Activities that drive client acquisition and net flows
Referrals:
Ask for referrals at every meeting. Learn the preferrals method and work with Ryan or another advisor who is having success with referrals to fine tune the delivery.
Look for times where you feel you are providing tremendous value to the client, that is a great time to ask them if they have any friends, family, or co-workers who
may need the same type of advice you have provided them
Make sure the “refer me” tagline is in your meeting follow ups.
Please let me know if any of your friends, family, or co-workers need help with their financial planning or wealth management needs. I am taking on new
clients and I would be happy to meet with them. We do not charge a cost or a fee for an initial consultation. Here is a link where you can refer me to others:
Keep a full calendar:
Strive to hold 15-20 meetings per week with your clients. Advisors that bring in the most money are meeting with clients back-to-back to back all week. If you do not
think your current client base can support 15 meetings per week, meet with your current clients more often and/or touch them more. Send them personalized
information that is appropriate for their situation. Ask them to share the information with friends, family, and co-workers.
Ryan and Gena are currently brining in the most money. Ask to sit in on some of their meetings to see what they are doing and how they are doing it. Use this
experience to fine tune your client experience
We require a minimum of 10 meetings per week. If you do not have 10 meetings on your calendar jump add yourself to another advisor’s meeting to observe, learn,
and get another perspective on how to run a meeting. Advisors who are observing meetings are expected to compete the meeting follow up, prepare paperwork, and
add tasks to CRM as appropriate
Deepen relationships with your best existing clients, especially those that have referred in the past:
The practice has a budget for activities that deepen relationships with your best clients. The deeper your relationship with your best clients the higher the probability they
will refer clients to you.
Take them to lunch, coffee, or dinner
Send them a personalized birthday card with an appropriate gift
Send them gifts for referrals they send to you
Offer to host a small group lunch on a particular relevant topic. Work with Ryan to customize this content. Ryan will present if the situation is appropriate.
Invite current clients to quarterly in person events and ask if they have friends, family, or co-workers who would gain value from attending our event
Build, maintain, and drip on your pipeline:
Put all new assets that are discovered in client meetings, phone calls, client events, etc. into CRM. As you prep for meetings be ready to talk about outside assets with
your client that could be moved to Ameriprise. Ask Ryan for help on case design and crafting the conversation with the client. You are always welcome to schedule a
joint meeting with Ryan if you need help on converting a prosect to a client, consolidating assets, completing a rollover, etc.
Drip on your clients who have assets as identified/discussed. Below is where you may find material for dripping on clients:
Send a personal copy of After The Close
IRG market commentary and research reports
Quarterly Capital Market Digest
Quarterly Economic Commentary
Special Reports/Whitepapers from IRG and other product partners
Roth conversion strategies like after tax 401k rollovers and back door Roth IRAs
Forefield Advisor articles
Work with Ryan to craft the correct messaging for the prospect situation
Network with CPAs and Estate planning attorneys
Use LinkedIn or data you have collected from the “other professionals” page in e-meeting to prospect. Let them know we are a firm with just under $1Billion in AUM
that is looking to connect with tax preparers and tax advisors for our clients. We have a lot to offer them assuming they are willing to partner with us. Ask Ryan to sit
in on COI meetings
Client events:
Events have proven to be excellent sources for new clients. Ask existing clients to invite co-works, family, and friends. We have multiple events already scheduled and
you are welcome to plan your own event at any time. Discuss event ideas with Ryan and work with Michael on logistics to plan event
Do more planning:
Continue to expand your skills with MoneyGuide Pro. Become even more confident in being able to address clients’ needs and answer the questions on the
“prospect conversations” guide
Embrace the changes coming to our e-meeting presentation. Go deeper with clients on planning topics that are important to them. Get clients set up with foundational advice. Move people that are doing foundational advice to comprehensive. Ryan can help with these conversations if you need help.
Partner with Scott, Monica, Roman, and Mindy:
Scott Heron is a tremendous addition to our team and has a massive amount of knowledge when it comes to client acquisition. At this stage of his career Scott does
not want to take on any new clients. Since he provides tremendous value to his clients, he receives a lot of referrals from his large client base. Work with Andy to set
some meetings with Scott so he can get to know you better. The more comfortable Scott is with our advisors the more comfortable he will be referring us more
clients.
Monica Hensley has over 600 households. It is not possible for her to go deep with all of her clients. There is a tremendous amount of opportunity with brokerage to
managed conversions, outside assets, planning, and insurance business in this book. Talk to Andy about how best to assist with her transition into North Harbor. Set
a meeting with Monica to get to know her better and let her know you are a resource for referrals that she may not want to take on at this stage of her career.
Roman Quisol just joined our practice. He has a great book of business with almost all of his relationships being virtual. This is another great opportunity to get to
know Roman and let him know you are willing to help and be a resource for referrals he may not want at this stage of his career. Talk with Andy about how to help
with this transition and take on more clients as Roman exists the business over the coming years.
Mindy Cespedes manages over 6,000 households in the form of 401k participants. This is a tremendous opportunity that has not been harvested yet and Mindy
cannot work all of these leads on her own. Schedule events in Utah, get to know the business owners, reach out to clients to have conversations about their current
401k assets at Ameriprise. Connect with Ryan to fine tune what this strategy looks like and we can set up a roadmap for implementation.