Latest / The Efficient Advisor: Tactical Business Advice for Financial Planners / 157: Scaling Your Business with The Efficient Advisor's Group Coaching Program

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157: Scaling Your Business with The Efficient Advisor's Group Coaching Program · The Efficient Advisor: Tactical Business Advice for Financial Planners

• 0:00
  Speaker 1: I've said this no less than probably 3,000 times on this podcast.
• 0:04
  Speaker 1: Running a financial advisory business is hard.
• 0:09
  Speaker 1: Some weeks your business might feel like it's moving at the speed of light.
• 0:14
  Speaker 1: Because it is, and because of that, it can be hard for you to keep up, especially if you don't have the right systems in place.
• 0:23
  Speaker 1: We've all heard that imagery of a duck gliding smoothly across the top of the water right.
• 0:29
  Speaker 1: So outside, looking in, everything looks easy peasy, but when we peek underneath the surface of the water, we see legs spinning, water churning pure craziness, right.
• 0:41
  Speaker 1: And your business can be a lot like that.
• 0:43
  Speaker 1: And if that's you, you're not alone.
• 0:46
  Speaker 1: I work with advisors all day, every day, that are in this.
• 0:50
  Speaker 1: They are doing their thing, they are keeping their head above water, they're running amazing businesses, but for some reason it feels a little more chaotic than maybe they want it to, or maybe than it needs to be.
• 1:02
  Speaker 1: And they're doing okay, right, they're doing well, but something is preventing them from really getting to that next level the business they built, the one that they love, you know, the business that's your baby.
• 1:15
  Speaker 1: It's starting to suck the life out of them and all of those dangerous shoulds and I'm using, like bunny ear, quote things here.
• 1:23
  Speaker 1: All those shoulds start to creep in.
• 1:25
  Speaker 1: Things like I should be more organized than I am, or I should have this figured out by now, or I should be making the time to get that thing done.
• 1:36
  Speaker 1: There should be an easier way.
• 1:38
  Speaker 1: I should be able to get all this done during my work day and not have this stuff creep over into my evenings and weekends.
• 1:44
  Speaker 1: I should be a better boss, a better leader, a better CEO.
• 1:47
  Speaker 1: So many shoulds and you might find that without solid processes in place, getting all of these shoulds done can literally just seem impossible, especially without adding more time to your work schedule to make them happen.
• 2:01
  Speaker 1: You already work enough.
• 2:02
  Speaker 1: So, for example, you might have been saying I should create a template for our one page financial plans.
• 2:07
  Speaker 1: That maybe is on your to-do list for I don't know, three months or six months or, if you're like me, potentially a year or two, and if that sounds familiar, that's okay.
• 2:17
  Speaker 1: I'm not alone and I've got just the thing to help.
• 2:20
  Speaker 1: We are currently in the registration window for our January kickoff of the Systems to Scale, group Coaching and Mastermind, and I'm here to tell you that you can start building and implementing the same systems that I used in my own business to scale and the systems that I have helped other advisors hundreds and hundreds and hundreds of advisors use and build inside of their own business, so that you can set up a super structure of organization to create the workflows that you and your team need to move your business forward during the work hours that you want and not playing catch up in on weekends and nights, and so that you can take the guesswork around what systems you need to have and when to find the time to build them and just get it done already.
• 3:06
  Speaker 1: Right, take the guesswork out of it and just get it done already using the templates, the checklist, the samples and the worksheets that I'm going to give you inside of this program, and think of how it would feel to have all of that in place sooner rather than later.
• 3:22
  Speaker 1: It would mean that tasks like building an onboarding process and delegating it to my team could finally be marked done on your to-do list.
• 3:31
  Speaker 1: And don't worry, this podcast isn't just a pitch for the Group Coaching program.
• 3:36
  Speaker 1: Even if you're not interested, take a listen to this episode because I'm going to talk about the systems and processes and micro processes and more that you need in your business, and I'm going to talk about some free resources to help you with that.
• 3:50
  Speaker 1: So take a listen regardless.
• 3:52
  Speaker 1: But if you are interested in the Group Coaching program, I'm going to tell you in this episode exactly what it is, what it is not, who it's right for and who it's not right for, here in a little bit.
• 4:03
  Speaker 1: So if you're ready to get organized, eliminate overwhelm and finally get those processes built to support that client experience that you've always dreamed of, you can start with us on January 9th in our systems to scale small group coaching and mastermind.
• 4:19
  Speaker 1: And, let's be honest, everyone's dream is to run their business instead of their business running them.
• 4:27
  Speaker 1: And won't that feel good?
• 4:28
  Speaker 1: Oh my gosh.
• 4:28
  Speaker 1: All right, well, let's get into it.
• 4:31
  Speaker 1: Look, I know you're here because you know it's possible to have energy left over for your family and still have your dream business.
• 4:47
  Speaker 1: And, like I said a minute ago, the business that you are running instead of it running you.
• 4:52
  Speaker 1: That's the dream, right.
• 4:52
  Speaker 1: So, if you're new to the efficient advisor, I'm Libby Gray.
• 4:55
  Speaker 1: We I started, built from scratch and sold by age 37, a 100% referral only planning practice that I grew to seven figures as a solo advisor at a broker dealer, all while working just three days a week and taking off 14 weeks a year.
• 5:11
  Speaker 1: I am 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.
• 5:25
  Speaker 1: We are about to transform your practice, so move over exhaustion and get out of the way.
• 5:32
  Speaker 1: Advisor ADD.
• 5:33
  Speaker 1: Trust me, it's a real thing and it's time to take that one right next step to build a business and a life that you love.
