Why setting next steps matters

What if the single biggest unlock for your advisory practice is the smallest move on your calendar? We dive into the habit that quietly drives win rates, client follow-through, and delivery quality: scheduling the next step before the call ends. Not pressure, not pushiness—just smart momentum management rooted in how humans actually behave.

We start with the real reason great prospect calls go cold. Clients spend energy to reach out, prepare, and show up; that’s peak momentum. Then life intrudes and inertia takes over. Using a clear script—“Could we pencil in ten minutes next week? I’ll send a recap and hold time for your questions.”—we show how to respect autonomy, frame the benefit in their terms, and keep progress effortless. You’ll hear why the word “pencil” matters, how to use a tight follow-up email with owners and due dates, and how to protect motivation while the reasons to act are vivid.

From there, we apply the same approach to ongoing work where tasks often stall: estate planning, 401k reallocations, and open enrollment choices. We share practical tactics like coordinating live intros to attorneys, hosting short working sessions to complete reputable software together (without giving legal advice), and drafting partner emails on the spot. Along the way, we connect Newton’s first law to human inertia and pull a lesson from Atomic Habits: make the right action the path of least resistance, and make procrastination just a little harder.

Submit a question for James here: https://rootreadypodcast.com/

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Advisory services are offered through Root Financial Partners, LLC, an SEC-registered investment adviser. This content is intended for informational and educational purposes only and should not be considered personalized investment, tax, or legal advice. Viewing this content does not create an advisory relationship. We do not provide tax preparation or legal services. Always consult an investment, tax or legal professional regarding your specific situation.

The strategies, case studies, and examples discussed may not be suitable for everyone. They are hypothetical and for illustrative and educational purposes only. They do not reflect actual client results and are not guarantees of future performance. All investments involve risk, including the potential loss of principal.

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