Financial Advisor Success Ep 444: Driving More Client Referrals In The First 100 Days By Crafting An Exceptional Onboarding Experience with Libby Greiwe
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Jul 1, 2025 Libby Greiwe, founder of The Efficient Advisor, revolutionizes client onboarding in the financial advisory world. She discusses transforming cold processes into warm, personalized experiences that encourage referrals within clients' first 100 days. Libby breaks onboarding into three 30-day phases, emphasizing clear communication and emotional connection. She highlights the significance of client 'intel' for building loyalty and creating memorable interactions. Her practical strategies ensure a seamless journey, fostering trust and long-term growth.
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Dual Lens on Process Design
- Building processes must consider both business efficiency and client psychology.
- Processes should intentionally guide clients through their emotional experience for better relationships.
Taxi vs. Uber Friction Story
- Libby illustrates friction with New York City taxi vs. Uber experience.
- Uber's smooth, predictable process creates customer loyalty despite no cost or speed advantage.
Client Cortisol Spike Post-Sale
- Clients experience a cortisol spike (buyer's remorse) immediately after onboarding.
- Advisors must design processes to reduce client anxiety and confirmation doubts.