• 5:41
  Speaker 1: So, advisor Todd Pizarra, who I work with, he said this, quote we have never worked with any sort of business coach or consultant in the past, so I was not entirely sure what to expect when starting this process of coaching with Libby In just under one year.
• 5:58
  Speaker 1: I can now say with certainty that this experience has far exceeded any expectations I had.
• 6:04
  Speaker 1: I have commented to Libby many times about the fact that I've been in this business for almost 25 years and everything she's taught us makes us wonder what in the world I had been doing for the last 25 years and how was I even able to run a firm before going through this process quote.
• 6:20
  Speaker 1: So I thought that was hysterical and just a great kind of testimony that encapsulates what this is.
• 6:29
  Speaker 1: So, whether you've been in the business for three years, 15 years or 25 years, you need systems and processes, and you have them, you're doing them, and there's never a bad time to go in and create the ones that you don't have, refine the ones that you do have and continually improve.
• 6:48
  Speaker 1: Continuous improvement should be part of your ongoing CEO days, right, taking a look at the processes that you have, really analyzing them and saying how can I make these incrementally better?
• 7:00
  Speaker 1: How can we make these more client centric?
• 7:02
  Speaker 1: How can we really focus our energy and effort on our processes differently?
• 7:07
  Speaker 1: Because if you think of a system or a process as literally paperwork, you are totally missing the boat.
• 7:13
  Speaker 1: So, for example, if you think about onboarding as moving money from fidelity to Schwab, if that's it, you, while that's good and it's great to have a process to actually do that, with templates, operating procedures et cetera, but you are totally missing the boat.
• 7:30
  Speaker 1: Every process that we have is an opportunity for us to connect deeper with our clients and to really blow their minds and give them such a different experience than anything that they've experienced previously, and that's really what this whole program is about.
• 7:49
  Speaker 1: It's for advisors who are wanting to identify and understand where they are and establish a way of doing something that would make it better, faster, smarter, cheaper, easier or more impactful.
• 8:03
  Speaker 1: So all right, let's dive in.
• 8:04
  Speaker 1: So, as you've heard me say before and there's a whole podcast just on this topic alone there are seven main processes that exist inside of every financial planning practice.
• 8:17
  Speaker 1: And then I have the systems to scale framework, which is kind of the six levels of your business, and I'll talk about that here in a second.
• 8:24
  Speaker 1: But the seven main processes whether you're being intentional about how you do them or not doesn't matter.
• 8:32
  Speaker 1: You're doing these things.
• 8:34
  Speaker 1: Whether or not you have systems built around it, that's a totally different ball of wax.
• 8:38
  Speaker 1: But you've got marketing and prospecting right, the way of bringing new clients in.
• 8:43
  Speaker 1: You've got your planning process.
• 8:45
  Speaker 1: So you're start to finish, from the moment you meet a prospect to the time that they say, yes, I want to be your client.
• 8:51
  Speaker 1: Then you have your onboarding process After a client becomes your client.
• 8:57
  Speaker 1: Then you have your ongoing client service model or your ongoing planning services.
• 9:01
  Speaker 1: You have your client experience process.
• 9:05
  Speaker 1: You have your referral process.
• 9:07
  Speaker 1: If you do asset management, you've got an investment management process, and then there is an eighth process.
• 9:16
  Speaker 1: It's kind of a bonus process that doesn't apply to everybody but applies to most advisors.
• 9:19
  Speaker 1: But I'll share more on that in a different episode.
• 9:22
  Speaker 1: But these are kind of the core seven, right?
• 9:24
  Speaker 1: Marketing, prospecting, start to finish, planning, onboarding, ongoing client service, client experience, referrals and investment management.
• 9:35
  Speaker 1: And the crazy part about processes inside of an advisory business is they are built in a linear format, meaning, like some things have to be foundationally established before new things are created.
• 9:49
  Speaker 1: So there are some things that you need to do first, then second, then third, then fourth, and then we build them in this nonlinear format too, right, just to make it extra confusing where what we did in the beginning is directly impacts what we do in the six or seventh step.
• 10:06
  Speaker 1: But then what we come up with in step six or seven, we might have to go back and adjust in step two or three.
• 10:11
  Speaker 1: So it's this linear slash, nonlinear creation process which makes it I think is what makes it really hard, right, like how many times have you sat down to work on something and you're like, before I do this, I really need to do that, and then you sit down to do that and you realize, well, hey, before I do that thing, I really need to do this, only to realize, like the thing that you originally sat down to work on, you kind of need that done in order to do the first or the second that you know, right, it's confusing.
• 10:42
  Speaker 1: I know you're listening to me going what on earth is she talking about?
• 10:44
  Speaker 1: And that's exactly what I'm saying.
• 10:46
  Speaker 1: It's kind of confusing.
• 10:47
  Speaker 1: So the beautiful thing about the systems to scale framework is I have laid out for you six different layers of where we need to start.
• 10:57
  Speaker 1: If you're going to kind of attempt to do this in a linear format and spoiler alert, you're going to want to come back and update these frameworks, like as you're going through it.
• 11:07
  Speaker 1: So in our group coaching program right, we start at the beginning.
• 11:10
  Speaker 1: We start with that first layer of the systems to scale framework, which is define where you're defining your value add, what makes you unique, what your you know sweet spot client is.
• 11:22
  Speaker 1: Who is that profitable ideal client avatar and what is like your brand story, your why?
• 11:31
  Speaker 1: Who are we doing this for?
• 11:32
  Speaker 1: What are we doing for them?
• 11:33
  Speaker 1: How are we going to do it?
• 11:34
  Speaker 1: Right?
