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Following a process to implement changes in your business and life has never been simpler. We have a world of options at our fingertips—everything from tracking aids that chart your sleep, heart rate, steps per day, and books you’ve read. You can even press a button for instant relaxation and meditation assistance.


There are planning tools, monitors, and checklists to help you, but how do you create a new process—one that will take your business to the next level with new or existing clients? 


“The most difficult thing is the decision to act; the rest is merely tenacity. The fears are paper tigers. You can do anything you decide to do. You can act to change and control your life; and the procedure, the process is its own reward.” – Amelia Earhart.


The benefits of having a process are many, starting with one of the key elements every business values—productivity. A solid process eliminates redundant steps and repetitive actions, allowing more time to accomplish other tasks.


Agility is achieved when a process covers crucial business components. Life is guaranteed to throw you twists along the way, and flexibility is a true asset. You have the space and time to pivot if necessary when the process works.


A well-designed process increases efficiency. When it runs smoothly, advisors and their teams can focus on other elements of growing the business.


With a lean process, advisors can pay more attention to clients, elevating satisfaction. That’s a win-win!


Since the wheel has already been invented and proven, there’s no need to go through the trouble of doing it again. Once initiated, continue to utilize a reliable process to maintain consistency and repeatability.


If a team member goes on leave or is pulled away on another task, a colleague can easily slip into an existing process to keep things running smoothly. They can pick up at any step and know the expectations at this phase. The role is transferrable from one team member to another.


As an example, here are ten tangible steps to guide a transition to fee-based clients:


Step One – Send Client Letter or Lead Advisor Call.

Introduce a new investment process. 


Step Two – Follow-Up Call.

Offer your clients the questionnaire before a meeting so they can review it.


Step Three – Client Interview. 

Take clients through the questionnaire and explain the new investment process. If introducing a fee-based system, it’s time to mention that fee.


Step Four – Proposal Drafted.

Input data from the questionnaire and produce an investment policy statement. 


Step Five – Courier Proposal and Set Appointment.

Arrange an in-person meeting or face-to-face on a video call. 


Step Six – Proposal Meeting with Client & Lead Advisor.

Walk your client through the proposal. Review the fee value and cost comparison. If an advisor fears an objection from the client, have a response in place—a standard message.


Step Seven – Revise Proposal.

Make necessary changes to the proposal to ensure your client is satisfied. 


Step Eight – Complete Documentation.

An administrative associate can complete the documents with the clients.


Step Nine – Implement Investments.

A lead advisor and investment associate can set up specific investments.


Step Ten – Assign the Client to a Service Cycle.

Reintroduce the team and reinforce client commitments in this final step.


Now, go ahead and make your process the most valuable tool in your belt.


Joanne Ferguson

Co-Founder and Director of Possibilities