Pillar 3: Client Onboarding

Businesswoman on Phone
  • Successfully position yourself as more than just an “Investment Advisor”

  • Implement financial planning strategies in stages (i.e. segmented financial planning) to evolve as your clients’ needs change

  • Experience client engagement and advocacy early in the relationship

  • Have a system to track all new client activities

  • Be confident and in control leading the relationship with a pro-active approach

  • Have prospects better understand what you do and who you are best suited to work with 

  • Set the stage for fit.

  • Have your prospects tell you AND OTHERS how impressed they are with this process

Emailing
Handshake
  • Provide new clients with the information necessary to ensure they are can determine if there is a fit

  • Gather the information necessary about the client to ensure you can determine if there is a fit for the financial planning products and solutions you provide (and if not, determine which services would be appropriate and make introductions to another financial representative accordingly

  • Continue to demonstrate you have a process for bringing on new clients

  • Introduce the new client to your Introduction Process (how to introduce or recommend others to you)

  • Gather as much financial information as required to begin formulating professional, suitable recommendations to be presented in the next phase of Implementation

Signing a Contract
  • Continue to demonstrate you have a process for bringing on new clients;

  • Reinforce who you are and what you do, as well as, remind your new clients about your Introduction Process

  • Present your recommendations and move forward with implementation.

  • For those who continue to want to exceed new client expectations.

Present Surprise