Running it inside your firm
Who does what, how the first ninety days go, what to train your advisers on, and two ways these arrangements stop working.
Who does what, how the first ninety days go, what to train your advisers on, and two ways these arrangements stop working.
One named person in the firm who deals with Equity & General and answers questions internally.
The principal alone is the simplest start. Having every adviser raise it reaches more clients, and needs an hour of training and someone checking quality.
Start from a short list of clients you already have in mind.
signs the agreement, confirms the network position where there is one, and reviews the quarterly figures.
notice the moments on the cases they already handle, use the agreed wording, and record the introduction.
makes sure the introduction is logged and the client's consent is recorded.
the planner, the fact-find, the research, the recommendation, the compliance file and the annual review.
Your advisers need to recognise a handful of situations on a case file and know what to say about each.
the agreement, and the network check if your firm is an appointed representative.
meet the planner matched to your firm and agree which clients to start with.
an hour with the advisers on the moments, the wording and the line.
the first introductions, from clients you already had in mind.
a review of what was introduced, what was recommended and what came back to the firm.
An hour is enough.
Do not teach pensions or investments in the session. An adviser taught about them may explain one to a client, which would be advice your firm is not permitted to give.
The first is training everyone once and never mentioning it again. Without a prompt in the normal workflow, the moments stop being noticed within a couple of months. Add a line to the completion checklist and the product-transfer review to keep the prompt in the workflow.
The second is relying on the principal to do it personally. If every introduction has to go through one busy person, introductions wait for that person's time. Giving it to the advisers, with the principal reviewing, reaches more clients.
for how many completions and product transfers in the quarter was the question asked at all?
of the clients who said yes, how many met the planner?
for every introduction, can the firm see what was recommended?
Counting introductions on its own can put pressure on advisers, which leads to poor introductions. Coverage shows whether the question is being asked.
Six moments on a mortgage case file and wording for each that raises the planning question while staying inside your permissions.
Read it
The steps from noticing a client's situation to their first meeting with a planner, with the consent to take and the record to keep.
Read it
Running the protection review you already give, and handing the pension, estate and business questions it raises to a planner.
Read itYour firm keeps the mortgage and protection advice. Equity & General gives the pension, investment and estate planning advice, and a named partnership manager sets the arrangement up with you.