FROM THE BLOG

Each year, after CONNECT, I review my notes to gather the best and most repeated advice from the attendees. This year, we had many advisor-to-advisor sessions, advisor panels, and idea-sharing forums that provided a plethora of ideas. Whether you attended and want to compare your takeaways with mine or could not make it and want to see some of the nuggets shared, below are a few highlights.

Practice Management

• Engage with a Pareto coach to develop processes and procedures
• Develop an advisor playbook for your office if you plan to add other advisors
• Develop a service matrix and give it to your clients so they know what to expect
• Stick to agendas – talk FORM (Family, Occupation, Recreation, and Money)
• Be ready with collateral pieces for:
  • Investment vs investor performance (why hire me as your advisor)
  • Fee schedule
  • Investment philosophy statement
• Give your clients Black Diamond portal access for account aggregation and performance reporting
• Engage in Solicitor agreements with COI (ability to do this is state-dependent)
• Use Calendly for more efficient control of your calendar
• Utilize Dorsey Wright’s research for portfolio management

Branding & Marketing

• Elevate your brand
  • Branded folder
  • Onboarding binder so clients understand your process
• Leverage LinkedIn profiles and send targeted emails
• Send a video follow-up to client meetings – about 20 seconds, not with recommendations
• Invest in a Zoom kit to make video calls look more professional (Upgradedimage.com)
• Use a digital business card to airdrop your information to people you meet.

Wow Your Clients

• Send wind chimes with quotes from the person who passed away to the surviving spouse (keep quotes from client meetings) (Personalcreations.com)
• Send Goode pies for Thanksgiving
• Make a Year of donating in their honor
• Choose one of 80 – 100 Carenotes with a note that you are thinking of them
• Send birthday videos wishing them a Happy Birthday
• Capture clients’ best holiday traditions and then tie those into future conversations

Until next time,

Hilary Pluemer
Chief Administrative Officer

Posted by Prospera Financial