Distraction-Proof® Advisor Ideas

When you’re bringing on a new advisor, give them every opportunity to succeed. Don’t hamstring them with this title.
…
Don’t refer to the new advisor as a “junior advisor.”

I’m still seeing content suggesting ways to introduce the “junior advisor” to your existing clients. You hamstring your new colleague out of the gate when you refer to them like this. Who wants to be work with a junior advisor? Who wants to meet and purchase services from a junior sales assistant? We don’t want to go there. We want the person who knows what we need, who’s experienced to deal with what we’re after. Don’t label new advisors as “junior advisors.”

Instead, you can refer to them as your “new associate” or “new advisor.” Better yet, let them start off on a strong footing by clarifying to your existing clients, “We have been searching high and low for a new advisor. We continue receiving referrals from clients just like you, and we wanted to bring on a new advisor who was going to be a perfect fit for our culture. We’ve looked long and hard, and we’re thrilled to finally announce that we’ve hired Sarah Smith.” You can then talk a little bit about her credentials. That’s how you can introduce a new advisor to a client who’s come through the door that day. Let this advisor start off on a strong footing.

Also, bring your new colleague into client meetings. Yes, they might be an advisor who needs some experience, but, again, don’t refer to them as a “junior advisor.” You can let your client know, “Sarah’s going to be joining us today to get to know a little more about you and to learn some of the ways that we enjoy working with our clients.” That’s all you need to say.

Obviously have Sarah ready if that client asks “How long have you been in the business? How long have you been working as an advisor?” Before the meeting, prep this new advisor with strong responses to those questions, but don’t label them as a “junior advisor.”

To do this most effectively,

1. Drop that “junior advisor” language. When you hire a new advisor, let them know, “We don’t see you as a ‘junior advisor.’ You wouldn’t be in here if you didn’t have the chops to foot it with the rest of our team.”


2. Introduce them correctly. If clients come into your office before you’ve made the general announcement about your newest team member to all your clients, you can introduce your newest colleague by simply saying, “This is Sarah Smith, the newest addition to our team.”


3. Make the general announcement. When you make the general announcement that you have a new team member—via email, hard mail, phone, or some combination of mediums—keep your message consistent, letting people know you’ve searched long and hard. You’ve finally found someone who’s going to be a fit for your culture. You continue growing through receiving referrals from your great clients, and you are thrilled to bring on Sarah and have her as a part of your growing firm.

That’s the way to do it. Drop the “junior advisor” title and give your new addition to your company the strongest start possible.

I look forward to bringing you another Distraction-Proof Advisor Idea next week.