In our last article about principles for hiring a new advisor, we began with the importance of developing your list of the responsibilities you want that person to fill – their job description.
Unfortunately, many advisors have little experience in putting together job descriptions, so here’s a list to help jump-start your thought process, categorized by area of focus, along with the rationale for each one. Note that each item begins with a verb – this is what you want the new advisor to do.
- Prepare materials for client appointments. Once they know exactly what you want to include and in which order, all you would need to do would be to review everything prior to meeting with the client.
- Develop one or more areas of planning expertise based on knowledge and experience. Examples could include insurance, special needs, education funding, etc.
- Function as a paraplanner during and after Discovery meetings.
- Take notes during the meetings, organize copies of client documents, and help prepare whatever summaries you provide for clients.
- Input information into the contact management system and/or planning software.
- Organize the preparation of client communications, such as drip letters and newsletters.
- Organize client educational and social events.
- Keep my calendar full. Wouldn’t it be great to walk in each morning with 3-4 client or prospective client appointments lined up?
- Of course, you get to determine which days and how many appointments.
- You should also be involved in making sure your new advisor knows who needs to be on your calendar.
- Track and report goals & initiatives. Goals & initiatives would have been developed during your business planning process.
- Keep our practice website and social media up to date.
- Proactively seek speaking/teaching opportunities for me.
- Seek and find opportunities to communicate our story to our target market(s).
- Develop and organize our marketing workshops
- Seek PR opportunities for practice
Note that your goal is not only to relieve some of the workload of a growing practice but also to provide opportunities to teach and mentor your new advisor.
One item you’ll notice is NOT on this list is rainmaking, that is, finding qualified prospective clients for you to meet with and presumably close. Unless your new advisor has exceptional marketing experience and maturity, they are not likely to possess the credibility or confidence to do this successfully. It’s generally so much better to teach them the business and prepare them for this role over time.
Next week, we’ll talk about creating accountability for your new advisor.