Ep 425: Implementing A Financial Planning Quality Control System To Improve Both Client Outcomes And Referrals with Sebastian Guerra

Financial Advisor Success

Michael Kitces

News, Business, Entrepreneurship, Business News

4.8 • 696 Ratings

🗓️ 18 February 2025

⏱️ 90 minutes

🔗️ Recording | iTunes | RSS

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Summary

Sebastian Guerra is the President of Guerra Wealth Advisors, a hybrid advisory firm based in Miami with nearly $15M of revenue and almost 60 team members, supporting over 1,700 client households. What's unique about Sebastian is how his firm has implemented a quality control system where a team member follows up with clients right after their advisor meetings to gather feedback and ensure high service standards. This approach not only improves the client experience, but also encourages referrals, online reviews, and social media engagement by prompting clients to act immediately after providing positive feedback.

Listen in as Sebastian discusses how the firm attracts and consolidates assets from new and existing clients—onboarding nearly 480 households in a single year—with educational events and a streamlined process enabling advisors to handle up to 35 weekly meetings. He also highlights how his firm has benefited from using the Entrepreneurial Operating System amidst its rapid growth, how his firm leverages an in-house recruiter to find top talent, and how he balances his business commitments with his evolving priorities as a new husband and father.

For show notes and more visit: https://www.kitces.com/425

Transcript

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0:00.0	Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with
0:07.1	financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading
0:12.4	financial advisors navigated the inevitable challenges that arise on the path to success
0:17.4	and get insight from leading industry consultants about how to break through to the next
0:22.2	level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.
0:29.0	Welcome to the 425th episode of the Financial Advisor's Success Podcast. My guest on today's
0:34.5	podcast is Sebastian Gera. Sebastian is the president of Gera
0:37.9	Welfareeisers, a hybrid advisory firm based on Miami, Florida, with nearly 15 million of revenue
0:42.8	and almost 60 team members supporting over 1,700 client households.
0:47.3	What's unique about Sebastian, though, is how his firm has implemented a financial planning
0:50.9	quality control system, where a dedicated team member touches based with
0:54.6	clients immediately after their meeting with an advisor, often before the client even leaves the
0:58.4	office, to ensure that clients are receiving a high level of service, get feedback on where the
1:03.1	firm can improve, and drive referrals and online reviews and social media engagement by asking
1:08.0	clients to engage immediately after they provide positive feedback.
1:12.1	In this episode, we talk in depth about how Sebastian hired a team member to become a quality
1:16.3	control specialist and has found so much success that he's added a second, specifically to follow
1:21.3	up with clients after meetings to ask about their experience with both the advisor and other
1:25.2	departments in the firm, which they interact with,
1:30.7	from the front desk to operations to advisors themselves.
1:36.2	How Sebastian's firm has received 400 client referrals annually, averaging nearly 25% of their total client count, in part by having these quality control specialists ask clients,
1:40.6	not to provide referrals per se, but to name individuals they would reach out to if they ran
	...

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