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203: The Exact Framework Your Business Needs **FREE DOWNLOAD** · The Efficient Advisor: Tactical Business Advice for Financial Planners

• 0:00
  Speaker 1: As you may or may not know, I have a framework that I have developed over the last 20 years to help advisors and I'm going to give it to you today.
• 0:09
  Speaker 1: There's a free download.
• 0:10
  Speaker 1: I call it the systems to scale framework, but essentially what I've done is I've taken all of the big processes and, as you know if you listen to the show, there are seven main processes that every single advisory practice has.
• 0:25
  Speaker 1: Whether you have them documented and they're in repeatable processes is a totally different story, but every practice has the same seven processes and I've broken them all down into microprocesses and I use this framework to help advisors streamline their business by helping them build out those little individual systems and processes and workflows and all the microprocesses within those.
• 0:50
  Speaker 1: This is the framework that we work off of within our group coaching program or, if you do ongoing, like one-on-one coaching with me, we work off of this too.
• 1:00
  Speaker 1: Right, and, by the way, the group coaching program starts August 22nd and registration for that is opens on July 8th.
• 1:08
  Speaker 1: And hot tip, if you were on the wait list, you actually got an email yesterday for early registration.
• 1:14
  Speaker 1: So make sure you check your email or your spam, because there was a special offer in there just for you guys.
• 1:21
  Speaker 1: But essentially, there are then six layers that all of these processes fall into.
• 1:27
  Speaker 1: So I like to think of your business as a cake, right?
• 1:30
  Speaker 1: Each layer has its own ingredients, and when you add the right ingredients in the right order, layer after layer, you end up with a super sweet, delicious business and a life that you love.
• 1:44
  Speaker 1: So today I'm going to walk you through the six layers and I'm not going to gatekeep anything.
• 1:50
  Speaker 1: Like I said, you can download this framework.
• 1:52
  Speaker 1: I'll put the link in the show notes and when you download the PDF, here's what you'll see.
• 1:56
  Speaker 1: Right, there's six layers laid out and then, literally, I have all of the processes that live in each layer.
• 2:02
  Speaker 1: So the six processes are this we have layer number one, which is define, we have layer number two, which is create, layer number three is attract, layer number four is systematize, layer number five is scale and layer number six is lead.
• 2:22
  Speaker 1: So in today's episode, I'm going to describe each of the six layers to you that exist in the systems of scale framework, and I'll share with you some awesome resources to help you build out each of these levels in your business.
• 2:36
  Speaker 1: All right, let's go.
• 2:39
  Speaker 2: My name is Jen Becker and I'm a financial advisor in Faribault, Minnesota.
• 2:42
  Speaker 2: I went through Libby's program and her coaching is, hands down, the best training I've had in my 16 years as a financial advisor.
• 2:49
  Speaker 2: Each session I come back with dozens of new ways to streamline my processes and I can get it all done in less time.
• 2:56
  Speaker 2: Libby gives you all the tools and templates to truly build out your systems.
• 3:01
  Speaker 2: I've tripled my revenue while working less since signing up with the Efficient Advisor.
• 3:06
  Speaker 2: Your business is worth the investment of your time, your energy and your money.
• 3:10
  Speaker 1: You will not regret going through this program look, I know that you are here because, like Jen mentioned in her testimonial, you know it's possible to have energy left over for your family and still have your dream business.
• 3:36
  Speaker 1: I mean, in two years time, after completing the program, she literally tripled her revenue and is working three days a week.
• 3:44
  Speaker 1: So when we talk about that business that you are running instead of it running you, this is what I'm talking about, and if you're new to the Efficient Advisor, welcome.
• 3:53
  Speaker 1: I'm super glad you're here.
• 3:54
  Speaker 1: I'm Libby Grywe and I started from scratch, built and sold by age 37, a 100% referral-only planning practice that I grew to seven figures as a solo advisor, all while working just three days a week that's how I met Jen and taking off 14 weeks a year so that I could be a mom, a wife, a friend, a sister, a daughter and, frankly, a travel obsessed human who loves taking vacations.
• 4:17
  Speaker 1: And I'm here just to walk alongside you and to show you how to do exactly the same and to help you take immediate action on the most important strategies for scaling, organizing and creating less stress and overwhelm in your business.
• 4:30
  Speaker 1: We are about to transform your practice, so move over exhaustion and get out of the way.
• 4:36
  Speaker 1: Advisor ADD.
• 4:37
  Speaker 1: It is time to take that one right next step to build a business and a life that you love.
• 4:43
  Speaker 1: Next step to build a business and a life that you love.
• 4:49
  Speaker 1: Okay, so let's talk about these layers.
• 4:50
  Speaker 1: So the layers really are as follows right, I mentioned in the intro, the first one is define.
• 4:54
  Speaker 1: So this is foundational work that every business needs and every business owner kind of hates to do it.
