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.
37:17
forum Ask episode
web_stories AI Snips
view_agenda Chapters
menu_book Books
auto_awesome Transcript
info_circle Episode notes
question_answer ANECDOTE
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.
question_answer ANECDOTE
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.
insights INSIGHT
Referrals Are Frontloaded
Referrals are frontloaded early in a client relationship.
New remarkable onboarding experiences create higher referral potential than long-term quality alone.
Get the Snipd Podcast app to discover more snips from this episode
In 'Contagious: Why Things Catch On,' Jonah Berger explains that the popularity of products, ideas, and behaviors is driven by six key principles: social currency, triggers, emotion, public visibility, practical value, and stories. Berger argues that word of mouth, rather than traditional advertising, is the primary force behind making things popular. He provides case studies, real-world examples, and research findings to support these principles, which can be applied to various fields including marketing, social causes, and political campaigns. The book emphasizes that contagious content can spread through everyday conversations rather than relying on socially influential individuals[2][4][5].
What if your onboarding process could become your best marketing strategy? In this episode, Libby is joined by advisor Craig Gingerich, who shares how he turned simple strategies into a referral-generating machine. Craig took just a few actionable ideas from Libby’s First 100 Days system and turned them into major wins. Whether you're a new advisor or have been in the game for years, this episode is packed with practical tips you can start using right away to get more referrals and build deeper client relationships. 🎯📈💬🎉📬
Here’s what you’ll learn in this episode:
How Craig used just two onboarding tweaks to massively increase referrals
The psychology behind why the first 100 days are so powerful
Creative (and easy) ways to delight new clients right out of the gate
Why onboarding isn't just about paperwork—it's your secret marketing weapon
The tools, scripts, and templates Craig used without reinventing the wheel
You’ll walk away inspired and equipped to rethink how you welcome new clients—so they feel seen, supported, and excited to refer others.
If you're curious about the First 100 Days Course Libby mentions, stick around after the interview for all the juicy details on how to enroll (and why now is the best time!).
Check out The First 100 Days Course: The Advisor's Blueprint for a Remarkable Client Experience HERE!
Learn more about Asset-Map financial planning software HERE!
Learn more about our sponsor Beemo Automation HERE!
Learn more about the Group Coaching & Mastermind HERE!
Check out the Efficient Advisor YouTube Channel HERE!
The Efficient Advisor: Tactical Business Advice for Financial Planners 