Client Onboarding: The First 90 Days to Turn New Clients Into Raving Fans

Why Does Client Onboarding Matter?

Client onboarding shapes the entire relationship. Clients judge your reliability, your communication style, and your commitment long before they see a financial plan. Strong onboarding builds confidence. Firms with a structured onboarding experience see 50% higher new client retention rates (Advisor Growth Strategies). When you control the early experience with intention, you set a tone that supports long-term loyalty and steady referrals.

Before the First Meeting: Set Confidence Early

Clients want to feel sure they made a smart decision when they chose your firm, so focus on providing them enough clarity so they feel prepared for the first meeting. Establish expectations, reduce uncertainty, and guide them through the first steps. At this stage, send three key emails:

• Pre-Meeting Email – Confirm the appointment and tell clients what to bring.
• Welcome Email Newsletter – Cover key information new clients need and share high-value content.
• FAQ Email – Answer common questions proactively.

When clients walk into the meeting feeling informed and supported, you create early trust that carries into every conversation that follows.

After the First Meeting: Strengthen Connection and Show Follow-Through

Once the first meeting ends, focus on relationship building. Clients want to feel heard. They want to see that you remember personal details and understand what matters to them. Your follow-through signals reliability. Warm communication, quick acknowledgment, and thoughtful next steps show clients that you pay attention.

• Mail a Welcome Card – Include a thank you and personal note.
• Update Your CRM – Log meeting notes, client preferences, etc.
  • One advisor notes their coffee preference and has it waiting for them at the start of any future meetings!
• Set Up Drip Email Campaigns – Your new client should receive emails for birthdays, anniversaries, monthly market insights, etc.

This stage defines how clients experience your service in real time. When you maintain consistent communication that reinforces your value, they stay engaged and feel comfortable reaching out.

90 Days and Beyond: Deepen Loyalty and Invite Engagement

At the 90-day mark, clients have a clear picture of your process and your communication rhythm. Now it’s time to strengthen loyalty. Gather feedback to improve your service and reinforce the relationship by providing consistent value. Clients who trust your work feel more confident introducing friends, family, or colleagues. They also feel more invested in the long-term relationship.

• Send a Short Satisfaction Survey – Gauge their experience and use this feedback to refine your process.
  • If multiple clients ask the same question, add it to your FAQ or welcome materials.
• Request a Review (if permitted by compliance) – Reviews help prospects find you through both traditional and AI search.
• Host Events – Encourage them to bring family and friends.

This stage turns new clients into strong supporters who feel connected to your firm and your community.

Your “WOW” Factor

Your client onboarding process should WOW clients from day 1. Set confidence before the first meeting, strengthen connection after the meeting, and continue to deepen loyalty with ongoing support. This simple structure helps clients feel supported and understood – and helps your team stay organized. When clients experience consistent guidance from the start, they stay engaged and speak confidently about your work. A clear onboarding plan creates stronger relationships and leads to higher client retention and more referrals.

Download our Client Onboarding Guide for a complete checklist of everything you need to do in the first 90 days. This actionable guide includes email templates, examples of high-value content, and a timeline for every client touchpoint. Stop guessing what to do next and start delivering the experience that turns new clients into raving fans.

FAQ

What is client onboarding?

Client onboarding describes the early stage of the client journey when advisors guide new clients through expectations, communication, and next steps.

Why do advisors benefit from a strong client onboarding process?

A strong process increases trust, supports clear communication, and improves long-term retention.

How long should client onboarding last?

Most advisors follow a structure that covers the first meeting, the early follow-up, and the 90-day mark.

Why does communication matter so much during client onboarding?

Clear communication gives clients confidence and reduces uncertainty during a stage when they rely heavily on guidance.

How does client onboarding support referrals?

Clients who feel guided, understood, and supported during the early months feel more confident introducing others to the firm.

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