• 5:03
  Speaker 1: When we are doing the group coaching program, I call this part the eye roll work, because it's one of those things that when you're doing it, you're kind of like, oh, this feels fluffy, this feels unimportant, this feels like I don't have time for this garbage because I have to finish the plan for the Joneses and get this thing out the door and do the thing for compliance and take the computer-based training like all the things right.
• 5:25
  Speaker 1: So advisors often miss this foundational step and it's really interesting to me.
• 5:31
  Speaker 1: So when we do the coaching program right, it's 10 months long we refer back to some of these foundational pieces over and over and over and over again, and by the end of the 10 months it's really cool to see the advisors start kind of talking about how having some of these things in place has totally transformed the way they think about their processes, maybe even how they do financial planning, how they look at their ongoing service model.
• 5:59
  Speaker 1: It's really quite cool, so I'll walk you through what define looks like.
• 6:04
  Speaker 1: So just stick with me here and we'll get through this part.
• 6:08
  Speaker 1: But defining is really looking at the fundamentals of your business, so really understanding what is it that you do here, how do you add value to your clients?
• 6:21
  Speaker 1: What is your DNA as a financial planner?
• 6:24
  Speaker 1: What's the type of planning that you love to do, who do you love doing it for and how do you like to do it?
• 6:32
  Speaker 1: And really kind of identifying, like, okay, there's, there's like, if you picture like a Venn diagram, right, we've got three circles.
• 6:38
  Speaker 1: There is the circle of your aptitude, right, like what is it that you're great at?
• 6:44
  Speaker 1: Then we cross over with another circle of your passion, like what is it that you really really enjoy?
• 6:52
  Speaker 1: And like, what kind of clients do you enjoy doing that work for?
• 6:55
  Speaker 1: And then we layer in a third circle and that's profitability.
• 7:00
  Speaker 1: Right, so how do we actually monetize doing the type of work that we really enjoy, that we're really really skilled at, for the people that we want to do it for?
• 7:11
  Speaker 1: And how do we actually make money as a business doing this right?
• 7:15
  Speaker 1: And we're all three of those circles intersect in the middle.
• 7:19
  Speaker 1: That is your sweet spot.
• 7:23
  Speaker 1: And again, like this is the work that I just had a um, individual coaching.
• 7:27
  Speaker 1: I had a team do this exercise and it was really funny because they were all kind of like grumbling about it, especially, um, you know, the seniorist advisors that had been there for a while and afterwards they were like, oh my gosh, that was so incredibly helpful for us to be able.
• 7:43
  Speaker 1: And so we have a whole process that we walk you through to really identify what is your sweet spot.
• 7:48
  Speaker 1: And then we, of course, start building out.
• 7:51
  Speaker 1: You've heard me talk about this 5 million times but how do we build out your ideal client avatar and what is that ideal client avatar story?
• 7:59
  Speaker 1: So that you can really get into the head of your ideal client?
• 8:03
  Speaker 1: What are they thinking?
• 8:04
  Speaker 1: What are they feeling, what is the problems that they have, what are their fears?
• 8:09
  Speaker 1: And then how do we build solutions and how do we build language inside of our business that specifically addresses our ideal clients needs, concerns, past experiences, frustrations with the financial planning world, maybe addressing relationships that they've had with advisors in previous engagements.
• 8:30
  Speaker 1: Right, like, how do we get into the conversation that's already going on in our heads?
• 8:34
  Speaker 1: What we want to do is craft language that's so laser focused that your client, your ideal client, is sitting there raising their hand, going, oh my gosh, she's talking to me Like we've all had that happen.
• 8:46
  Speaker 1: I don't know for me, I'll take this how you will, but often it's at church on Sunday and I'm sitting there thinking, oh my gosh, the pastor knew, like, what was going on and what I've been up to and he wrote this literally just for me.
• 8:58
  Speaker 1: Right, like that's the feeling that we want our ideal client avatars to have when they hear about our business, our process, our service offerings, et cetera.
• 9:08
  Speaker 1: We also build out your five brand pillars.
• 9:12
  Speaker 1: This is really important for, as you start to grow, if you end up hiring, especially any external vendors but we really identify, like, what is the identity of your brand?
• 9:23
  Speaker 1: And then how do we weave that again into the language, into your email templates, into all of the things that we craft inside of the program build off of this ideal avatar?
• 9:34
  Speaker 1: Like, as we're writing emails, right, we want our email templates to be written to our ideal client avatar we want it to express our brand voice and our values.
• 9:44
  Speaker 1: Client avatar we want it to express our brand voice and our values right.
• 9:47
  Speaker 1: We want to like run everything that we're doing through those brand pillars as sort of a filter.
• 9:52
  Speaker 1: And then we want to talk about writing your compelling why story.
• 9:55
  Speaker 1: So it's amazing the data behind why having a really good why story about why you do what you do, why you got into this business, why you do it the way that you do it, why you do it for who you do it for.
