1. Introduction Fact-Finding Meeting Proposal Meeting
Sales Process
Description: This workflow describes all the steps required to properly prepare and present to a prospect who is considering hiring you as a Financial Advisor. It is in this meeting that you really learn about the prospective client’s current financial status and future needs to match them with the services you provide. This workflow is the second of three phases in the sales process.
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
PREPARE
ROLE
TASK
DETAILS/TIPS
Associate Advisor
Create Fact Sheet & Agenda
Due: 5 Days Before Meeting
This process is initiated when a fact-finding meeting is scheduled with a prospective client
Create a folder for prospect's files within the firm’s internal filing system (this could be both a physical or electronic folder)
Prepare a fact sheet on the prospect
Conduct research for relevant facts that could aid the Advisors in qualifying the prospect or in discussions with the prospect
Utilize any information already provided by prospect
Collect any fact-finding forms / checklists provided to the prospect beforehand when meeting was scheduled
Prepare any paperwork that’s relevant at this stage in the sales process, where both the advisor and prospect are learning about each other
For example, paperwork typically involved in fact-finding meeting:
Privacy statement
Form ADV Part 2
Risk Tolerance Questionnaire (RTQ)
Draft meeting agenda
"Fact-Finding Meeting Agenda" template (right-click underlined text to open hyperlink to template)
Advisor
Evaluate Meeting Materials
Due: 3 Days Before Meeting
Review meeting materials and revise as needed
Client Service Associate
Confirm Meeting Specifics with Prospect
Due: 1 Day Before Meeting
Typically this step is completed via phone and/or depending on the Advisor’s or prospect’s preferences
Provide directions on meeting location, parking, etc.
Remind prospect to bring any requested documents (if applicable)
If confirmation is being performed via , draft and send a meeting confirmation letter
"Meeting Confirmation Letter" template (right-click underlined text to open hyperlink to template)
© 2015 SEI. This information is proprietary.  No further distribution is intended.
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2. Introduction Fact-Finding Meeting Proposal Meeting
Sales Process
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
CONDUCT
ROLE
TASK
DETAILS/TIPS
Client Service Associate
Prepare Meeting Resources & Technology
Due: Day of Meeting
Ensure there are enough printed materials, chairs, beverages, and pens/notepads organized in the meeting room
Ask the Advisor as needed for preferences for meeting space
Set up and test all technology being used during the meeting 5-10 minutes before to ensure it’s working properly
Typically this is an in-person meeting since the Advisor is still getting to know the prospect, although technology could be used for presentation purposes
Advisor
Conduct Fact-Finding Meeting
Conduct the meeting utilizing the meeting agenda to guide discussion
Review Agenda – To set expectations about what’s going to be discussed and what the goal of the meeting will be
Confirm the prospect doesn’t have any additions to the agenda or up-front concerns / questions
Review the Firm’s Process – To explain the usual process for introducing a prospect to the firm and bringing them on as a client
This helps the prospect understand the sales process and what are general next steps
Gather Profile Data – To better understand the prospect’s personal situation, needs, and aspirations
Gather Financial Data – To better understand the prospects’ financial situation, concerns, and goals
Use these discussions as an opportunity to identify services available to serve clients similar to the prospect
Review Firm Background and Philosophy – To reinforce the firm’s value proposition and establish trust
If the firm has a niche, it’s best to emphasize here to demonstrate the firm’s expertise in this particular area
Discuss Next Steps – To ensure everyone’s aware of what was discussed and what is expected coming out of the meeting
If prospect does appear a fit for firm:
Discuss next meeting, which is typically a Proposal meeting or another Fact-Finding meeting if more information is needed
If appropriate, present any applicable paperwork to the prospect before the end of the meeting
For example: Privacy statement, Form ADV Part 2, RTQ, etc.
If prospect does not appear a fit for firm:
Refer as appropriate to another Advisor
© 2015 SEI. This information is proprietary.  No further distribution is intended. .
sei.com/advisors

3. FOLLOW-UP – QUALIFIED PROSPECT
Sales Process
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
FOLLOW-UP
ROLE
TASK
DETAILS/TIPS
Advisor
Update Prospect’s CRM Record
Due: Day of Meeting
Record any relevant notes and input any new profile data in the CRM
Based on the point of contact, determine whether the prospect is:
Qualified – Ready to set-up next meeting
Unqualified – Not a fit for the firm
Process Checklist
FOLLOW-UP – QUALIFIED PROSPECT
ROLE
TASK
DETAILS/TIPS
Advisor
Send Summary Letter to Prospect
Due: 1 Day After Meeting
This could be a mailed hand-written note or an to the prospect
Draft and send a summary letter to the prospect which:
Thanks the prospect for the opportunity to work together
Outlines what was agreed-upon and identifies next steps
"Summary Letter" template (right-click underlined text to open hyperlink to template)
Client Service Associate
Coordinate Next Meeting with Prospect
Due: 2 Days After Meeting
Keep record of any paperwork presented to the prospect during the meeting and identify what additional data and documents are still needed
For paperwork that does not require signature – Record the date of acknowledgement / notice
For example: Privacy statement, Form ADV Part 2, etc.
Be sure to follow the firm’s compliance procedures throughout this process
Schedule the next meeting with the Advisor, which is typically a Proposal Meeting or another Fact-Finding meeting
In prep for meeting, request the prospect provide any needed information or gather any necessary documents (e.g. RTQ)
© 2015 SEI. This information is proprietary.  No further distribution is intended.
sei.com/advisors

4. FOLLOW-UP – UNQUALIFIED PROSPECT
Sales Process
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
FOLLOW-UP – UNQUALIFIED PROSPECT
ROLE
TASK
DETAILS/TIPS
Advisor
Send Thank You Letter to Prospect
Due: 1 Day After Meeting
Best practice would be to make this a hand-written note which is mailed to the prospect to demonstrate the firm’s professionalism
Draft and send a thank you letter to the prospect which:
Thanks the prospect for the opportunity to work together
Refers the prospect to another Advisor, as appropriate
"Prospect Thank You No-Fit Letter" template (right-click underlined text to open hyperlink to template)
Send Thank you Letter to Referral Source
(if applicable)
Due: 2 Days After Meeting
Best practice would be to make this a hand-written note which is mailed to the referral source to demonstrate the firm’s formal gratitude
Draft and send a thank you letter to the referral source which:
Thanks the referral source of the lead opportunity
Explains the reason the prospect was not a fit for the firm
Identifies that the prospect was referred, as applicable
"Referral Thank You No-Fit Letter" template (right-click underlined text to open hyperlink to template)
© 2015 SEI. This information is proprietary.  No further distribution is intended.
sei.com/advisors