• 11:35
  Speaker 1: What?
• 11:35
  Speaker 1: Who are we doing this ultimately for?
• 11:37
  Speaker 1: What are their fears, what are their needs, all the things.
• 11:40
  Speaker 1: And there's episodes on all of this, you guys.
• 11:42
  Speaker 1: So this is not like top secret information.
• 11:45
  Speaker 1: I've given you all of the details and you can go back to episodes number one, 22 through number 131, where I literally break down the six layers of the system to scale framework and then, within each layer, the exact processes that every single financial advisory firm on the face of this earth needs.
• 12:05
  Speaker 1: So it's not secret.
• 12:08
  Speaker 1: You guys can take this.
• 12:09
  Speaker 1: I am a huge believer in just share the thing.
• 12:12
  Speaker 1: So you can go to those episodes, you can download this framework and you can do this literally all by yourself.
• 12:19
  Speaker 1: But what the system scale group coaching provides right is structure, time, allotted accountability, the format of do this, then this, then this right.
• 12:33
  Speaker 1: But I'm not keeping any secrets from you guys.
• 12:36
  Speaker 1: You literally have all of the things and the group coaching.
• 12:40
  Speaker 1: It's a 10 months long program.
• 12:43
  Speaker 1: So for the January start, we start January 9th and we go until July every Tuesday, from 1230 to 130 Eastern Standard Time.
• 12:51
  Speaker 1: We take July off because it's summer and everybody is going to need a break.
• 12:58
  Speaker 1: We get so much done in this program.
• 13:00
  Speaker 1: It's nonstop, right, it's every week.
• 13:02
  Speaker 1: We are moving and grooving, we are getting through the things.
• 13:06
  Speaker 1: I have a big agenda for you guys and I want you to actually get stuff done that will move the needle in your practice.
• 13:12
  Speaker 1: So we take the entire month of July off for summer because you're supposed to, you're supposed to travel, you're supposed to come up for air.
• 13:20
  Speaker 1: You need a friggin' break, all of the things right.
• 13:23
  Speaker 1: And we found that taking a break at the holidays and taking a break in the middle of the summer so even our groups that start in August, we take a big old chunk off of time in December for the holidays Get back, started in January and then we're done before the summer months.
• 13:39
  Speaker 1: So that way you can actually again come up for air and relax.
• 13:42
  Speaker 1: Right, we want to wrap this program around the natural rhythms that exist in most advisors' practices.
• 13:48
  Speaker 1: So for this January start, we go hard until summer.
• 13:51
  Speaker 1: Then you get a big giant break and that break can be used for just thought, you know, white space, getting caught up if you need to, going back and making tweaks to stuff you already worked on, right.
• 14:02
  Speaker 1: You just you need some time off to do the things.
• 14:05
  Speaker 1: But we do meet, and I say meet with bunny air quotes every Tuesday.
• 14:09
  Speaker 1: So from 12.30 to 1.30, I tell you, just go ahead and put it on your calendar.
• 14:14
  Speaker 1: Just assume we're gonna be working on the program.
• 14:17
  Speaker 1: Some weeks there will be live coaching, some weeks there will be breakout sessions, which is kind of like the mastermindy component.
• 14:26
  Speaker 1: And this came out of the August group that we're doing right now, as they wanted more small group time with a couple of advisors who are working through some of similar issues and they want to collaborate and share ideas and talk to others.
• 14:39
  Speaker 1: Maybe it's someone who's mastered something and this is the beauty of the power of a group, right.
• 14:43
  Speaker 1: Maybe someone's mastered something and other advisors want to learn from that.
• 14:46
  Speaker 1: Maybe it's a discussion about fees, and we're wanting to kind of go back and forth and learn about things that worked and didn't work.
• 14:52
  Speaker 1: Maybe it's an advisor who's struggling with something and people feel like this is a good area for them and they want to pour into that person.
• 14:58
  Speaker 1: So we've got the live sessions, we've got these breakouts.
• 15:00
  Speaker 1: We also do hot seat coaching.
• 15:02
  Speaker 1: So this is your opportunity for one-on-one coaching specific to your business, where you can share about what your question is and can be related to the program or completely unrelated, and I can give you my direct feedback to your situation and other advisors can speak into you as well.
• 15:20
  Speaker 1: So while I have a lot of answers, I don't have all of them, and the way that I do things isn't the only way of doing that.
• 15:26
  Speaker 1: So that's the beauty of a group program is that you get a diversity of opinions and a diversity of experience.
• 15:34
  Speaker 1: Then some weeks will be prerecorded content right, so that you can actually take the information, go do the work and then show up to some of these group sessions with your questions, with your actual templates and things that you might want feedback on or you want somebody else to take a second look at.
• 15:52
  Speaker 1: So it's really every single week I would plan on doing the work.
• 15:56
  Speaker 1: I would also budget an extra hour in addition to our lives slash set time to actually do the work.
• 16:05
  Speaker 1: I personally think the hour right after so I would say the 130 to 230 Eastern Standard Time would be a great time right, cause you literally just took in whatever information and you could then like implement it.
• 16:17
  Speaker 1: Or if you're a processor like me, where I take a little bit of time to process stuff, I would schedule it for like the next day or maybe even later in the same day, where you want to give your brain a little time to just like, think about what we talked about, think about what other advisors shared, think about what you learned, think about how you do it currently and how you might want to keep some things the same and what you might want to adjust.
• 16:39
  Speaker 1: But you're going to want that additional hour blocked into your schedule to really maximize the ability to take the thing and then go create it.
• 16:48
  Speaker 1: We try to record as much of it as humanly possible.