• 10:09
  Speaker 1: When you have a really good why story and again, we're weaving this into so many places inside of our business your ability to convert prospects to clients goes way, way up.
• 10:22
  Speaker 1: So we actually spend a fair amount of time in that.
• 10:24
  Speaker 1: I bring in um, a storytelling expert, to help us craft our why stories, and there's a couple of podcast episodes I'll link them in the show notes but that you can kind of go back to.
• 10:34
  Speaker 1: Again, I'm not gatekeeping anything, I'll just give you guys the details.
• 10:38
  Speaker 1: Like, obviously, in coaching we go much, much, much deeper, but I've got all kinds of downloadable worksheets and things for you guys out on the website.
• 10:45
  Speaker 1: So there is a I think it's episode number 10, called how to craft a laser focused marketing message that speaks right to your ideal clients.
• 10:52
  Speaker 1: That is all this client avatar worksheet.
• 10:55
  Speaker 1: It doesn't include the profitability piece, cause that's something that we do inside of the program, but it's really, really good and you can just download it and walk through that as a team and craft that out.
• 11:05
  Speaker 1: There's also an episode that I did with Deirdre Van Nest on why stories, so I'll link that in the show notes as well.
• 11:14
  Speaker 1: It's out there somewhere.
• 11:15
  Speaker 1: But Deirdre actually comes into the group and she does a training on how to really, from a professional speaker's perspective, someone who her company actually like drafts why stories for advisors, um, and charges like I mean, she like advisors pay really good money to have a very well done why story because it just makes a huge difference.
• 11:39
  Speaker 1: So anyways, deirdre speaks into us about that part of the the why story creation.
• 11:46
  Speaker 1: But regardless, layer number one is defined.
• 11:49
  Speaker 1: So you've got to get your sweet spot.
• 11:50
  Speaker 1: We've got to identify your profitable ideal client avatar, we want to establish brand pillars and we want to write your compelling why story.
• 11:58
  Speaker 1: And I know you're like, oh my gosh, that sounds terrible and it is.
• 12:01
  Speaker 1: You guys, there's no getting around it.
• 12:03
  Speaker 1: Some of the work that we do inside of the program sucks, um, it's not fun, but it's really, really helpful and it'll really help propel your business forward.
• 12:11
  Speaker 1: And some of it can be kind of fun, like, hey, come on, we try to make it as fun as humanly possible, um, but there's a lot of even though it's eye roll work.
• 12:19
  Speaker 1: There's a lot of ahas and a lot of like those big click moments for advisors that all of a sudden they're like, oh my gosh, this was really helpful.
• 12:29
  Speaker 1: I didn't know that this was what I needed.
• 12:31
  Speaker 1: I didn't know that this was how I wanted to approach this and it really does inform so much of what we do.
• 12:39
  Speaker 1: Okay, so let's move on to the most important layers.
• 12:42
  Speaker 1: Here I spent a lot of time on define, but I really want to get into create, because I think this is the layer where you make the biggest impact in your business.
• 12:51
  Speaker 1: So in the create layer you'll see on the framework when you download it, that this is where you really want to start sketching out your start to finish planning process.
• 13:00
  Speaker 1: So from the moment a prospect calls you to the moment that they say, yes, let's roll over all of our money, right.
• 13:09
  Speaker 1: So you want to have your process documented and you want to have every single little, teeny tiny task that needs to happen.
• 13:17
  Speaker 1: So if it's a prospect calling into your office and your team needs to collect certain pieces of information, right, we're going to need a checklist and then they go and put that information into your CRM.
• 13:28
  Speaker 1: Then they schedule an appointment in Calendly, then they send the client a welcome email and here's the email template that we use and the attachments that come along with it and maybe a video we made about our practice, including our why story.
• 13:41
  Speaker 1: You know, whatever your process is, but literally what we want to get documented is all of those teeny, tiny, little tasks.
• 13:48
  Speaker 1: Then we want to distill all of that stuff down into a documented planning process with standard operating procedures so you can use some Google Chrome extensions like Scribe.
• 14:00
  Speaker 1: You can have someone on your team create those processes for you.
• 14:04
  Speaker 1: But we really want to like screen record as you're doing stuff, so that you can create a library of how-tos, so that if you have turnover on your team, someone could literally sit down and follow the step-by-step process, watch the how-to videos and if you join the program, I'm going to teach you how to link all of the things.
• 14:22
  Speaker 1: We also want to build a standard operating procedure, tree or vault or digital filing system.
• 14:29
  Speaker 1: So in the program too, I'm going to lay out like here is how and there's an episode on that, I'll try to find it and link that as well but here is how you lay out your digital filing system, because on average, every advisor and people on their team spend an average of 38 minutes a day just looking for files.
• 14:48
  Speaker 1: So we want to create a superstructure that allows you and your team to find everything crazy easy, moving forward and don't worry, you don't have to go back and like clean up all the things and archive.
