MFDs should hold a formal annual review with every client at minimum, and a quarterly check-in with active or higher-AUM clients. The annual review for MFD clients is the structured 45-minute meeting that covers performance, goals, and growth recommendations. Quarterly check-ins are lighter touches, usually a phone call or message, that maintain visibility between annual reviews and catch issues like paused SIPs or life changes early.

AUM growth is calculated by comparing the current Assets Under Management to a previous date, expressed as a percentage. The formula is ((Current AUM minus Previous AUM) divided by Previous AUM) multiplied by 100. For a meaningful view, break AUM growth into its sources: fresh client additions, top-ups from existing clients (SIP step-ups, new goals), market appreciation on existing investments, and any redemptions or stoppages that reduce the base.

A client review should cover five things in sequence: any life changes since the last review, portfolio performance in plain numbers benchmarked against goals, progress against each named goal, specific recommendations like SIP step-ups or funding a new goal, and confirmed action points for the next twelve months. End every review with a follow-up email summarising what was discussed and what will be implemented, so nothing drifts.

Spend roughly thirty minutes per client preparing the annual review. Pull together the portfolio performance summary with XIRR and goal-wise breakdown, identify gaps where allocation lags the goal or SIPs lag the client’s income, note any unfunded goals worth proposing, and refresh yourself on what you know about the client’s life and family. Walk in with a one-page summary the client can take home, printed or as a PDF.