The FA Amplifier Vol 8: Effective Client Onboarding Strategies for Financial Advisors

Welcome to the January edition of The Financial Advisor Amplifier: a newsletter curated by Advisors Growing As a Community?, where valuable insights from within our community are clipped and shared with all financial advisors.

Our aim is to provide you with actionable strategies and resources to help you thrive in your advisory practice and serve your clients with excellence.

Ready to grow personally and professionally alongside your peers in a safe, collaborative community? Let's chat! Send me a note or schedule a 1:1 call and learn why 160+ financial advisors choose The AGC? to elevate their game.

- Haley Marx, AGC? Community Manager ([email protected])

What's Inside:

• Setting The Stage
• Managing Client Expectations
• Enhancing Client Onboarding with Project Management Tools
• Creating a “Wow” Experience with Small Touches

Client onboarding is one of the most important stages in a financial advisor’s relationship with a new client. A smooth, well-thought-out process doesn’t just lay the foundation for a successful partnership—it builds trust, strengthens client retention, and boosts overall satisfaction.

In The AGC? , we've had plenty of conversations, insightful guest speakers, and member-led calls on this topic. I’ve pulled together some key takeaways from all that discussion to help you create a more effective and engaging onboarding experience. Check it out ??

Setting The Stage

Strong client relationships begin with clear communication, manageable expectations, and a well-structured onboarding process. When you set the right tone from the start, your clients will feel informed, confident, and excited to work with you.

Their first experience with you should be all about clarity—what to expect and how they can best prepare. Ask yourself:

• Have you clearly explained who you are, what you do, and who you work with?
• Do they understand your process, from the first call to long-term planning?
• Have you outlined what they need to prepare before your sessions to make them more effective?
• Have you uncovered their biggest pain points?
• Do you understand their short-term and long-term goals?
• Have you asked about their financial dreams, concerns, and expectations?

?? A detailed intake form, a digital welcome packet, an onboarding guide, or even a quick intro video can answer a lot of these questions before your first meeting. It’s all about setting your client up for success and making sure they feel ready and engaged right from the start.

Manage Client Expectations

One of the biggest traps financial advisors can fall into is setting unrealistic expectations. It might be tempting to promise quick results or fast turnarounds to impress a new client, but this often leads to disappointment and churn.

?? Instead, the key to long-term success is to follow the advice of Cameo Roberson , Founder of Atlas Park Consulting and AGC? Guest Speaker, that the best approach is to underpromise and overdeliver.

Setting clear, realistic expectations from the beginning helps build trust and keeps clients confident in YOU and your expertise.

How to Implement:

??? Onboarding Roadmap: Create a clear, detailed timeline that lays out key milestones for the first 30, 60, and 90 days.

???? Service Level Agreements: Set expectations about response times, frequency of meetings, and the scope of services.

? Be Transparent About Timelines: Let clients know when to expect deliverables and be realistic about timing. A little extra wiggle room can allow you to surprise them by delivering early and exceeding their expectations.

?? Explain Market Realities: Help clients understand the ebbs and flows of the market, emphasizing a long-term strategy over short-term wins.

? Set Clear Boundaries: This one’s important! Make sure clients know when they can expect responses and how often they’ll get updates. Setting boundaries early on ensures you stay sane and productive (No, you can not call me to talk about taxes at 10:30PM!)

?? Surprise with Added Value: Offer extra insights, resources, or quick wins that weren’t originally promised. It’s a simple way to reinforce trust and show you’re committed to going above and beyond.

Enhancing Client Onboarding with Project Management Tools

Client onboarding can sometimes feel overwhelming, especially when juggling all the details that come with getting the important information while building a solid client relationship. But one way to simplify and improve the experience for both you and your clients is by using project management tools like Asana or Monday.com. These platforms help keep everything organized, track progress, and ensure both you and your clients stay aligned throughout the onboarding process and beyond.

Two AGC? members, Shanna Due, CFP?, CCFC, AFC?, ChFC? and Erik Baskin, CFP?, CEPA?, MQFP? , recently shared how they use these tools to streamline onboarding. Here’s a step-by-step breakdown of what they do and how financial advisors can do the same:

Create a Dedicated Client Task Board

Set up a customized task management board for each new client. Try to make it visually appealing, and if that's not your strong-suite, you have tons of templates to choose from.