• 14:58
  Speaker 1: You know, like we're just going to draw a line in the sand and say moving forward, here's how we're doing it.
• 15:03
  Speaker 1: You also want to build out your client experience process.
• 15:05
  Speaker 1: So what are those little extras?
• 15:07
  Speaker 1: I mean, really every single interaction your client has with your office is part of your client experience.
• 15:13
  Speaker 1: So we want to and I've used this illustration with you guys before, but you think about it, there's like a sad face, a meh face and a happy face we want every single interaction that somebody could potentially have with you or your team to be a happy face.
• 15:25
  Speaker 1: So, even like a meh email.
• 15:27
  Speaker 1: How can we make a meh email a happy face email, right?
• 15:32
  Speaker 1: How can we enhance the experience that they're having in our office?
• 15:34
  Speaker 1: How can we enhance the experience if you're working virtually?
• 15:38
  Speaker 1: We want to create that client experience process.
• 15:40
  Speaker 1: We want to document that, create SOPs, and then, most importantly, you want to establish well, really not most importantly, but pretty darn importantly you want to establish your client service model.
• 15:50
  Speaker 1: So how are you going to segment your book?
• 15:52
  Speaker 1: How are you going to service them?
• 15:54
  Speaker 1: Moving forward, and I just have like 5 zillion ideas around this.
• 15:59
  Speaker 1: But how are, like, what are all of the little things that you're going to do for your clients throughout the year, all of the little things that you're going to do for your clients throughout the year, and can we actually measure that on an impact scale?
• 16:08
  Speaker 1: So I've talked about this before too, on the podcast.
• 16:17
  Speaker 1: But imagine a scale right, like where we've got level of difficulty on the Y axis, let's say, and impact or value on the X axis.
• 16:22
  Speaker 1: What we're looking for, things that are low in difficulty, high in impact, right, and I mean we're talking like everything you're doing for your clients, even like every bullet point on the agenda.
• 16:32
  Speaker 1: If you were to rate that on an impact scale, like, how impactful is what you're talking about?
• 16:36
  Speaker 1: Are you just doing simple reviews or are you actually doing proactive strategizing with your clients?
• 16:45
  Speaker 1: Okay, so I want to keep moving, so this isn't a seven-hour podcast.
• 16:50
  Speaker 1: Layer number three is attract.
• 16:52
  Speaker 1: So in the attract layer, you want to package and price your planning process.
• 16:58
  Speaker 1: So episode number 52 of the podcast, I get into pricing and how to package your offers, how to not have too many offers, right, but literally like, what exactly is your client going to get?
• 17:12
  Speaker 1: What exactly do you do?
• 17:15
  Speaker 1: How do we package our process?
• 17:17
  Speaker 1: And then how do we price it in a way that's fair?
• 17:20
  Speaker 1: Then you're going to want to jump to episode number 62, because that will help you with the next piece of the attract your how story.
• 17:28
  Speaker 1: So and there's a download that goes along with that one too so how do you build out your house story?
• 17:32
  Speaker 1: So we talked about your why, but then we want to talk about your how can you clearly explain to your clients in a way that's compelling and exciting and differentiates you?
• 17:41
  Speaker 1: Can you explain what you do and how you do it, and that's your process story or your how story.
• 17:49
  Speaker 1: So go back and listen to that episode.
• 17:51
  Speaker 1: Then we want to talk about um.
• 17:54
  Speaker 1: You want to then take your brand story that we worked out and define and you just want to like weave that into everything that you're doing inside of your business.
• 18:04
  Speaker 1: So that's part of your house story, that's part of your packaging and your pricing, right?
• 18:11
  Speaker 1: We want to create a video, if possible, for your website explaining what it is that you do and how you do it, and get your why story up there too.
• 18:19
  Speaker 1: You guys, this stuff actually makes a huge difference.
• 18:22
  Speaker 1: 87% of clients watch a video before they make a buying decision.
• 18:28
  Speaker 1: So I would highly encourage you to differentiate your process from the guys next door.
• 18:34
  Speaker 1: And even if it really doesn't feel that different, right, how can you talk about it in a way that speaks directly to your ideal client avatar, so that it's perceived as unique, different, et cetera?
• 18:47
  Speaker 1: All right, so level three is attract.
• 18:50
  Speaker 1: Number four is systematize.
• 18:53
  Speaker 1: So this is building out time management systems.
• 18:57
  Speaker 1: Episode number 12 gets into that which is designing your perfect week.
• 19:01
  Speaker 1: There's downloads and templates for you there.
• 19:03
  Speaker 1: This is building out standard operating procedures and playbooks and templates galore.
• 19:08
  Speaker 1: If you join the program, we'll give you so many templates and so many examples, so many samples, so many checklists, all the things recommendations, templates, templates, templates and more templates.
• 19:22
  Speaker 1: And Kate Guillen of Simplicity Ops actually speaks into this.
• 19:26
  Speaker 1: In our program, kate is the workflow guru.
