Ep 444: Driving More Client Referrals In The First 100 Days By Crafting An Exceptional Onboarding Experience with Libby Greiwe
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 1 July 2025
⏱️ 90 minutes
🧾️ Download transcript
Summary
When Libby Greiwe realized that most client onboarding processes felt either clunky or cold, she decided to transform her own. What she has developed—based on her years as both a financial advisor and coach—is a system designed to create a seamless, personalized client experience that not only demonstrates professionalism, but also inspires client referrals within their first 100 days with the firm.
Libby is the founder of The Efficient Advisor, a coaching and consulting business based in Loveland, Ohio, that helps financial advisors build systems to run their firms with less stress and more efficiency. Listen in as Libby shares how she breaks down onboarding into three 30-day phases, how her firm tracked client “intel” for meaningful personalization, and what she believes is the key to client loyalty and long-term growth.
For show notes and more visit: https://www.kitces.com/444
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 |
| 0:21.9 | next level in your advisory business. And now here's your host, Michael Kitsis. |
| 0:28.0 | Welcome, everyone. Welcome to the 444th episode of the Financial Advisor's Success Podcast. |
| 0:34.4 | My guest on today's podcast is Libby Grywe. Libby is the founder of the efficient advisor, |
| 0:38.9 | a financial advisor coaching and consulting business based in Loveland, Ohio. That's focused on |
| 0:43.8 | helping advisors create systems and processes for themselves so that they can run their businesses |
| 0:48.5 | in less time and with less stress. What's unique about Libby, though, is how she has created |
| 0:53.6 | a system for onboarding clients |
| 0:55.2 | based on her experience as a coach and as a financial advisor herself that demonstrates a firm's |
| 1:00.0 | professionalism reduces points of friction and shows personal touches that together can drive |
| 1:05.0 | client referrals after just their first 100 days with the firm. In this episode, we talk in-depth |
| 1:10.5 | about how Libby divides the onboarding process into three segments, with the first 30 days with the firm. In this episode, we talk in depth about how Libby divides the |
| 1:11.9 | onboarding process into three segments, with the first 30 days being a window of professionalism, |
| 1:17.0 | the second 30 days aiming to surprise and delight, and the remainder of the period being an opportunity |
| 1:22.0 | to shock and awe how Libby conducted what she calls paperwork parties with her financial |
| 1:26.8 | planning clients within the |
| 1:28.0 | first 30 days of onboarding to complete required paperwork in person or on a video call to avoid the |
| 1:32.6 | hassle and mistakes that can come when clients are left to complete these tasks on their own, |
| 1:36.4 | and how Libby then sent weekly emails to keep clients updated on where all of their action |
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