The Efficient Advisor: Tactical Business Advice for Financial Planners 282: Two Smart Tweaks to Get More Referrals (Fast!) in Your First 100 Days
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Jun 17, 2025 Craig Gingerich, an advisor from Sage Ruddy, reveals how he revamped the client onboarding process into a powerful referral tool. He discusses two key tweaks that dramatically increased referrals and the psychology behind the first 100 days being crucial for client relationships. Craig shares creative ways to delight clients, turning onboarding into a marketing strategy rather than just paperwork. Plus, learn about the significant role of personal touches and simplified communication in building trust and enhancing client experience.
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Onboarding as Marketing
- Craig realized their onboarding "pass fail" of no one firing them was a low bar.
- He shifted focus to frontloading value in first 100 days, turning onboarding into marketing.
Old Onboarding Was Paperwork
- Before, onboarding was mostly paperwork prep done last minute.
- After signing, they waited months for a meeting, celebrating assets arrival as a win.
Referrals Are Frontloaded
- Referrals are frontloaded early in a client relationship.
- New remarkable onboarding experiences create higher referral potential than long-term quality alone.
