Announcing Bill Good’s New Successor Course
For Advisors Who Want MORE Out of Their Junior FAs
Ready to secure the future of your practice?
If you’re like most advisors, you’ve probably
helped hundreds of people retire when they
want and how they want. You’ve probably
also helped them prepare to transfer their
wealth to the next generation.
But have you done this for your own
You may have selected a family member to
succeed you. Or perhaps you have carefully
vetted a junior advisor. In either case, you
want your Successor to continue preserve,
grow, and enjoy what you created.
But does your Successor have the skills to do
what you do?
THE TWO CRIPPLING MISTAKES
MOST ADVISORS MAKE
You may already have made one of
these two crippling mistakes:
1) You tasked your junior FA with
servicing the lower end of your book.
2) You told your junior, “Cold call like I
did. Prove that you can make it.”
Mistake #1 creates a servicing advisor
with no rainmaking skills at all. When
you are gone, your successor has
inherited a dying business.
Mistake #2 is doomed to failure.
Today, junior FAs cannot cold call like
you did. It’s a different world. The
failure rate is somewhere north of 98%.
And yet, the skill your Successor needs
most is the ability to “make rain.”
The “warm approach” of taking over
bottom clients certainly does not
create the rainmaking skills to
continue to grow the business.
The “cold approach” is doomed to
failure in a very high percentage of
To help you overcome this problem,
I’m pleased to announce the Successor
Program, a special course that teaches
the skills your Junior FA needs to
survive and thrive after you retire.
Tailor-Made for You
The Successor Program consists of
several different modules developed
specifically for your practice. The
modules below give you a sample of
what to expect, though your own
program may look slightly different.
This coaching course is designed to
provide your Successor with the
marketing, selling, and management
skills necessary to take over your
practice and continue to grow it.
1) The Introduction. If your Successor
is just coming on board, we introduce
him/her to your clients. This is a three-part process.
2) Database Management. In this
module, your Successor learns to
properly classify and maintain data.
Data management skills enable your
Successor to understand the DNA of
your business and to build on it.
3) Branding. As needed, your
Successor will be guided through
building a new “Successor brand.”
Long-time clients need the comfort of
knowing the ship is in good hands.
4) Client Marketing Basics. The
mission of client marketing is: become
or remain sole provider for all clients
who follow advice. That’s a tall order.
We work with your Successor to plan
and execute a robust client marketing
5) Time Management. In this module, we
help you and your Successor capitalize on
proper time management to optimize
6) Team Management. The placement of
this module depends upon how your team
is currently configured. Your Successor
will learn how to manage team members
properly by learning their own respective
7) Relationship Management. In this
module, your Successor learns skills
needed to leverage client relationships,
like profiling, relationship mapping,
developing and managing strategic
partners, and event marketing.
8) New Business Development. In this
module, your Successor develops contact
management skills and modern mass
marketing techniques to spread your
brand to more people than ever before.
9) Sales Apprenticeship. At a point that
will be jointly determined by the
Successor, you, and your coach, it is time
for the Successor to master the sales
process. Your Successor will learn “The
Good Way to Sell.” This apprenticeship
continues until your Successor can close
at least 30% of non-referral leads.
10) Money Management Apprenticeship.
In this module, you teach your Successor
how to manage the assets. As this process
unfolds, it is vital that you as the Senior
FA and your Successor as the Junior FA
speak with one voice. Two partners
cannot have different opinions. Our role
in this module is to monitor your
partnership and ensure it remains solid.
We, of course, do not have input on
money management strategies.