Welcome everybody! Welcome to the 425th episode of the Monetary Advisor Success Podcast!
My visitor on at this time’s podcast is Sebastian Guerra. Sebastian is the President of Guerra Wealth Advisors, a hybrid advisory agency primarily based in Miami, Florida, with practically $15M of income and virtually 60 workforce members, supporting over 1,700 shopper households.
What’s distinctive about Sebastian, although, is how his agency has carried out a monetary planning high quality management system, the place a devoted workforce member touches base with shoppers instantly after their assembly with an advisor, usually earlier than the shopper even leaves the workplace, to make sure that shoppers are receiving a excessive stage of service, get suggestions on the place they’ll enhance… and drive referrals, on-line opinions, and social media engagement by asking shoppers to have interaction instantly after they supply constructive suggestions.
On this episode, we discuss in-depth about how Sebastian employed a workforce member to turn into a high quality management specialist (and has now added a second) particularly to observe up with shoppers after conferences to ask about their expertise with each their advisor in addition to with different departments within the agency with which they work together (from the entrance desk to operations), how Sebastian’s agency has obtained 400 shopper referrals yearly (averaging practically 25% of their whole shopper depend) partly by having these high quality management specialists ask shoppers to not present referrals, per se, however to call people they’d attain out to in the event that they ran their very own wealth administration agency (who then obtain invites to attend one of many Sebastian’s instructional occasions), and the way Sebastian’s agency has additionally gained greater than 600 Google opinions by way of this high quality management course of (making the agency simpler to search out for potential shoppers, and drowning out a collection of three fraudulent damaging opinions {that a} competitor as soon as posted towards them).
We additionally discuss how Sebastian’s agency attracted and onboarded roughly 480 new households in 2024 (together with by way of a one-day instructional occasion that led to data-nav-title=”Hiring A High quality Management Specialist [05:15]” 115 prospect appointments all by itself), how Sebastian’s agency expands its relationship with present shoppers by tasking everybody, together with operations workforce members, with the purpose of getting shoppers consolidate extra of their property with Guerra Wealth advisors, and the way Sebastian permits his lead advisors to carry as much as 35 prospect and shoppers every week by leveraging each know-how (together with Salesforce to prep advisors earlier than conferences and AI to transcribe the advisors’ assembly notes and follow-on duties) and a sturdy service workforce to supply additional help for every advisor.
And make sure to hearken to the top, the place Sebastian shares how utilizing the Entrepreneurial Working System has allowed him to make clear his agency’s objectives, imaginative and prescient, and mission at a time of fast shopper and worker development (because the agency has practically doubled over the previous two years alone), how Sebastian’s agency leverages an in-house recruiter to rent quick sufficient to maintain tempo with its fast development whereas staying true to the agency’s core values, and the way Sebastian’s roles as a brand new husband and father have begun to shift his priorities away from ‘simply’ operating a thriving enterprise (and the lengthy hours that doing so can entail) to additionally give attention to the power to delegate particular duties to workforce members with the intention to spend extra time along with his rising household.
So, whether or not you are involved in studying about the right way to implement a monetary planning high quality management system to drive referrals and on-line opinions, the right way to leverage a single-day advertising occasion to generate planning prospects, or the right way to design agency operations to maximise advisor face-time in entrance of shoppers and prospects, then we hope you get pleasure from this episode of the Monetary Advisor Success podcast, with Sebastian Guerra.