The secret to building confident advisors who actually bring in clients.
To help the next generation of advisors grow into business development roles, firm leadership must offer more than just a mandate to bring in clients. They need structure, guidance, and accountability. Here’s how leadership can help:
Provide Mentorship
Advisors who have never been responsible for bringing in new clients benefit greatly from regular support. Ongoing mentorship provides guidance on how to approach business development, overcome challenges, refine strategy, and stay focused. Just knowing someone is invested in their success builds confidence and momentum.
Set Expectations
Advisors stepping into business development need to understand what’s expected of them—specifically, what outcomes should result from their efforts. Clear expectations create direction and help advisors prioritize what matters most.
Track Progress
New clients don’t appear overnight, and firms shouldn’t wait for revenue to measure success. Instead, track leading indicators—such as networking conversations, referral introductions, or speaking invitations. These early signals show whether advisors are gaining traction in their niche.
By offering structure, progress tracking, and hands-on coaching, firms create an environment where next-gen advisors can grow with purpose—and contribute meaningfully to the firm’s long-term success.
How We Help
At OnNiche® by Kaleido, firms turn to us to provide the structure their advisors need. We help individual advisors within larger firms set expectations, track progress, and receive the mentorship required to navigate the opportunities and challenges of bringing in new business.
We Want Your Take! How are you helping your next-gen advisors grow into business development roles? Are you providing structured mentorship or relying on informal guidance? What expectations or metrics have made the biggest difference in their growth? We’d love to hear how your firm is supporting the next generation. Join the conversation and share your experience at the OnNiche® Public Square!