Turn great client experiences into acquisition, retention, and cross-selling #
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Acquisition, retention, and cross-selling aren't three separate skill sets — they're the natural result of doing deep, transparent financial planning for a smaller number of clients you can serve exceptionally well. That's the philosophy behind this CE-credit webinar: how a planning-first approach to client relationships can turn client satisfaction into referrals, referrals into growth, and growth into a genuinely systematized practice.
In this session, Evan Inglis, CFP, CLU, RRC, Senior Wealth Manager at Raymond James, shares the calendar structures, customer segmentation frameworks, and technology stack that let him run his practice on his own terms, including how a well-implemented customer relationship management (CRM) system and disciplined time management fuel every stage of the client relationship, from first meeting to referral.
Discover:
- How transparent, planning-first client relationships drive acquisition, retention, and cross-sell naturally, without a traditional sales process
- How to build a client segmentation model using your CRM to prioritize the relationships that matter most
- How to structure your calendar into repeatable systems that protect your time for planning and client work
- How to define your practice's realistic client capacity and know when it's time to grow your team
Attend this webinar for 1.25 CE Credits! #
→ Get your CE credits by clicking here to complete the quiz.
How to earn your CE credit #
To earn your continuing education (CE) credit, you must watch the webinar in full and score at least 80% on the concluding quiz. Once your pass is confirmed, you'll receive an Advocis x Equisoft certificate by email within 5 business days.
Our guest panelist
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Evan Inglis, CFP, CLU, RRCSenior Wealth Manager, Raymond James
Session agenda #
- Defining acquisition, retention, and cross-sell, and why they're deeply intertwined, not separate strategies
- The role of pro bono, upfront planning in setting client expectations and building trust from Day 1
- The core principles behind sustainable client relationships: transparency, accountability, and consistent communication
- Working in year-round "periods" to build a repeatable, time-efficient client meeting cadence
- Implementing effective systems: client segmentation, CRM dashboards, and templated communication that scale a practice without sacrificing service
- Defining your practice's workload cap and knowing when to bring on more support
What you'll learn #
- Planning before selling: why pro bono, comprehensive financial plans, done before a client signs on, set the stage for acquisition, retention, and cross-sell alike.
- Client segmentation: how to use your CRM to categorize clients by assets, needs, and relationship stage, so you always know where to focus your attention.
- A repeatable meeting cadence: how to divide your year into planning periods so client meetings, reviews, and check-ins happen on a predictable, scalable schedule.
- Calendar discipline: how blocking time for planning, prep, and compliance work, not just client meetings, protects the time management that makes quality service possible.
- A defined workload cap: how to calculate the realistic number of client families your practice can serve well, and what to do once you hit that number.
- The right tech stack: how scheduling tools, CRM systems, and planning software work together to free up time for genuine client relationships.
About our expert speaker #
Evan Inglis, CFP, CLU, RRC — Senior Wealth Manager, Raymond James #
“We don’t work with clients that are disengaged in that way.”
With over fifteen years of experience as a financial advisor, Evan Inglis has built a practice around full transparency, pro bono upfront planning, and disciplined time management. Now a Senior Wealth Manager with Raymond James, Evan works with a limited number of client families, so every relationship receives a fully personalized, planning-first experience. In this webinar, he shares the segmentation models, calendar structures, and technology systems that support that approach at scale.
Deepen your knowledge: acquisition, retention & practice growth #
- Acquisition, Retention & Cross-Sell: A Guide for Financial Advisors: a companion resource with concrete segmentation and cross-sell tactics.
- 8 Productivity and Time Management Tips for Advisors: more strategies for structuring your calendar and protecting your time for planning.
- CRM Comparison for Canadian Financial Advisors: a breakdown of what to look for in a CRM built for the way Canadian advisors actually work.
- 6 Effective CRM Implementation Tips for Advisors: how to get the most out of your CRM once it's in place.
- How Financial Advisors Can Perfect Client Onboarding: a practical framework for the meetings and best practices that set the tone for the entire client relationship.
- Practice-Changing Tips for Financial Advisors From 6 Industry Experts: more strategies from Evan Inglis and other industry experts on strengthening client relationships and streamlining workflows.