• 16:51
  Speaker 1: So all of the live coaching sessions, the hot seats, all of that is recorded.
• 16:55
  Speaker 1: The only thing that we cannot record, just because of the functionality, are the breakout sessions, so those cannot be recorded, but we do have.
• 17:03
  Speaker 1: The vast majority of it is recorded.
• 17:05
  Speaker 1: So look life right.
• 17:06
  Speaker 1: You're not going to make every single week.
• 17:08
  Speaker 1: You're going to have stuff pop up.
• 17:11
  Speaker 1: You're going to have Mother's Day teas for preschool, you're going to have doctor's appointments.
• 17:16
  Speaker 1: Your attendance is not expected at every single event because, hello, it's 10 months long.
• 17:22
  Speaker 1: So we pre-record it and then we use and like don't throw shade at me, but we use a Facebook group, so you will want to participate in the Facebook group because that's where we communicate as a group, that's where people can post stuff, that's where we share files, where we share templates, and the reason we use Facebook is that the vast majority of advisors know how to use it already.
• 17:46
  Speaker 1: So I looked at Circle.
• 17:47
  Speaker 1: I use Kajabi for my other stuff that I'm doing.
• 17:51
  Speaker 1: We looked at school, we looked at schoolhouse.
• 17:54
  Speaker 1: We looked at a lot of different programs and the big kicker for me was they didn't do exactly what I wanted them to do.
• 17:59
  Speaker 1: Does the Facebook group do exactly what I wanted to do?
• 18:01
  Speaker 1: Also, no, but the learning curve is a lot lower because most of us have used Facebook, most of us have been in some sort of Facebook group, and it's a smaller chunk of people that have to learn a new software.
• 18:14
  Speaker 1: Versus if I launch a Kajabi program, everybody's gonna have to learn.
• 18:18
  Speaker 1: Where do I access that?
• 18:19
  Speaker 1: How do I see the video?
• 18:20
  Speaker 1: Where do I go?
• 18:21
  Speaker 1: What do I do?
• 18:22
  Speaker 1: And, of course, if you don't use Facebook and you have a whole thing against Facebook, I get it.
• 18:26
  Speaker 1: I feel you.
• 18:27
  Speaker 1: I really don't use Facebook personally, like at all.
• 18:29
  Speaker 1: I use it only professionally.
• 18:31
  Speaker 1: I feel you, and we use Facebook in this program.
• 18:34
  Speaker 1: So just FYI, before you sign up.
• 18:37
  Speaker 1: The other thing I wanna share is we do office hours every single month.
• 18:41
  Speaker 1: So the whole purpose of this program is to move you forward on things that actually make a difference, that move the needle in your business, that help you operate more efficiently, and I will not let you get stuck.
• 18:52
  Speaker 1: So we do have office hours every single month where I just show up on Zoom and anybody can come and say, hey, here's my thing, I have a question, I have a need, I'm stuck on this.
• 19:03
  Speaker 1: Can you explain this to me in a slightly different way?
• 19:06
  Speaker 1: So there's a lot of support available to you.
• 19:09
  Speaker 1: You can also email me and the group is the biggest thing, so this Facebook group.
• 19:14
  Speaker 1: You can post a question and, just like the Efficient Advisor community over on Facebook, when you post a question, the people will answer.
• 19:21
  Speaker 1: It's wonderful and that's actually one of the things I do like about using Facebook love it or hate it is those notifications.
• 19:27
  Speaker 1: So if you're a Facebook user, you're getting notifications when something is going on in your group.
• 19:31
  Speaker 1: So we're trying to meet people where they already are, versus having everybody have to learn how to use Circle and it not being part of your natural rhythm, where maybe you don't check Circle every day right now, but maybe you're one of those people who checks Facebook every day.
• 19:43
  Speaker 1: Anyways, we're trying to meet you where you are.
• 19:45
  Speaker 1: The goal is the path of least resistance, right?
• 19:47
  Speaker 1: Okay, this is not what the program is not.
• 19:51
  Speaker 1: What the program is not is not a done for you program.
• 19:55
  Speaker 1: This is a done with you program.
• 19:57
  Speaker 1: You have to put stuff in to get stuff out.
• 19:59
  Speaker 1: I will give you my process, right, I will give you what I used, but the goal is to build a process for you.
• 20:07
  Speaker 1: Every advisor has a unique situation.
• 20:09
  Speaker 1: They have a unique ideal client avatar.
• 20:11
  Speaker 1: They have a unique way of doing things.
• 20:13
  Speaker 1: They have a different CRM.
• 20:14
  Speaker 1: They have a different planning software.
• 20:17
  Speaker 1: They have a different approach.
• 20:18
  Speaker 1: They specialize in different things.
• 20:20
  Speaker 1: So do not step into this program and just expect me to go.
• 20:23
  Speaker 1: Here's an onboarding process and you take it and adopt it and it works wonderfully for your practice.
• 20:29
  Speaker 1: You're gonna have to do the reps.
• 20:30
  Speaker 1: You're gonna have to put the time in.
• 20:32
  Speaker 1: Will I give you the program or the chassis to run on?
• 20:35
  Speaker 1: Yes, of course we'll give you the chassis, but you're gonna have to do the work to modify it.
• 20:39
  Speaker 1: The language that I use with my clients in my introduction email is not the language that you're gonna use with your clients in your introduction email.
• 20:46
  Speaker 1: So my goal is to give you as many samples, examples, templates, things to work off of, so that you're not staring at a blank piece of paper.
• 20:53
  Speaker 1: I'm gonna tell you what steps you need in your process, what it is that you need, what you need to do, and then it's gonna be up to you to do it and figure out how you want to do that.