• 19:30
  Speaker 1: Like you can hire her and her team at Simplicity Ops to come in and build out all of your workflows, and I think I actually have an episode coming up with her here Maybe it's next week, two weeks from now um where she talks about, you know, kind of how to use your CRM as an operational hub and not just like a glorified Rolodex.
• 19:50
  Speaker 1: So I love having these experts kind of speaking into the program.
• 19:55
  Speaker 1: You know we have Brendan Fraser going back to create right.
• 19:58
  Speaker 1: We have Brendan Fraser talking about how to really level up your discovery process In this systematize.
• 20:04
  Speaker 1: We talk about building out recommendations, templates.
• 20:06
  Speaker 1: I have Matt Jarvis of the Perfect RIA speaking into that for us on one-page plans and how he builds them super efficiently.
• 20:15
  Speaker 1: One page plans and how he builds them super efficiently.
• 20:18
  Speaker 1: Um, but Kate, you know Kate's going to talk about how important the CRM is and also how to build workflows and really what we do inside of this program or what we do in coaching or what you do in this layer.
• 20:27
  Speaker 1: If you're DIYing, it is you want to build out everything so precisely that you could literally hand it to someone like Kate and say, okay, now I want you to build workflows around this, or somebody on your team, I want you to build workflows around this, and they can then plug in each little, teeny, tiny task who does it, when it's supposed to happen, how it's supposed to happen, what template, checklist, brochure, whatever is supposed to be used, or attached to this email.
• 20:54
  Speaker 1: And then you automate that inside of your CRM, which is so cool.
• 20:58
  Speaker 1: So we want to build out things that we can systematize, things, that we can automate things, that we can delegate, things, that we can streamline and keep the quality of what we're doing really, really high.
• 21:13
  Speaker 1: Right, we don't want to sacrifice quality.
• 21:15
  Speaker 1: We don't want to sacrifice this human to human connection that we want inside of our business.
• 21:20
  Speaker 1: Right, we don't want to turn into robots, but we would love for robots to do a lot of the behind the scenes work, all right.
• 21:26
  Speaker 1: So that's systematized.
• 21:29
  Speaker 1: Number five level.
• 21:30
  Speaker 1: Number five is scale.
• 21:32
  Speaker 1: So this is really going into your planning process and it's kind of hard to explain on a podcast, but going into your planning process and identifying each step, each task.
• 21:43
  Speaker 1: How scalable is it and how templatable is it?
• 21:46
  Speaker 1: And how do we take each step or each part of your process and make it scalable right?
• 21:54
  Speaker 1: How do we reduce customization without reducing customization, if that makes any sense?
• 22:01
  Speaker 1: But you've probably heard me say, like, in my goal, my perfect world, my goal for you would be to have 80% of what you do be the same every single time and allow for 20% customization.
• 22:12
  Speaker 1: So think of, like going into five guys, right, like I could go into five guys with a friend and I could get a burger with bacon and onions and Swiss cheese and my friend could get a burger with tomato, lettuce and mustard.
• 22:28
  Speaker 1: And the vast majority of the process is the same right, the same bun.
• 22:33
  Speaker 1: They cooked the burger the same way.
• 22:34
  Speaker 1: They use the same point of sale system.
• 22:37
  Speaker 1: It sent the cooks, you know, the same notification on how to make our burgers.
• 22:41
  Speaker 1: They use the same grill, they use the same spatulas and the only thing that's different are our toppings.
• 22:48
  Speaker 1: So kind of thinking about your planning processes, your onboarding processes, everything where you have the standardized model that allows for some customization, right.
• 23:00
  Speaker 1: Where you have just the toppings that are switching around for your clients, because obviously nobody's exactly the same.
• 23:06
  Speaker 1: Even if you have a really tight ideal client avatar, you're still going to have different personalities with different backgrounds and different savings.
• 23:15
  Speaker 1: You know techniques, vehicles, mentalities, whatever.
• 23:24
  Speaker 1: So you want to build out your five guys style planning processes and like, really look at, like, what parts are scalable, what parts are not, the parts that are not, that are a little bit more nuanced, that require education or require, um, just experience in the industry.
• 23:37
  Speaker 1: How do I then start to teach somebody else how to do the toppings part of our processes right?
• 23:45
  Speaker 1: And so this is where you want to get into identifying your team and their knowledge gaps.
• 23:49
  Speaker 1: Um, and where are the process gaps?
• 23:52
  Speaker 1: How do we actually build out their roles?
• 23:54
  Speaker 1: What are they doing?
• 23:56
  Speaker 1: How do we expand their roles?
• 23:57
  Speaker 1: How do we start to think about personal and professional development for them?
• 24:01
  Speaker 1: And how do we then move to a three-year plan to scale your business, um, ooh.
• 24:07
  Speaker 1: Another template thing we didn't mention was meeting notes.
• 24:09
  Speaker 1: Oh, my gosh, you guys, we're going to try to make meeting notes so simple for you, okay.
