PRESIDIO — SALES PROCESS

From First Contact
to Activated Client

A disciplined six-stage process designed to build trust, establish value, and convert qualified prospects into long-term client relationships.

ENTRY POINTS
RETIREMENT SEMINAR (R101)
DIGITAL CONTENT
REFERRAL
01
FIRST MEETING
Discovery
Meeting
30–60 MINUTES
IN PERSON
ADVISOR LED
AGENDA
  • Warm greeting and agenda overview
  • Past advisor — what was missing
  • Their story — family, life stage, transitions
  • Qualifying — liquid assets, net worth, mortgage, insurance, income
UNCOVER
  • Near and long-term goals
  • Pain points — what feels unresolved
  • What keeps them up at night
  • Plant the gap — surface one or two exposures naturally
CLOSE
  • Establish credibility and trust
  • Introduce the financial plan as the essential next step
  • Book the FPA sales meeting before they leave
📅
GATE: FPA MEETING BOOKED
02
FIRST CLOSE
FPA Sales
Meeting
45–60 MINUTES
IN PERSON
BOTH DECISION-MAKERS
FPA SCOPE
  • Net worth and full balance sheet
  • Cash flow and savings rate
  • Retirement projection — gap analysis
  • Investment review — fees, allocation, tax efficiency
  • Insurance and estate plan gaps
  • Social Security optimization
WHY THE PLAN MATTERS
  • No serious advisor recommends anything without the full picture
  • The plan is yours — regardless of what you decide next
  • Most people have never had one comprehensive document
  • The cost of the plan is a fraction of one bad decision
  • What we find almost always surprises people — in ways that matter
CLOSE
  • Recap goals and pain points from Stage 1
  • Present FPA scope and investment
  • Frame the path forward — plan leads to PMA naturally
  • Present the agreement and ask for signature
  • Issue invoice upon signing
✍️
GATE: SIGNED FPA + INVOICE PAID
NO PROSPECT PRESENT
03
TASK
Document
Gathering
CLIENT ACTION REQUIRED
CHECKLIST SENT SAME DAY
FOLLOW UP AT 5 DAYS
REQUIRED DOCUMENTS
  • Last 2 years tax returns
  • All investment and retirement account statements
  • Social Security statement
  • Pension documents (if applicable)
  • Life insurance policies and coverage amounts
ALSO REQUIRED
  • Mortgage statement and remaining balance
  • Existing estate documents — will, trust, POA
  • Employee benefits summary (if still working)
📁
GATE: COMPLETE PACKAGE RECEIVED

A prospect who delays documents after paying for the plan is signaling something. Address it directly — do not wait.

INTERNAL — NO PROSPECT
04
ANALYSIS
Financial Plan
Build
ADVISOR + PLANNING TEAM
EVERY GAP IN DOLLARS
COMPLETE BEFORE MEETING
FINANCIAL ANALYSIS
  • Full net worth statement
  • Cash flow — income, expenses, savings rate
  • Retirement projection — year by year vs. target
  • Investment analysis — allocation, fee drag, concentration, tax efficiency
RISK AND ESTATE
  • Insurance gap analysis — life, disability, long-term care
  • Estate plan gaps — beneficiary mismatches, titling, missing documents
  • Social Security optimization
  • Tax efficiency opportunities — Roth conversions, bracket management, harvesting
OUTPUT
  • Prioritized recommendations summary
  • Every gap quantified in dollars
  • Plan presentation deck built and reviewed
📊
GATE: PLAN COMPLETE AND READY

Feelings don't close. Numbers do. Every gap needs a dollar cost attached.

05
SECOND CLOSE
Plan Presentation
Meeting
60–90 MINUTES
BOTH DECISION-MAKERS REQUIRED
ADVISOR LED
PRESENT THE PLAN
  • Open by recapping their goals and pain points from Stage 1
  • Walk the plan section by section — net worth, cash flow, retirement, investments, insurance, estate, tax
  • Present each gap with its dollar cost — do not rush this
  • Gain agreement on each recommendation before moving to the next
TRANSITION TO PMA
  • "The plan tells us exactly what needs to happen. The question is whether you want us to execute it with you."
  • Present the PMA — fee structure, service model, what they can expect
  • Ask for the signature — then stop talking
CRITICAL RULES
  • Spouse must be present — reschedule if not
  • If not signed: identify the one objection and set a follow-up date
  • Never leave without a specific confirmed next step
✍️
GATE: SIGNED PMA
06
ACTIVATION
Asset
Boarding
OPS + ADVISOR
SPEED MATTERS
90-DAY REVIEW SCHEDULED
BOARDING STEPS
  • Account opening paperwork completed
  • Asset transfers initiated — ACATS for brokerage, direct rollover for retirement accounts
  • Investment policy statement confirmed
  • Initial portfolio constructed per plan recommendations
ACTIVATE THE RELATIONSHIP
  • Welcome communication sent — contacts, expectations, how to reach the team
  • First review meeting scheduled at 90 days
  • Introduce to full Diamond team
🏁
CLIENT ACTIVATED

The boarding experience is the first proof of every promise made in the sales process. Speed and communication here are not optional.

R101
SEMINAR
CONTENT
REFERRAL
→
01
DISCOVERY
MEETING
→
02
FPA SALES
MEETING
→
03
DOCUMENT
GATHERING
→
04
PLAN
BUILD
→
05
PLAN
PRESENTATION
→
06
ASSET
BOARDING
FIRST CLOSE — STAGE 2
Sell the Financial Plan
The FPA is a paid, standalone engagement. The client is buying the diagnosis before the treatment. This separates Presidio from every advisor who skips straight to the pitch.
SECOND CLOSE — STAGE 5
Sell the Portfolio Agreement
The PMA is the natural conclusion of the plan. You are not selling money management — you are asking whether they want to execute the roadmap you built together. The psychological work is already done.
PRESIDIO
CONFIDENTIAL — FOR INTERNAL USE