• 21:02
  Speaker 1: So I might do three, four, five things before my first meeting, with a prospect where Katie and our group might only have two steps.
• 21:10
  Speaker 1: Before her first meeting, I might have a five-step financial planning process where Dave might have a three-step financial planning process.
• 21:18
  Speaker 1: So everybody's process is gonna look a little different, but we're gonna give you as much support as we possibly can to help you build it as easily as possible.
• 21:26
  Speaker 1: Okay, so let's get into the systems and processes that we do build inside of the program.
• 21:33
  Speaker 1: So if you download the systems to scale framework, which I'm going to link in the show notes, you can also grab it at the website.
• 21:40
  Speaker 1: On the coaching page there's a picture of it and there's downloadable PDFs somewhere.
• 21:44
  Speaker 1: I'll make sure that's easy to find.
• 21:46
  Speaker 1: But the first layer of the systems to scale framework is define.
• 21:52
  Speaker 1: So this is where we do all four of these things right.
• 21:56
  Speaker 1: We define your value add sweet spot.
• 21:58
  Speaker 1: So what's the type of work that you do?
• 22:01
  Speaker 1: Who do you do it for?
• 22:02
  Speaker 1: How do we make it profitable?
• 22:05
  Speaker 1: What is the type of planning that you love doing?
• 22:10
  Speaker 1: Right, so identifying, if you want to niche down, this is where we do that.
• 22:15
  Speaker 1: But also just what is the style of planning Like, who is it that you're doing it for?
• 22:19
  Speaker 1: We get into your ideal client avatar work.
• 22:22
  Speaker 1: We do what's called a profitable ideal avatar.
• 22:25
  Speaker 1: So it's a little bit different than the one that I go through in episode 10 with you guys.
• 22:30
  Speaker 1: It's a lot more in depth and we really start to identify what's the type of planning that you do that you love doing that's naturally enjoyable for you, and who do you like doing it with.
• 22:40
  Speaker 1: And then we build out a full profile for those ideal client avatars.
• 22:45
  Speaker 1: Then we talk about, kind of your five brand pillars and your why like your why story, why you got into this.
• 22:52
  Speaker 1: And there's an episode that I did with Dear Draven Nest on all the data behind, when you weave your why story into your process, how your close ratio just goes absolutely bananas, right, when you do it properly.
• 23:06
  Speaker 1: So, if you're looking at the systems to scale framework, we do all four of the first layer, define and the reason that we do that, even though it's like the work that nobody loves, everyone like rolls their eyes and is like, well, I hate this part, yes, but we use this information to inform all of the other processes that we build so that we can build them as efficiently and as effectively as possible.
• 23:31
  Speaker 1: So we reverse engineer, right, we need to know who are we building these processes for.
• 23:36
  Speaker 1: Then we can back into, well, like, what do we really actually need?
• 23:39
  Speaker 1: What's necessary, what's not necessary?
• 23:41
  Speaker 1: How do we talk about it?
• 23:42
  Speaker 1: How do we build that out?
• 23:44
  Speaker 1: What do we need to do?
• 23:45
  Speaker 1: What do we not need to do?
• 23:46
  Speaker 1: Which moves us into the second layer, which is create.
• 23:49
  Speaker 1: So in the layer create, we do all five of these inside of this program.
• 23:56
  Speaker 1: So, again, if you're looking at the framework, we create your high level planning process.
• 24:01
  Speaker 1: Then we distill it down into detailed, documented planning processes and standard operating procedures, right?
• 24:09
  Speaker 1: So we're talking literally this.
• 24:11
  Speaker 1: These are the things before you even meet with a prospect, this happens.
• 24:14
  Speaker 1: This happens.
• 24:14
  Speaker 1: Here's the checklist.
• 24:15
  Speaker 1: Here's the template, here's the standard operating procedure of how we do that.
• 24:19
  Speaker 1: Here's how we book the appointment.
• 24:20
  Speaker 1: Here's what we print off.
• 24:21
  Speaker 1: Here's what we have available ahead of time.
• 24:23
  Speaker 1: Here's the email we send them, like literally all of the details.
• 24:25
  Speaker 1: Then what happens during the meeting, what happens after the meeting, what happens before the next meeting?
• 24:30
  Speaker 1: So all the things.
• 24:32
  Speaker 1: So we distilled that down into a detailed and documented planning process.
• 24:36
  Speaker 1: Then we will build your client experience process.
• 24:39
  Speaker 1: So what is the experience that your client is having?
• 24:42
  Speaker 1: And this is what does it look like?
• 24:44
  Speaker 1: What does it feel like?
• 24:45
  Speaker 1: What does it smell like?
• 24:46
  Speaker 1: What does it taste like?
• 24:46
  Speaker 1: What is it?
• 24:48
  Speaker 1: How does every interaction impact your clients?
• 24:51
  Speaker 1: Are you adding value through every interaction?
• 24:53
  Speaker 1: Then we create your client experience process and we document that and get standard operating procedures down.
• 25:00
  Speaker 1: Then, in this create level, we do the fifth one, which is establish your client service model.
• 25:05
  Speaker 1: So we talk about ongoing service and how we're going to do that.
• 25:10
  Speaker 1: How much time does it take?
• 25:12
  Speaker 1: Who's doing what?
• 25:13
  Speaker 1: How much time does it take for us to execute?
• 25:17
  Speaker 1: And back into the capacity of how many clients can we afford to serve it this way?
• 25:22
  Speaker 1: And we build some KPIs around this so that we know are we increasing our productivity?