• 24:13
  Speaker 1: So scale is really that part of how do we get to a place where we are able to serve more clients without adding time, right?
• 24:28
  Speaker 1: So I was just in um in.
• 24:30
  Speaker 1: Where was I, north Dakota, at a conference, talking about this?
• 24:34
  Speaker 1: And we were talking about scale and scaling is being able to do more in less time, like this, this most rudimentary way of describing it.
• 24:42
  Speaker 1: So I'll have advisors come, you know, to start working with me and they'll say, oh my gosh, I increased my revenue by 20%.
• 24:50
  Speaker 1: And then we'll start looking at their calendar and it turns out they just increase the amount of time that they're working by 20% also.
• 24:55
  Speaker 1: So they're not actually becoming more productive, meaning, like their per hour worked isn't actually becoming more productive, they're just working more hours.
• 25:05
  Speaker 1: So the unit, like the one-to-one ratio, stays the same, and what we're looking to do is identify parts of your process that you can start to scale so that you can get that two-to-one ratio or three-to-one ratio, like Jen mentioned in her testimonial at the beginning, right.
• 25:20
  Speaker 1: She tripled her business and actually started working less.
• 25:23
  Speaker 1: So her per hour went way up, it skyrocketed because she was able to create scalable parts of her process.
• 25:33
  Speaker 1: Okay, and the last layer, number six, is lead.
• 25:38
  Speaker 1: So obviously you're not going to be able to do all this alone.
• 25:43
  Speaker 1: I mean, you can do a good amount of it alone.
• 25:46
  Speaker 1: You can do a great amount with AI, but depending on what your goals or vision of your practice is like.
• 25:53
  Speaker 1: Do you want to be able to take three weeks off?
• 25:55
  Speaker 1: Do you like back to back?
• 25:57
  Speaker 1: Do you want to, um, get rid of the parts of the business that you don't enjoy doing?
• 26:01
  Speaker 1: So most likely you're going to end up and no advisor signs up for this right.
• 26:05
  Speaker 1: We somehow end up a boss and first of all, that sucks.
• 26:09
  Speaker 1: But second of all, most of us, if you're anything like me ha, I mean, I came into this straight out of college.
• 26:14
  Speaker 1: I had no experience leading people.
• 26:16
  Speaker 1: I had no experience being a manager.
• 26:18
  Speaker 1: I had no experience being a CEO, none.
• 26:21
  Speaker 1: So at a certain point, there's an inflection point in your business that occurs where you really need to step into a leadership role.
• 26:31
  Speaker 1: And I don't mean just like hiring people and giving them tasks, but really genuinely like stepping out of that advisor mindset and into the mindset of a CEO and doing things like how do I delegate more effectively, how do I create roles for my team and how do I mark achievement for them?
• 26:53
  Speaker 1: Like, how do I start to create some structure so that they know what they're working towards.
• 26:57
  Speaker 1: How do we build out an org chart that attracts talent, even if we have a teeny, tiny little business?
• 27:03
  Speaker 1: How do we reorganize the tasks that we have?
• 27:07
  Speaker 1: Right, because most if you're anything like me, right like I would hire someone and give them a bunch of stuff to do and then they'd be too busy.
• 27:13
  Speaker 1: So then we'd hire somebody new and we'd give them a bunch of stuff to do and then they'd get too busy and then we'd keep hiring and there wasn't really.
• 27:24
  Speaker 1: It was like I was hiring the right people and you've heard me mention this before.
• 27:27
  Speaker 1: I was hiring the right people and trying to fit them into these roles and then we had overlap and we had a lack of understanding of how one person's role affects another person's role, which impacts the biggest vision, you know, the bigger vision of the business.
• 27:46
  Speaker 1: So we want to actually take the time to go back and say do we have alignment here?
• 27:48
  Speaker 1: Do we have a way for people to progress and grow?
• 27:50
  Speaker 1: Because a big part of being a CEO is how do you develop your team, both personally and professionally.
• 27:58
  Speaker 1: We want to attract talent.
• 28:00
  Speaker 1: We want to attract people who want to do more, take on more.
• 28:03
  Speaker 1: You know all the time I'll hear, well, I just want to find someone who's willing to work like 20 hours a week and make minimum wage and just like, wants to stay and that's all fine and good, right, like, cause turnover is very expensive, turnover is exhausting.
• 28:18
  Speaker 1: But we really want to find those employees that see your business as a forever home and not just because like, oh, I just want to show up and do my thing and leave, but oh, I want to actually grow.
• 28:29
  Speaker 1: There's opportunity for me, there's culture here that I want to be a part of.
• 28:33
  Speaker 1: I can make mistakes, I can contribute.
• 28:35
  Speaker 1: They're investing in me as an employee.
• 28:39
  Speaker 1: Like, all of that builds loyalty.
• 28:43
  Speaker 1: It builds critical thinking.
