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 consumer households.
What’s distinctive about Sebastian, although, is how his agency has applied a monetary planning high quality management system, the place a devoted workforce member touches base with purchasers instantly after their assembly with an advisor, usually earlier than the consumer even leaves the workplace, to make sure that purchasers 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 purchasers to interact instantly after they supply optimistic suggestions.
On this episode, we discuss in-depth about how Sebastian employed a workforce member to turn out to be a top quality management specialist (and has now added a second) particularly to observe up with purchasers 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 acquired 400 consumer referrals yearly (averaging practically 25% of their complete consumer rely) partially by having these high quality management specialists ask purchasers 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 academic 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 purchasers, and drowning out a collection of three fraudulent unfavourable opinions {that a} competitor as soon as posted in opposition to them).
We additionally speak about how Sebastian’s agency attracted and onboarded roughly 480 new households in 2024 (together with by way of a one-day academic occasion that led to 115 prospect appointments all by itself), how Sebastian’s agency expands its relationship with present purchasers by tasking everybody, together with operations workforce members, with the aim of getting purchasers consolidate extra of their property with Guerra Wealth advisors, and the way Sebastian allows his lead advisors to carry as much as 35 prospect and purchasers 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 be 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 targets, imaginative and prescient, and mission at a time of speedy consumer and worker progress (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 speedy progress 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’ working a thriving enterprise (and the lengthy hours that doing so can entail) to additionally concentrate on the power to delegate particular duties to workforce members with a purpose to spend extra time along with his rising household.
So, whether or not you are taken with studying about the best way to implement a monetary planning high quality management system to drive referrals and on-line opinions, the best way to leverage a single-day advertising and marketing occasion to generate planning prospects, or the best way to design agency operations to maximise advisor face-time in entrance of purchasers and prospects, then we hope you take pleasure in this episode of the Monetary Advisor Success podcast, with Sebastian Guerra.
