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In my previous article in this series, , I provided the how-to of lead nurturing and the actionable steps and even a few checklists and templates to get you started.

Now it is time to move on to the process of converting these prospects into clients and the onboarding process.

One of the biggest mistakes a financial advisor can make is to ignore the importance of creating a complete and cohesive client onboarding process.

What is client onboarding?

Client onboarding is the process of welcoming new clients into your business, addressing their questions and concerns, and ensuring they understand all of the services available to them. It a continuation of the conversation they have already been having with you during the nurturing or referral processes.

One of the biggest mistakes some financial advisors make is to assume that the onboarding process is part of their typical customer service functions or that it is just filling out some paperwork and you are on your way. This can lead to confused and frustrated clients – that won’t be clients for long.

This process is the vital first experience a client experiences as part of your business family and will affect the impression that they have for the rest of your partnership. Make sure that everything you sold them during the nurturing process holds true.