Having systematized his sales process to explain his Menu of Services, Yohance organically increased his firm’s revenue by 20% over the last 12 months and converted 68% of his prospects into clients. Yohance will share:

• What his process is for scheduling prospect meetings and collecting important information in advance
• The rehearsed scripts he uses to set expectations and communicate his value throughout the prospect meeting
• How he leverages a menu of services to clearly align his fees with different service tiers, and convert 68% of prospects into clients in just one meeting

By systematizing prospect meetings with her structured agenda and proposal playbook, Kristen’s firm brought on 37 new clients since 2023, while also adding $321k in new recurring revenue. Kristin will share:

• How she builds and presents her structured meeting agenda for prospect meetings
• What information she includes in her Proposal Playbook to show her planning value to prospects
• What proposal generation software she adopted to create and present her proposals, and how it has improved efficiency and effectiveness

By leveraging the implementation schedule he creates for each new client, John has increased his AUM from $7.8M to $27M in one year, while also growing monthly recurring planning fees to $3,300/month. John will share:

• How he systematized summarizing important financial planning data for each client in an internal spreadsheet to be able to better showcase his value to clients 
• The way he created implementation schedules for new clients, and works collaboratively with them to prioritize action items and track progress 
• How he builds and presents initial financial plans for new clients to clearly communicate what will be accomplished together 

By developing a template to easily create a year-end planning summary for each of his 67 clients, Brian has grown revenue by nearly $120k while not appreciably increasing work hours. Brian will share:

• What his annual service model includes, and the way he has structured 3 distinct review meetings throughout the year with each client  
• How he creates year-end planning tax and investment summaries to document key information, show clients what has been accomplished, and communicate future action items 
• His approach to leveraging systems and technology to more efficiently create his year-end tax and investment summaries for clients  

By iterating on his financial planning process to not only deliver recommendations but highlight the value of an ongoing planning relationship, John has converted 26 of his last 28 initial $2,500 planning clients to be ongoing $700k+ AUM clients. John will share:

• Why (and how) he charges a one-time fee of $2,500 to create and deliver an initial financial plan instead of bundling the planning into his AUM fee 
• What the 3-steps are in his (paid) financial planning process to show value in a limited-scope engagement 
• What scripts he uses throughout each stage of the planning process to set proper expectations and be able to turn paid planning clients into (ongoing) AUM clients   

By using their fee calculator with prospects and annually at client renewal, Emily’s firm maintains a nearly 100% plan renewal rate while ensuring planning fees are aligned to the value provided (varying from $1,800 to over $10,000 per plan year), ultimately generating $160k in financial planning fees in addition to their $590k of AUM revenue. Emily will share:

• What her annual Client Experience Timeline looks like and how she uses it to help clients visualize the planning process 
• How she created a custom complexity-based fee calculator to clearly align the value provided with the appropriate fee in each client engagement 
• How she communicates annual fee renewals (and potential price increases or decreases) to clients, leading to successfully renewing nearly 100% of her client agreements each year