I set the expectation from the beginning during our initial phone or in person conversation.  If this is a new prospective relationship I tell them it is a two step process.  

Our 1st conversation will be to understand you, your family, and your business if they are a business owner.  We will identify and prioritize the goals they wish to achieve both personally and professionally; understand their current financial picture; identify and understand their unique tolerance to risk; and share information on our team and the resources available through our team and firm.  I take that information and build a 1st draft of our Wealth Building and Retirement plan (WBR Plan) designed to achieve their outlined life/business goals that we will go through in our next conversation.  

The 2nd conversation we will go through their WBR plan, answer their questions, and provide proposed investment strategies designed to achieve their outlined goals, within their time horizon, and tolerance to risk.  We will also establish an accountability system for periodic reviews to ensure they are staying on track or adjust the plan based on life or economic changes.  They will also receive via email monthly educational information published by our Merrill Chief Investment Office (CIO) called The Viewpoint.  The Viewpoint shares information on our firm's view on the markets and economy along with asset allocation recommendations.

The first question I ask when meeting with any new individual, family, or business owner is, "What jobs do you want the money you earn and save to do for you, your family, and your business (if they are a business owner)."  From there the conversation will go deeper where my main objective is to ask questions and listen to understand what is most important to them.