• 28:44
  Speaker 1: It builds up leaders inside of your business that can lead others.
• 28:48
  Speaker 1: It builds up hungry employees that want to take on more responsibility and want to grow inside of your organization and do the things that will help you scale right.
• 28:59
  Speaker 1: How do we establish some KPIs to start measuring productivity?
• 29:03
  Speaker 1: There's a whole episode on that as well.
• 29:04
  Speaker 1: You know, really, what do you need to do to develop your leadership skills?
• 29:08
  Speaker 1: How do you determine what's the night right next hire?
• 29:10
  Speaker 1: And we've got all kinds of exercises that we go through to do these types of things.
• 29:16
  Speaker 1: But for you, it's really important to look at this lead category and there's a whole lot of boxes on here to check off.
• 29:23
  Speaker 1: But how do we establish a good goal setting strategy that actually works?
• 29:29
  Speaker 1: How do we define what is the right?
• 29:31
  Speaker 1: Next step for me in my business, and all of that together, is the systems to scale framework.
• 29:38
  Speaker 1: So we have to define our business and what it is that we're doing, who we're doing it for and how are we going to be profitable doing that?
• 29:44
  Speaker 1: Why are we doing it?
• 29:45
  Speaker 1: What's our sweet spot you want to create right?
• 29:48
  Speaker 1: How do we create a client experience?
• 29:50
  Speaker 1: I'm also going to drop.
• 29:52
  Speaker 1: There's going to be like 5 million links in the show notes, but the episode I did with Ben and Jenna Laws on client experience episode number 22,.
• 29:59
  Speaker 1: So good, but how do you build out that start to finish prospect to client process?
• 30:06
  Speaker 1: One thing I didn't mention was your onboarding right.
• 30:08
  Speaker 1: Onboarding process needs to be part of this.
• 30:10
  Speaker 1: How do you build out the SOPs and document it?
• 30:13
  Speaker 1: Where do you organize this stuff?
• 30:14
  Speaker 1: How do you build out your client experience?
• 30:17
  Speaker 1: How do you establish your client service model?
• 30:19
  Speaker 1: What are you doing for your clients?
• 30:20
  Speaker 1: When are you doing it?
• 30:21
  Speaker 1: How are you doing it?
• 30:21
  Speaker 1: Who's doing it?
• 30:22
  Speaker 1: How much time does it take for you to actually deliver that?
• 30:25
  Speaker 1: And do you understand the capacity that you have as an individual and as your team?
• 30:30
  Speaker 1: How many people can you serve at your current client service model?
• 30:37
  Speaker 1: We went to then level three attract right.
• 30:38
  Speaker 1: How do we package and price our planning process?
• 30:40
  Speaker 1: How do we talk about our process to our ideal client avatar?
• 30:44
  Speaker 1: How do we weave that brand story into all of the things that we're doing to make our right?
• 30:49
  Speaker 1: We want to make our process easy to sell, but, more importantly, we want to make it really easy to buy.
• 30:55
  Speaker 1: All right.
• 30:57
  Speaker 1: And then layer four, systematize, right.
• 31:00
  Speaker 1: How do we build out time management system?
• 31:01
  Speaker 1: How do we build out templates upon templates upon templates upon templates your meeting notes templates, your recommendations templates, your email templates, your follow-up templates, your, literally, templates for everything?
• 31:13
  Speaker 1: Um, and how do we create standard operating procedures?
• 31:17
  Speaker 1: And how do we create standard operating procedures, playbooks and templates to actually start to systematize?
• 31:24
  Speaker 1: How do we build workflows?
• 31:25
  Speaker 1: All right.
• 31:26
  Speaker 1: Number five is scale.
• 31:28
  Speaker 1: So this is understanding how to scale your planning process, identifying your team.
• 31:33
  Speaker 1: What knowledge gaps do you have?
• 31:34
  Speaker 1: What process gaps do you have?
• 31:36
  Speaker 1: What roles do you need to have?
• 31:37
  Speaker 1: Is everybody in the right seat?
• 31:40
  Speaker 1: Building out your plan to scale and then, last but not least, number six is lead.
• 31:45
  Speaker 1: So that's building out that org chart, making sure you've got the right butts in the right seats, that you've got the right vision, you've got the right culture, you've got the right employee experience if working for you, really, that you have a plan for your own leadership skills, who's next on your team?
• 32:00
  Speaker 1: How do we, how do we, create a um, an environment that promotes personal and professional development as a way to build loyalty and keep our team with us and wanting to be hungry to do more right, and we want to set a goal setting strategy that actually works more right, and we want to set a goal setting strategy that actually works.
• 32:23
  Speaker 1: So this is the overall, the systems to scale, and I know I just went through like a lot.
• 32:26
  Speaker 1: There are episodes that I did last summer where I went through literally each one and walked each layer each week and so, like we went through layer one and I walked through exactly the exercises to do Layer two, exactly the exercises to do, so you can go back.
