The relationship between financial advisors and clients is built on trust. Introducing a new advisor to your clients is a crucial step that needs to be executed with thoughtfulness and tact. If you manage it poorly, you risk alienating your clients. They may decide to take their business elsewhere.
The moment you decide to bring in a new advisor, you’re not just adding a member to your team but also potentially altering the trust dynamic you’ve established with your clients. Consider these points to facilitate a suitable introduction.
Start with an email introduction
An introductory email should include the new advisor’s credentials, role and how they will contribute to the client’s financial planning. It should mention why this advisor was chosen to join the firm. Keep the language professional. Throughout the introduction process, transparency is critical. Clients should know why a new advisor is being brought in and how this change will benefit them.
Host a meet-and-greet session
Consider hosting a meet-and-greet session. This could be a casual coffee meeting or a more formal event at your office. This allows clients to meet the new advisor in person, ask questions and get comfortable with them.
Provide an opportunity for one-on-one consultations
After the general introductions, offer clients the option to schedule a one-on-one meeting with the new advisor. This allows for more in-depth conversations and gives the advisor a chance to personally understand the client’s financial goals and concerns.
Don’t forget to follow up once the new advisor has been introduced and meetings have occurred. A simple email asking for feedback can provide valuable insights into how well the introduction process went and whether clients have any lingering concerns.
Remember, before you start the introductions, you must ensure you fully vet the advisor. They will represent your company, so their actions can impact your firm.