Here are few categories that come in handy:

? Client To-Do Checklist: Include all the essential tasks like account setup, onboarding tasks, risk assessments, documents to submit, investment preferences, etc.

? Financial Goal Setting: Assign a space where clients, or you, can spell out their short-term and long-term goals. You can then break each goal down into actionable tasks, so your clients can see exactly what needs to be done to hit those targets.

? Compliance Needs: Because, you know, compliance is a non-negotiable. Secure any compliance needs and disclosure agreements.

? Tax & Estate Planning Information: Checklist of required documents, scheduled discussions, and next steps.

? Educational Resources: Include helpful videos, articles, documents, or relevant information to educate clients on finance, investment strategies, and best practices tailored to their needs.

?? Benefits for Clients

When clients have access to a structured task management board, they can:

• View outstanding tasks and due dates at a glance. No more "Wait, what was I supposed to do again?"
• Leave comments for you on tasks to ask questions, get feedback, and request clarifications.
• Upload necessary documents directly to the platform. No more juggling between emails and paper trails.
• Mark completed tasks, keeping both parties aligned on progress.

?? Benefits for Advisors

A project management tool allows advisors to:

• Send gentle reminders for important deadlines, ensuring documents and information are submitted on time. You can automate these emails easily and avoid back-and-forth follow-ups.
• If your clients have ongoing needs, like quarterly reviews or annual tax planning sessions, you can set up recurring tasks to keep everything on track.
• Show clients a transparent view of completed goals and tasks, reinforcing the value and effort you bring to their financial journey. Shanna Due, CFP?, CCFC, AFC?, ChFC? highly recommends incorporating these insights into your annual client review, to show how much work and progress has been made since you have onboarded them as a client.

Incorporating project management tools into your client onboarding process (WITH your client) not only makes things more efficient but also creates a transparent and organized experience that can lead to stronger, more trusting relationships with clients.

Creating a “Wow” Experience with Small Touches

Creating a memorable client experience starts from the very first interaction and continues long after onboarding. While expertise and sound financial advice are key to a successful relationship, going the extra mile to WOW your clients will strengthen loyalty, boost referrals, and differentiate your practice.

Ways to WOW Your Clients

1?? Personalize the Experience

Taking the time to understand your clients’ interests, favorite foods, hobbies, or even their favorite coffee order can go a long way in building a personal connection—especially during the onboarding process. It’s the little things that show you’re invested in them as individuals, not just clients.

?? AGC? Example: One way that AGC? Member, Yohance Harrison BFA?, CRPC? , goes the extra mile is by gifting personalized scrubs to his medical professional clients. It’s a thoughtful gesture that shows he’s paying attention to their world.

2?? Add Thoughtful Surprises

Little unexpected gestures can leave a lasting impression.

?? AGC? Example: AGC? Chief Evangelist, Diana Cabrices , suggests sending a Starbucks gift card (or better yet, having Starbucks delivered to their door) just before a virtual session so your client can enjoy their favorite drink during the call.

3?? Deliver a Welcome Package

First impressions matter! Consider sending a welcome package that includes:

• A handwritten note
• A book related to their industry or interests
• A high-quality branded item (and something they'll actually use)

4?? Make the Office Experience Unforgettable

If you meet in person, create an engaging and interactive environment.

?? AGC? Example: AGC? Member, Robert Bruner , transformed his office into a pickleball court and hosts client events and presentations there—talk about a WOW factor!

Bonus Idea: Set up a vision board wall where clients can pin their long-term goals, making their financial journey feel tangible and exciting.

5?? Host Unique Client Events

Beyond the standard client appreciation dinner, think outside the box!

?? AGC? Example: AGC? Member, Justin Peek, CFP?, CCFC?, CLTC? , creates virtual travel experiences to his clients’ dream destinations, making financial planning a fun and immersive journey.

Other ideas include:

• Surprise virtual wine-tasting events
• Exclusive access to industry insights or private Q&A sessions

With a little extra effort and creativity, you can turn what could be a standard interaction into an unforgettable experience.

Onboarding is more than just a process, it’s an opportunity to set the stage for a long-term, successful client relationship.

The AGC? has shared some awesome ideas, but the most important thing is to keep your approach intentional, personal, and, yes, memorable. After all, when clients feel special, they’re more likely to stick around—and recommend you to others.

Thank you for reading our January Newsletter ?? See you next month!