Train, Integrate, Retain: A Playbook for Adviser Onboardings

A man works with a woman on job training.

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Bringing on a new adviser is an exciting milestone — it represents a growth opportunity and the promise of a stronger future for your practice. But if you're not prepared with a solid training plan, that excitement can quickly turn into frustration.

A new hire isn't a one-size-fits-all solution, and without a structured intentional approach, you risk losing both time and talent.

Properly training new advisers starts with clarity — clear goals, defined processes and meaningful mentorship. It's about building a foundation that not only supports their success but also strengthens your team and ensures long-term sustainable growth.

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Lay the groundwork with clarity

A successful training program starts with a clear foundation. New advisers need a strong understanding of your firm's production goals, investment philosophy and business strategies to integrate seamlessly into the team and client relationships.

Here's how to lay that groundwork effectively:

Introduce your investment philosophy statement (IPS). 

Your IPS is more than a set of guidelines; it's the road map for how your firm operates and what it promises clients. Help new advisers understand this vision so they can align with both the team and client expectations.

Balance flexibility with structure.

While boutique services require adaptability, having a menu of standard solutions provides:

A reliable starting point for new hires
A framework to determine when exceptions truly serve the client's best interest

Clarify how your firm drives business. 

New advisers need to know whether your firm focuses on high-growth marketing strategies or thrives on client retention and referrals.

Consider these key points:

Across many firms, a high percentage of new business comes from existing relationships
Understanding this balance helps advisers prioritize between generating new sales and nurturing current clients
Ensure your first-appointment pipeline can support all advisers' needs to avoid unnecessary friction

Align goals, strategies and expectations. 

By connecting production goals, marketing strategies and your IPS, you create a cohesive structure.

This alignment allows advisers to:

Ask the right questions from day one
Pursue targets that align with firm objectives
Understand how their role fits within the team and the larger strategy

Understand the timeline of success

Onboarding new advisers takes time and patience. While most advisers want immediate results, effective training goes beyond handing them a script or attaching them to a few meetings.

Here's how to structure their journey for long-term success:

Focus on cultural integration in the first 90 days.

Familiarize new advisers with your IPS, operational workflows and planning tools
Introduce them to the support team, including marketing, scheduling, case prep and administrative staff
Help them understand how the firm's moving parts work together to prepare them for success

Build long-term success over 12 months. 

The full development cycle spans a year, with clear milestones to track progress across these key areas:

Cultural integration. Encourage new hires to immerse themselves in your firm's community. Building relationships with mentors and peers helps them understand "how and why" your practice operates.
Planning excellence. Train advisers to master your IPS, planning strategies and tools so their knowledge aligns with how you serve clients.
Client relationships. Gradually involve them in client meetings, events or reviews as trusted members of the team.
Sales process. Allow advisers to practice your sales process and refine their communication skills under guidance to authentically connect with prospects.

Embrace deliberate, intentional development. 

Rushing the training process can backfire. A consistent approach fosters confidence, improves retention and sets up advisers for long-term success.

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Tailored training for every personality

Every adviser is unique, and a one-size-fits-all training approach won't cut it. Personality assessments, like the DiSC profile, can help you understand whether someone thrives in a structured environment or prefers a more self-directed approach.

Here's how to help ensure the right fit for long-term success:

Use personality insights to guide development.

Assess whether an adviser prefers rigid processes or a flexible, self-directed environment
Align their training with your firm's culture to create a seamless fit
Leverage their natural strengths to boost confidence and performance

Equip advisers with the right tools and mentorship.

Provide technological tools and relational support to set them up for success
Pair mentorship with modern strategies that accelerate learning
Focus on clear production goals that align with your investment philosophy

Foster a collaborative, supportive environment.

Create a culture centered on clear expectations and shared wins
Encourage teamwork and communication to build confidence and cohesion
Remember: When advisers feel supported, they succeed — and so does your team

The path forward 

Well-trained advisers aren't just assets — they're the backbone of your firm's future. By investing in tailored training, mentorship and a collaborative culture, you'll position both individuals and your practice for sustainable growth.

It's not just about hiring talent; it's about building a thriving community where everyone succeeds together.

Advisors Excel's mission is simple yet profound: to help good advisors become great business owners while enabling their clients to enjoy the retirement of their dreams.

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Our firm is not affiliated with the U.S. government or any governmental agency. Neither the firm nor its agents or representatives may give tax or legal advice. Individuals should consult with a qualified professional for guidance before making any purchasing decisions. 4613651 – 6/25

Disclaimer

This article was written by and presents the views of our contributing adviser, not the Kiplinger editorial staff. You can check adviser records with the SEC or with FINRA.

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Matt Neuman has grown and served inside Advisors Excel since its inception in 2005. During the company’s earliest stages, in the basement of a dental office, he gave up his desk to a new hire. Matt worked off a cardboard box for weeks, later assembling his own makeshift cubicle on the weekend. He never thought twice about it. Since then, the growth of Advisors Excel into the country’s leading financial marketing organization and its commitment to helping advisors build profitable businesses has soared. Playing his part, Matt has directly recruited, coached and built deep relationships with over 200 of the top financial advisors in the AE ecosystem. Those producers have collectively secured retirement assets exceeding $20 billion and counting.