1. Introduction Fact-Finding Meeting Proposal Meeting
Sales Process
Description: This workflow describes all the steps required to coordinate and document the first contact you have with a prospect, so you make a positive first impression and provide a consistent experience to all your potential clients. This workflow is the first of three phases in the sales process.
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
PREPARE
ROLE
STEPS/TASK
DETAILS/TIPS
Client Service Associate
Prepare Prospect’s Information for Advisor
Due: 2 Days Before Point of Contact
This process is initiated when a lead comes into the firm or a prospect is identified by the firm
Ensure all of the prospect's information has been recorded in the CRM, including referral source for future reporting and analysis
Typically, there are 3 major referral sources:
Referral – When a current client or third-party contact refers a prospect to the Advisor
Marketing campaign – When a prospect is prompted to contact the Advisor via a marketing campaign
Incoming inquiry — When a prospect proactively calls the Advisor to inquire about services
Although some advisors prefer to take the call right away, consider scheduling a call with the Advisor at a later time. This will allow the Advisor time to better prepare for that first interaction.
Determine if a point of contact is required:
If the Advisor indicates a proper introduction has already taken place, work with the Advisor to capture notes about the introduction in the CRM and skip all steps in the workflow up until the “Follow-Up” stage of this process
Provide the Advisor with all necessary information to conduct an introduction, including full name, phone number, etc.
Generally, an Advisor-driven introduction like this would conducted over the phone versus in-person to best prioritize the Advisor’s time
Coordinate a Call with the Prospect
(if applicable)
Typically an introductory call should last no longer than 30 minutes
Work with the Advisor to coordinate and schedule an introductory call
Determine how the call should be scheduled:
If it’s a warm lead, it’s best practice to contact the prospect to formally schedule a call with the Advisor
If it’s a cold call, just schedule time on the Advisor’s calendar to remind them to call the prospect
© 2015 SEI. This information is proprietary.  No further distribution is intended.
sei.com/advisors

2. Introduction Fact-Finding Meeting Proposal Meeting
Sales Process
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
CONDUCT
ROLE
TASK
DETAILS/TIPS
Advisor
Contact Prospect
Contact the prospect to conduct a formal introduction
If prospect is reached:
Provide a high-level overview of firm
Discuss the firm’s history, mission, vision, and values
Ask the prospect about high-level goals/needs
Discuss the prospect’s requirements and priorities
Thank the prospect for time and discuss next steps
If prospect does appear a fit for firm – Discuss next meeting, which is typically a Fact-Finding meeting
If prospect does not appear a fit for firm – Refer as appropriate to another Advisor
If prospect is not reached:
Record the activity in the CRM
Set a reminder to attempt to contact the prospect again, typically 2-3 days later after the last attempt
If the prospect is not reached after several attempts, consider marking the prospect as “inactive” in the CRM and ending attempts
Process Checklist
FOLLOW-UP
ROLE
TASK
DETAILS/TIPS
Advisor
Update Prospect’s CRM Record
Due: 1 Day After Point of Contact
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
Inactive – Not responsive to calls
End the workflow here as there no additional follow-up required
© 2015 SEI. This information is proprietary.  No further distribution is intended.
sei.com/advisors

3. FOLLOW-UP – QUALIFIED PROSPECT FOLLOW-UP – UNQUALIFIED PROSPECT
Sales Process
Introduction
Fact-Finding Meeting
Proposal Meeting
Process Checklist
FOLLOW-UP – QUALIFIED PROSPECT
ROLE
TASK
DETAILS/TIPS
Advisor
Send Summary Letter to Prospect
Due: 1 Day After Point of Contact
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
Contact Prospect to Set-Up Meeting
Due: 2 Days After Point of Contact
Schedule a meeting with the Advisor, which is typically a Fact-Finding Meeting
In prep for meeting, request the prospect provide any needed information or gather any necessary documents
Consider creating a discovery package template for this step which provides materials about the firm and fact-finding forms / checklists
Set reminders to follow-up with the prospect as appropriate to ensure the Advisor has everything needed to conduct the meeting
Process Checklist
FOLLOW-UP – UNQUALIFIED PROSPECT
ROLE
TASK
DETAILS/TIPS
Advisor
Send Thank You Letter to Prospect
Due: 2 Days After Point of Contact
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)
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