• 32:40
  Speaker 1: Those were around episode.
• 32:41
  Speaker 1: It was last June, june of 2023.
• 32:43
  Speaker 1: So it was like episode one 24 ish.
• 32:46
  Speaker 1: And then the next, like 11 or 12 podcasts, were all the each layer and then the idea is to implement for each layer.
• 32:55
  Speaker 1: So, anyways, I hope this was helpful for you guys.
• 32:57
  Speaker 1: I'd love for you to download the systems to scale framework so that you and your team can start working through each of these layers and, like I said, whether you're going to DIY it, we've got resources out there for you on the website, or if you want to join us, we would love to have you if you want to be supported and held accountable and have access to all of the samples, the examples and like literally all the things, all the things.
• 33:23
  Speaker 1: Um, so that next round of the systems to scale coaching starts August 22nd.
• 33:28
  Speaker 1: Registration opens July 8th.
• 33:30
  Speaker 1: So it's coming up and it's first come, first serve.
• 33:34
  Speaker 1: So we just wrapped up our group that started last August and, you guys, I got super emotional after our last call.
• 33:41
  Speaker 1: I just got so close to these advisors.
• 33:43
  Speaker 1: We really got to know them and their business and we actually hung out in person with some of them over the course of 10 months and that 10 months just blew by.
• 33:53
  Speaker 1: It felt, you know, I know when you're signing up for a 10-month program, that feels really long, but, dang, the results that they got, you guys are life changing.
• 34:01
  Speaker 1: So we just had this you know final call and it was just.
• 34:05
  Speaker 1: Here's what's changed in my business.
• 34:07
  Speaker 1: Here's how I feel now.
• 34:08
  Speaker 1: Here's the dramatic shifts that we've made.
• 34:10
  Speaker 1: I mean, it was just life changing.
• 34:12
  Speaker 1: It was so cool.
• 34:13
  Speaker 1: So to feel organized and to feel like you have some structure is such a beautiful thing.
• 34:18
  Speaker 1: So if you want to learn more, you know, check out the website.
• 34:22
  Speaker 1: I'll have the link in for you in the show notes.
• 34:24
  Speaker 1: You can go out to the website and check out the coaching page.
• 34:26
  Speaker 1: There's a whole bunch of information and there's a lot more details out there than we even had last year.
• 34:30
  Speaker 1: So there's an FAQ.
• 34:32
  Speaker 1: And if you really want to know I know everybody you know loves that kind of stuff If you have a unique circumstance or you really want to make sure that it's a good fit for you and I will be honest, I have straight up told people like I don't think it's the right fit for you, and I would happily do that if it's not right, cause I don't want people coming through the program who aren't going to be able to implement it, because that's how we maintain the integrity of the program right.
• 34:56
  Speaker 1: We can keep it an amazing program by making sure that people are going to be able to go all the way through it and actually be able to implement.
• 35:03
  Speaker 1: So if you have some questions about whether or not you think it's a fit for you and your business or your team, please schedule a call with me.
• 35:10
  Speaker 1: There's a link out there to schedule um, just like a discovery call where we can chat about whether or not it would make sense for you to join us.
• 35:17
  Speaker 1: So, anyways, thank you guys so much.
• 35:19
  Speaker 1: I'd sense for you to join us.
• 35:21
  Speaker 1: So, anyways, thank you guys so much.
• 35:22
  Speaker 1: I'd love for you to join me out in the efficient advisor community on Facebook.
• 35:26
  Speaker 1: You can interact with a bunch of advisors who have been through the program in there, amongst another 2000 advisors.
• 35:31
  Speaker 1: So I'd love for you to join us out there.
• 35:33
  Speaker 1: And, of course, I hang out on LinkedIn, but please don't hesitate to reach out If you have any questions about the group coaching program, one-on-one coaching or really if there's anything else I can do for you.
• 35:47
  Speaker 1: Thanks so much and I hope you guys have an amazing rest of your week.
• 35:50
  Speaker 3: Hi there, I'm Sarah Yannock, a certified financial planner and financial advisor at Edward Jones in Rockport, Texas.
• 35:57
  Speaker 3: I started listening to Libby's podcast first and then found her coaching program online.
• 36:03
  Speaker 3: I have been through several coaching programs, but Libby's has been the only one worth the money.
• 36:09
  Speaker 3: It's a blessing when business is flourishing, but in reality, I was totally floundering and didn't know how or where to start with getting my business organized.
• 36:20
  Speaker 3: Not only does she provide enormous value by sharing her proven templates, processes and efficiency hacks, but I loved being part of a group so I could collaborate with other advisors and since this is professional development, I can deduct it on my taxes as a business expense.
• 36:40
  Speaker 3: This is professional development.
• 36:42
  Speaker 3: I can deduct it on my taxes as a business expense.
• 36:44
  Speaker 3: I know you and your business will be better off with Libby's group coaching, so take the next step and sign up today.