• 25:26
  Speaker 1: Right, because it's not helpful If your revenue goes up 20% but you're working 20% more and that's against your goal.
• 25:32
  Speaker 1: Right?
• 25:32
  Speaker 1: You're not actually increasing your productivity, you're just making more because you're working more, which is all fine and good, but for a lot of people, that's not the goal.
• 25:39
  Speaker 1: Okay, so we've talked about define, we've talked about create.
• 25:42
  Speaker 1: We literally do everything in those categories.
• 25:44
  Speaker 1: Next is attract.
• 25:46
  Speaker 1: So in the attract phase, we build a package.
• 25:52
  Speaker 1: And well, we build your packages, your offers, basically, and we price your processes.
• 25:57
  Speaker 1: Then we build your how story.
• 25:59
  Speaker 1: So your why story is a little different.
• 26:01
  Speaker 1: Your how is how you talk about your process.
• 26:05
  Speaker 1: How do you explain it to clients in a way that makes it easy to sell and easy for them to buy?
• 26:10
  Speaker 1: How do you talk about your process so that it sounds unique and different?
• 26:14
  Speaker 1: How do we talk about what's in scope and what's out of scope?
• 26:17
  Speaker 1: Okay, then we do this updating of all of the things.
• 26:22
  Speaker 1: So we want your website, we want your LinkedIn, we want all of the profiles.
• 26:26
  Speaker 1: Your Google you know, your Google business, whatever, everything that you have out there to reflect all of the things that you do, your new brand, your brand story, your who you work for, what your process is, who you do that for, what your offers are, all the things.
• 26:41
  Speaker 1: So we do those three things from this category.
• 26:44
  Speaker 1: The other two that exist is social media related and then Getting started in video marketing.
• 26:52
  Speaker 1: Those are things that we don't do inside the program Number four.
• 26:56
  Speaker 1: The fourth layer in the framework, the systems to scale framework, is systematized.
• 27:00
  Speaker 1: So systematized, what do we do?
• 27:03
  Speaker 1: So we get into time management systems, building out your model week, things like that.
• 27:08
  Speaker 1: We build templates.
• 27:10
  Speaker 1: We build things that make you work faster, smarter.
• 27:14
  Speaker 1: We talk about workflows.
• 27:15
  Speaker 1: We talk about support that you can get in, places that you can go and resources available to help you actually build the workflows inside of your unique CRM.
• 27:23
  Speaker 1: But it's templates, templates, more templates.
• 27:26
  Speaker 1: How do we make it better, faster, smarter, cheaper, easier?
• 27:28
  Speaker 1: Okay, then we get into scale and then we talk in this one, this fifth layer of the systems to scale framework, which is basically the framework that I have identified over being in this industry for 20 years.
• 27:39
  Speaker 1: This is how I look and approach planning.
• 27:42
  Speaker 1: So in building out your planning business right into a highly leveraged or scalable practice.
• 27:48
  Speaker 1: So the fifth layer is scale.
• 27:50
  Speaker 1: So you need to know who you're working for, you need to define, you need to build the system, so you need to create, we need to attract the right clients and be able to get them into our programs and we need to systematize all of that.
• 28:01
  Speaker 1: Then we need to scale it.
• 28:03
  Speaker 1: So we need to understand how to scale your planning process.
• 28:07
  Speaker 1: So that is the things like how do we make it better, how do we make it faster, how do we get meeting notes in, how do we have our team to still learn notes down into tasks?
• 28:17
  Speaker 1: So all of the things that we need to do.
• 28:18
  Speaker 1: What parts of our process are scalable, what parts of our process are customized?
• 28:23
  Speaker 1: Who can do that kind of work Then?
• 28:26
  Speaker 1: So that's the one we do from that level.
• 28:28
  Speaker 1: Then we get into the sixth layer, which is lead, and this is where, at this point, in order to really scale your practice, you're going to need some sort of team to help you get there, whether that's full time, part time, multiple full time, multiple advisors, an entire operations department or just a virtual assistant.
• 28:46
  Speaker 1: You were going to create a modernized org chart, and I'm going to teach you how to delegate effectively and how to establish a goal setting strategy that actually works, and how to look at KPIs, how to get the most out of your team members, how to be a great leader.
• 29:04
  Speaker 1: All of that we're going to talk about inside of this program as well.
• 29:08
  Speaker 1: So that's what you can expect from the systems to scale, group coaching and mastermind.
• 29:14
  Speaker 1: And a couple of questions that I get typically is well, I work for a broker dealer.
• 29:19
  Speaker 1: Will I be able to do everything in here?
• 29:21
  Speaker 1: Oh, I work for an RIA.
• 29:23
  Speaker 1: Do we go at a fast enough pace?
• 29:25
  Speaker 1: And the answer is yes and yes.
• 29:28
  Speaker 1: So we move at a pretty reasonable pace, because I want you to actually feel that, oh yeah, I got that done.
• 29:35
  Speaker 1: Sensation.
• 29:36
  Speaker 1: So it's work.
• 29:37
  Speaker 1: It is.
• 29:38
  Speaker 1: This is not a sit back and relax and like oh, I'll kind of maybe do some stuff.
• 29:41
  Speaker 1: If you fall behind, it's tough, right.
• 29:43
  Speaker 1: So you've got to be committed to holding yourself accountable and sticking with the things that we're doing inside of this program.
• 29:51
  Speaker 1: Will it work for broker dealer advisors?
• 29:54
  Speaker 1: Yes, I grew up in a broker dealership.
• 29:56
  Speaker 1: I my entire business, start to finish, until I sold.
• 29:59
  Speaker 1: It was at a broker dealer, a very conservative broker dealer.
