Future Client Specialist

About the company

The company ( [link for members] ) is an independent investment advisory firm providing full-context wealth planning solutions. The firm brings together investment, tax, retirement, estate, and other financial considerations to help clients evaluate decisions in the context of their whole financial lives.

Founded in Sacramento, California, in 1993, the company is a high-growth, private equity-backed, multibranch registered investment adviser. The company is primarily a fee-based fiduciary advisory firm that emphasizes client well-being and education. The firm continues to expand through acquisitions and organic growth.

The company is a great place to work and build a career. The firm ranks among the top 15 on Barron’s Top 100 RIA Firms list, has a historical client retention rate of 97%, and is a National Business Research Institute (NBRI) Circle of Excellence Award winner. Learn more at the company.

Summary

The Future Client Specialist professional reports directly to the Director of Future Client Development and is responsible for driving organic growth by engaging and educating prospective clients on the value the company can bring to their financial lives. Serving as an important first point of contact, this role helps prospective clients determine whether the company is the right fit for their financial needs and, when appropriate, connects them with the financial advisor best suited to support their goals.

The Future Client Specialist professional works actively as part of a collaborative, goal-oriented sales team to: (1) Engage prospective clients across a variety of lead channels and establish trust through thoughtful, consultative conversations; (2) Understand prospective client needs and effectively communicate the company’s value proposition; and (3) Determine and advance highly qualified opportunities to the assigned external sales team, helping create a seamless transition.

This role requires the ability to manage a high volume of prospective client interactions while delivering a personalized and professional experience. Successful team members combine strong sales discipline with genuine curiosity, active listening, and the ability to adapt structured talking points to create authentic conversations with individuals from a wide range of backgrounds.

DUTIES AND RESPONSIBILITIES

Prospective Client Engagement (40%)

• Serve as a primary point of contact for prospective clients across a variety of lead channels, delivering a professional and engaging first impression

• Communicate confidently and persuasively with prospective clients, including high-net-worth individuals, to establish rapport and build trust

• Conduct consultative conversations to understand prospective clients’ financial needs, priorities, and objectives

• Clearly and consistently articulate the company’s value proposition in a client-centric and compelling manner

• Provide a high-quality prospective client experience aligned with the company’s standards and reputation

• Build and nurture relationships with prospective clients while identifying appropriate next steps in the sales process

Sales Execution & Goal Achievement (35%)

• Execute a high volume of prospective client outreach, including outbound calls, to drive pipeline growth and new business opportunities

• Engage new opportunities promptly and effectively, progressing prospective clients through the company’s established sales process

• Consistently work toward achieving or exceeding individual and team sales goals and performance expectations

• Take ownership of assigned opportunities and exercise sound judgment in determining the most effective path toward conversion

• Effectively manage objections and prospective client concerns while maintaining momentum throughout the sales conversation

• Partner collaboratively with sales leadership and internal colleagues to maximize conversion opportunities and support broader organic growth objectives

Sales Process & Continuous Improvement (25%)

• Maintain accurate and timely prospective client information, activity, and next steps within applicable CRM and sales systems

• Adhere to established sales processes, communication standards, and best practices

• Effectively utilize CRM tools, sales enablement platforms, and digital communication systems to manage prospective client activity

• Identify opportunities to improve sales processes, messaging, and prospective client engagement

• Share insights and feedback with leadership to help strengthen sales tactics, processes, and overall team effectiveness

• Demonstrate flexibility and resilience as sales strategies, goals, and business priorities evolve

EXPERIENCE AND QUALIFICATIONS

Required

• 2+ years of measured success in a sales environment

• Demonstrated ability to uncover client needs and recommend appropriate solutions

• Strong objection-handling and problem-solving skills

• Exceptional verbal and written communication skills, including active listening and relationship-building prowess

• Willingness to learn about—and work compliantly within—the financial services industry

• Working knowledge of Salesforce or a similar CRM a plus

• Must be in good compliance standing with all applicable rules, regulations, and policies

Preferred

• Direct experience supporting direct sales or the external sales process

• Background in a high-growth RIA or multi-branch advisory firm

BENEFITS

We value our associates’ time and effort. Our commitment to your success is enhanced by our competitive base pay and an extensive benefits package, including:

• Medical: Blue Shield (PPOs and HDHP with HSA) plans and Kaiser (HMO) plans for California associates

• Dental insurance with MetLife

• Vision insurance with VSP

• Optional supplemental benefits

• Healthcare savings accounts with company contribution

• Flexible spending accounts

• Flexible working arrangements

• Generous 401K contributions

• Exempt associates qualify for our flexible paid time off policy

• Non-Exempt associates will receive 15 days of paid time off annually during the first three years of employment

• 11 Paid Holidays

• Option to participate in our Equity Purchase Program (Contract, intern, and part-time employees are not eligible)

• Future growth opportunities within the company

In addition, we work to maintain the best possible environment for our associates, where people can learn and grow with the firm. We strive to provide a collaborative, creative environment where each person feels encouraged to contribute to our processes, decisions, planning and culture.

Benefits are available to full-time associates who work more than 30 hours a week.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. Typical reporting relationships are described, but actual relationships may vary in some instances. This job description is not intended to be an exhaustive list of all responsibilities, duties, skills, or knowledge required of personnel classified in this job.

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