Cycle Stages
Meeting where we screen for fit
Intro
First post-close check in
30 day check in
True or False - Sales cycle ends at close
No! This is false!
Meeting focused on goals and planning needs
Fact Finding
Focus of 60 day check in
Review all planning implementation started, gather missing information
Why Logistics meeting matters
Clarifies recommendations, value, expectations
Meeting where we get commitment
Logistics
Focus of 60 day check in
Review of planning implemented and funding of investment accounts
Risk if check ins are skipped
Clients may not implement recommendations
Meeting where we walk through recommendations
Close
Focus of 90 day check in
Review planning implementation completed and set expectations for next steps. Typically focused on insurance policy placement.
Opportunity created by Annual Review
Added value to client, renewal, referrals, deeper planning
Meeting where internal team begins implementation
Intake
What happens during Annual Reviews
Planning Engagement renewal options, investment account performance, etc.
What must be done during the Fact Finding and Logistics Meetings to ensure clients actually implement our recommendations?
Clear expectations, Client buy-in and understanding, Trust and clarity on value, Alignment on priorities and next steps