• 30:02
  Speaker 1: So we're very adept at understanding what you can and cannot do right, it's not like RIAs where I always joke that it's a little bit about the wild, you know.
• 30:11
  Speaker 1: It's like the wild wild west where you can just like bang, bang, bang, do whatever you want and nobody seems to care too too much, and you and I both know that's not true, but you know what I mean.
• 30:19
  Speaker 1: So it works for both, because what we're talking about is not necessarily always client facing.
• 30:26
  Speaker 1: There's going to be different struggles for broker dealers or RIAs that have significant compliance requirements.
• 30:32
  Speaker 1: Yes, but we can work around those.
• 30:34
  Speaker 1: I do that all day, every day.
• 30:37
  Speaker 1: We have our August group.
• 30:38
  Speaker 1: We had two fully separate groups.
• 30:41
  Speaker 1: We had one for broker dealer and one for RIA.
• 30:43
  Speaker 1: Same content, everything has been exactly the same so far.
• 30:47
  Speaker 1: You guys, there's really just we broke it down into the two groups because I wanted to test it and see does this really make a difference, being with a bunch of other BD folks or RIA folks, and the answer so far is no.
• 30:59
  Speaker 1: In fact, I actually appreciate the diversity from between the two, and so we have a few BD clients in the RIA group and we have a few RAs in the BD group, just because timing and calendars and all the things, and really it's been.
• 31:12
  Speaker 1: I keep checking in with them and they're both like oh yeah, you wouldn't even know it.
• 31:16
  Speaker 1: In fact, I appreciate some of the diversity and thought and diversity and experiences and even within the broker dealerships I know in mine the way I operated my business was extremely different than the way the people up the road and it didn't matter what CRM you're using, it doesn't matter whatever.
• 31:33
  Speaker 1: Even if you're in a broker dealer and you have the same tech stack as everybody else, you can still run your business differently.
• 31:39
  Speaker 1: You can still be a leader differently, you can still scale, you can still create templates.
• 31:44
  Speaker 1: You can create and it doesn't matter, and you might have to go through the extra step of having that template approved by your compliance, or I can teach you ways to do that that circumvent some of those rules, and not in like an illegal, sketchy way, but in a totally acceptable, law abiding format, if you will.
• 32:03
  Speaker 1: Okay.
• 32:05
  Speaker 1: So who is this program right for?
• 32:08
  Speaker 1: This program is designed for the advisors who have been doing this long enough and that's a totally subjective term.
• 32:16
  Speaker 1: That feel like, okay, I know what I'm doing, I know how to plan for clients I mean, you don't have to be the world's greatest planner who has all the bells and whistles and feels like an expert in every category.
• 32:27
  Speaker 1: But you're like, okay, I'm not worried about surviving anymore, I've hit a place where my income is good.
• 32:34
  Speaker 1: I know I'm gonna quote, unquote, make it in this business and I just feel like I'm drowning.
• 32:40
  Speaker 1: So that could be advisors like.
• 32:42
  Speaker 1: At the beginning I shared Todd's testimonial.
• 32:44
  Speaker 1: He's been doing this for 25 years and runs a heck of a business.
• 32:47
  Speaker 1: He just wanted to get things more organized and tightened up on the back end, as he's stepping from, you know, seeing tons and tons of clients and scaling that back a little bit and stepping more into the CEO role, where he has other advisors in his firm now and is wanting to create, you know, more plug and play things that advisors can step into and is putting on that CEO hat and really operating more like a business with preferable you know, consistent processes versus other advisors we have that are just them in a VA and they're just wanting to create more systems for themselves because they feel like they're recreating the wheel every time, or they're, you know.
• 33:24
  Speaker 1: So the right advisor is the one that's feeling like I could be doing this a little bit better, I could be running this a little bit tighter.
• 33:31
  Speaker 1: I know I need to do these things and I keep telling myself that I just actually haven't made the time.
• 33:37
  Speaker 1: So this is the year I'm going to jump into something and get it done once and for all and move these stupid things from the to-do list to the done list and start establishing even if it's not perfect right, we're never aiming for perfection Even if it's just for the first time getting stuff down on paper and documenting your current process and then identifying where you want to go and how to incrementally move yourself to there.
• 34:03
  Speaker 1: Or you might have documented processes that you're like these are good, but I know they could be exceptional.
• 34:08
  Speaker 1: And how do I come in and layer in new things that add to my client experience that are exceptional?
• 34:15
  Speaker 1: So you have to be coachable, you have to be open-minded, you have to be wanting this for yourselves.
• 34:22
  Speaker 1: You have to want to participate in a group.
• 34:26
  Speaker 1: You have to want to be able to share in order to receive right.
• 34:30
  Speaker 1: So if everybody in the group shares a pre-prospect meeting email template.
• 34:36
  Speaker 1: You've got 20-something templates to look at, let's say, plus all of the ones that I'm giving you from my own collection.
• 34:42
  Speaker 1: So you want to be able to give in order to be able to receive.
• 34:45
  Speaker 1: That's the right type of advisor.
• 34:47
  Speaker 1: This program is not right for an advisor who's three months into the business and is like oh, I want to build all my systems, so I have systems to run on.
• 34:55
  Speaker 1: I would say, as a coach get the clients, get your business going, do it messy, get yourself to a place where you're making a little bit of money, because it's going to take you a while to really figure out what kind of planning you love, who you like doing that planning, for how you like doing that planning.
• 35:12
  Speaker 1: What software are you using?
• 35:14
  Speaker 1: What software are you not using?
• 35:15
  Speaker 1: What are you wanting to give clients?
