Join our FREE practice success portal and accelerate your practice growth

Audere Coaching & Consulting logo
Search
Close this search box.

Enhancing Your New Client Engagement Process

I recently did some work on new client engagement process with a program member, and it reminded me of one area of work I love most of all.

It also came up as a topic of conversation at the recent IFA Future Forum I spoke at.

Long before I started doing what I do now, I lived in Japan for two and a half years. There has been so much I’ve carried with me from my time there, but one thing that has always stuck with me is the Japanese view of how to improve things.

Perfection is when nothing more can be taken away.

The natural order of things is the evolution toward complexity. Our tech stack gets bigger. Our processes get more complicated. We fill out houses with more stuff, and then add storage space or move into an even bigger place to continue the process.

If anyone is looking for an explanation into how Marie Kondos’s The Life-Changing Magic of Tidying Up became such a global hit, there it is.

We crave simplicity, but more often create complexity.

It’s not that the practices I work with don’t have a good client engagement experience.

I don’t tend to work with “broken” businesses as much as ambitious ones, so often they’ll already have a way of engaging new clients that converts, demonstrates value, removes fee sensitivity, and feels good to deliver.

Maybe not perfect, but effective. Sometimes it just takes too long, or stalls at certain points, or requires a little too much manual intervention at certain points to be truly efficient.

My job isn’t to reinvent the wheel, but rather to ask a really important question.

What could we remove from the process and still get at least the same outcome at the end of it?

It’s like that scene from The Martian…. well, if you’ve seen it you’ll know what I mean. If not, I won’t spoil it for you.

Let me give you one example.

What I’ve found – particularly if you already know how to talk to clients about where they want their financial future to take them and you’ve got a specific way of engaging clients before you agree to meet – is it’s not only entirely possible to rock into an initial meeting with no preparation at all – no fact-finding, no pre-data gather – without using a single PowerPoint presentation, spreadsheet or piece of technology and convert clients across with a “yes’ on the day…

It’s often easier to do it.

The key lies in making the conversation about three things – where they wanna be, where they’re at now and what they may need to do to bridge the gap between the two – and being able to explain your role in building the bridge.

If you’ve found a way that works for you when it comes to engaging new clients, then changing things up isn’t usually the first priority on your To Do list.
However, even the best processes have room for improvement if the question isn’t

What could I improve?

but instead

What could I remove?

Could you chop two, three, four, or maybe even five hours’ worth of time from your process and still get the same result? That’s where you get the biggest efficiency games.

I hope this has been useful.

A reminder: if you really like this stuff, feel free to subscribe to our email list. And of course, don’t forget we publish the Finnovation podcast on a regular basis. You can find all episodes here | Spotify | iTunes.

Keen for more tools, templates & insights?

Join our free best practice portal

Working with a coach shouldn’t be a guessing game.

That’s why we want to invite you to sample for yourself the unique body of training, tools, templates and resources we created specifically to help practices grow, expand and evolve.

Check out what you'll get access to
A man in a collared shirt is seen with words "Tools & Templates," "Special Access," "Training," and "Masterclass" surrounding him against a blue background.
Free portal

Access a free comprehensive portal with tools and guides designed to increase revenue by 20% and more.

Ready to talk 1-to-1? Let's chat.

Related articles

Master The Initial Meeting And Sell Advice Better

Read more »

Enhancing Advisor Practices with Typedesk: Boosting Communication Efficiency

Read more »

Enhancing Your New Client Engagement Process

Read more »

How to Drastically Improve Your New Client Meeting Outcomes

Read more »

How New Clients Could Be Holding Back Your Business

Read more »

Are You Choosing the Wrong Tech?

Read more »

How Advisers Can Systemise When They Don’t Have Time

Read more »

Frustrated by your practice technology?

Read more »

How to get a new client “Yes!” on the day

Read more »

The First Place To Look to Fix An Inefficient Advice Process

Read more »

Signs You May Need Systematisation

Read more »

The Workflow Trap

Read more »

Which adviser would you choose?

Read more »

The Power of Refinement

Read more »

Engaging new clients like a doctor

Read more »

Contact us

Let’s talk about how we can potentially help you and your practice to grow and evolve. We believe great advice is becoming more valuable than ever.

Be First To Know

Register your interest to become a participating practice owner or, as a BDM or PDM become an accountability coach

Register for free

There are a lot of insights waiting in since our goal is to provide value first.

Join List

Join our list and get the latest best practice insights in your inbox every fortnight