When a prospect transitions to a client they may experience you and your firm as very in-touch responsive firm that is always
communicating. After the accounts are open and they move from prospect to client you want to make sure that the
communication does not fall off. Your new client may feel like you just wanted the sale and now you have moved on.
You should have a process of regular new client communications to stay in constant communication so you don’t have a quiet
period.

You should have an onboarding process as well. Studies have proven that if you have a process and constant
communication it will result in a higher percentage of sales and referrals from these new clients.

The process that I use is as follows:

• Seminar marketing, referral, center of influence or other method to attract a new prospect
• Completion of data sheet, risk profile and review of all statements and anything financially or insurance related
• Preparation of plan and specific recommendations with an action plan
• Implementation of the plan, paperwork to open new accounts, referrals to other professionals
• After funds have transferred and accounts have been funded then a portfolio organizer meeting that includes: review of
  action plan: review of all accounts, statements and screen shots; binder to organize accounts, newsletter preferences and
  reporting preferences; instructions for on-line account access, setting of review schedule
• In between reviews Introducing any appropriate special opportunities – Like WEG PRE-IPO fund
• First review usually in 6 months
• 2nd review in 12 months

Communication along the way:

• Team introduction letter: send a letter that introduces your team – we are going to add pictures to this or a team photo
• Quarterly performance reports from Albridge
• Monthly Newsletters
• Retirement Newsletter
• Economic Updates – weekly, monthly, quarterly or annually based on client
• Birthday Card
• Holiday card
• Holiday Gift
• Updates with letters during volatile market events or things like the Equifax Breach
• Invitations to smaller topical seminars- most non-financial
• Invitation to annual client appreciation event
• Client Survey: something we are looking at adding when they come into office – update of information like going to the
  Doctor

You should use a system like Marketing Pro to help you organize and complete these necessary contacts as well as prepare
things like Economic Updates. You should not use everything pre-done like Marketing Pro but still have some items to give you
and your team more personalization.

Your best opportunity for referrals is in the first six months of the relationship or after introducing something new and unique.

Have a system of on-going meaningful communication and you will receive more referrals without even asking.

Thank You for being part of WEG – Where Relationships are the difference!