非你想谈论的内容
- 若表现不佳，直接应对——不要隐瞒或粉饰
- 始终以明确的行动项和带日期的后续步骤结束会议
- 记录会议纪要及IPS的任何变更
- 合规性：确保所有材料符合公司政策及监管要求