• 35:16
  Speaker 1: Were you not like it?
• 35:18
  Speaker 1: Just for me, it takes a little bit of time to really identify what type of planner you are and if you don't have any clients to run through these processes, then they're not gonna do you any service, especially when we get into, like ongoing client service model and segmentation and all that good stuff If you don't have a book to segment and to create.
• 35:38
  Speaker 1: Yes, it's good to have an idea of where you're going and I totally believe, like, yes, you need to get, as soon as you can get, some systems and processes in place.
• 35:46
  Speaker 1: But this job is hard, as I said at the very opening of this episode.
• 35:51
  Speaker 1: So for me, I think if you have a couple of years in the business and have a little bit identity, of an identity as a planner and the type of planning that you're doing, I think you'd be better off than starting from a brand new.
• 36:06
  Speaker 1: So I just say that save your money, pour it into your business, get the clients, start putting clients through whatever process it is that you're working on and hopefully your broker dealer, your RIA or whomever you are observing, is going to be teaching you some of that, and then you can start to put your own spin on it in a year or two and really make it yours.
• 36:25
  Speaker 1: And then that's where a program like this comes into play.
• 36:29
  Speaker 1: We also have one-on-one coaching, so I can do that.
• 36:32
  Speaker 1: I just think if you are brand spanking near the group coaching program is not a good fit for you.
• 36:37
  Speaker 1: Okay, so there I said it.
• 36:39
  Speaker 1: I have an ideal client avatar and that is not it.
• 36:41
  Speaker 1: Look at me over here practicing what I preach.
• 36:45
  Speaker 1: Okay, so we've talked about the seven processes that every advisor needs inside of their business.
• 36:52
  Speaker 1: We've talked about the six layers of the system to scale framework that every advisor needs to really think through and, like I said, episodes number 122 through 131 are gonna break that all down for you.
• 37:06
  Speaker 1: Again, I'm not keeping any secrets.
• 37:07
  Speaker 1: I'm gonna tell you literally how to do it and in this program we're gonna talk about all the things.
• 37:13
  Speaker 1: We're gonna talk about where you store this information, how to make it accessible, how do we train our team, all the things.
• 37:20
  Speaker 1: So if you have any additional questions, please feel free to jump over to the Efficient Advisor community on Facebook and ask me in there.
• 37:27
  Speaker 1: You can send me a direct message on LinkedIn.
• 37:30
  Speaker 1: Those are the two places, and pretty much the only two places, that I hang out in this social online world.
• 37:36
  Speaker 1: So please, please, please, connect with me there If you're ready to invest in yourself.
• 37:41
  Speaker 1: I've got the link for the Systems to Scale group coaching program.
• 37:44
  Speaker 1: January 9th, start Tuesdays from 1230 to 130 Eastern.
• 37:49
  Speaker 1: I've got that link in the show notes for you.
• 37:52
  Speaker 1: Or you can go out to theefficientadvisorcom and you'll see the coaching tab.
• 37:56
  Speaker 1: The information's there or you'll see a banner up at the very top to learn more information.
• 38:01
  Speaker 1: So you can go there and see pretty much everything that I said in writing kinda detailed out so you can review that for yourself, and I look forward to working with you.
• 38:11
  Speaker 1: If your goal for 2024 is to get your practice organized once and for all, to feel like you have a consistent client experience, to be able to deliver that client experience you said you've always wanted to give your clients to be able to leave the office at the end of the day knowing that nothing is gonna slip through the cracks, because you've got the systems and processes in place to make that happen.
• 38:36
  Speaker 1: Oh, lordy, if that is you, then this is the right thing for you and I am so excited to work with you.
• 38:42
  Speaker 1: But please, if you have any questions, let me know.
• 38:45
  Speaker 1: The next logical question is okay, so the registration is open now, when does registration close?
• 38:52
  Speaker 1: And the answer is I'm not sure, because we have a limited number of spots, because we do wanna kinda control the group size to keep it manageable so that you can get to know each other, all the things.
• 39:02
  Speaker 1: It's whenever we hit that number or, worst case scenario, if we haven't hit that number, we lock it down on December 28th, so that way we can get everybody set up and organized and we have intake forms and all kinds of stuff for you guys to fill out so that we can customize this.
• 39:19
  Speaker 1: And that's something I do wanna share too is that this program is customized to the group.
• 39:23
  Speaker 1: So if we need to speed up or slow down or take a break, just collectively, there is some as much as we have kind of like a set curriculum or track that we run on.
• 39:35
  Speaker 1: There is modification for what the group needs.
• 39:38
  Speaker 1: So if we're needing more connection with other advisors, I'm gonna touch base and ask you guys that and we're gonna make that happen for you.
• 39:45
  Speaker 1: If we need more I don't know details or something I'm gonna provide that extra to you.
• 39:53
  Speaker 1: So let's say, we get into a module and it's just not clicking and you guys need additional support or additional trainings, I'm gonna get that for you.
• 40:00
  Speaker 1: Whether that's for me or if I can bring somebody else in to make it more clear, you're just gonna let me know and we are going to make some modifications.
• 40:08
  Speaker 1: So, just like anything that I talk about, right, we want an 80% templated, 20% customized pretty much the same thing applies.
• 40:16
  Speaker 1: So, again, I hope you guys have an amazing rest of your week.
• 40:20
  Speaker 1: I hope this is something that would be a complete game changer for you and, like I said, if you're willing to make that investment in yourself for 2024, we'd love, love, love to have you, and we start on January 9th.
• 40:31
  Speaker 1: Thanks so much, have an amazing rest of your week and I'll talk to you soon, нашей.