Skip to content
GullySales
Tell us what you need

Wealth management firms · Sales process

Write down what happens between a first call and a signed mandate.

A sales process for a wealth management firm is the fixed set of steps from enquiry to signed mandate. It sets who takes the first call, what is asked, how a proposal is followed up, and when the first review meeting is booked. GullySales writes this with your advisers and gives you the record to see where investors drop out.

Tell us what you needor call +91 80958 58589

Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of wealth management firms at work in India

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for wealth management firms

Sales and marketing for wealth management firms, the overview.

Last updated 8 Nov 2026. Rules for this trade differ by state and professional body, and they change. We describe restrictions in general terms, so check the current position with your own council or adviser before you publish anything.

For wealth management firms

Where it usually goes wrong, and what we would do.

  • “The first call has three questions, not a pitch”

    A good first call finds out what the investor is trying to solve, roughly how much is involved, and when they need a plan, before any product is mentioned.

  • “A proposal without a follow-up date is a plan to lose it”

    The process fixes a follow-up on day five and day fifteen after every proposal, rather than leaving it to whoever remembers.

  • “Onboarding is part of the sales process, not after it”

    The weeks after a mandate is signed, while paperwork and the first investment move through, are where a new investor either settles in or has second thoughts.

What we do

What we deliver for wealth management firms.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. Written first-call structure

    A fixed set of three questions for the first call, covering what the investor is trying to solve and their rough timeline, before any product is mentioned.

    Result: Every first call uncovers what actually matters to that investor.

  2. Day five and day fifteen follow-up rule

    A fixed follow-up point after every proposal is sent, written into the process rather than left to memory.

    Result: A proposal taken away to think about does not go quiet.

  3. Onboarding checklist for the weeks after signing

    A checklist covering paperwork and the first investment move, for the period when a new investor could still have second thoughts.

    Result: A newly signed investor feels looked after, not forgotten.

  4. Drop-off record by stage

    A record of where in the process investors are lost, from first call through proposal to signing.

    Result: You can see exactly which stage of the process needs fixing.

  5. One-page process document for every adviser

    A single document setting out each step from enquiry to signed mandate, agreed with your senior adviser.

    Result: Every adviser follows the same considered process.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

Take an investor from a referral call to a signed advisory agreement in fixed steps.

Referral or enquiry call
Ask who referred them, what they want help with, such as retirement or the proceeds of a business sale, and the rough amount. Record the referrer so the thank-you is not missed.
Risk profiling
Complete the risk profile questionnaire and record the time horizon, liquidity needs and existing holdings. Keep the signed profile on file before any recommendation is made.
Gathering the papers
Ask for the CAS statement, insurance policies and any property or loan details. Note what is missing and who will send it.
Proposal meeting
Present the recommended allocation, the fee and how it is charged, and the risks, with no promise of returns. Record the investor's questions and objections in the meeting note.
Agreement and KYC
Sign the advisory or PMS agreement and complete KYC and any account opening. Note the status of each form and the date the first investment can be made.
First review booked at signing
Book the first review meeting when the agreement is signed, and agree what it will cover. Record how the investor prefers to hear from you.

Who it is for

This is written for these wealth management firms.

  • Independent practices registered as investment advisers
  • Registered investment advisory firms
  • Portfolio management services
  • Family offices
  • Mutual fund distributors
  • Insurance and wealth practices
  • NRI-focused wealth advisers
  • Retirement and pension planning practices

Not for

It is not the right fit if.

  • Your advisers each run meetings their own way and none is willing to change, so a written process would be ignored.
  • You want a process that moves an investor to sign by a set date, which no registered adviser should enforce.

How it works

How the sales process work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Study current deal flow

    We trace how deals actually move today, comparing across reps and outcomes.

  2. 2

    Define the stages

    Clear stages and criteria are designed to match how deals genuinely progress and close.

  3. 3

    Configure the CRM

    The process is built into your CRM so it is enforced structurally, not just documented.

  4. 4

    Train the team

    Reps are trained on the new process and why each stage exists.

  5. 5

    Review adoption

    We check after rollout whether the process is being followed and adjust where it is not.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Can a small firm run a formal process?
Yes, as a short checklist rather than a heavy system. A one-adviser firm still benefits from writing down the follow-up dates.
Do we need software for this?
A shared sheet is enough at first. A CRM becomes worthwhile once more than one adviser is handling enquiries.
An investor asks for our fee before the first meeting. Should we share it?
Yes. Give the fee, how it is charged, whether a flat advisory fee, a share of assets or commission, and what it covers. An investor comparing firms tends to drop the one that will not say. Note the question in the enquiry record, since a fee-first investor usually wants a short, clear proposal.
Who should take the first call, the senior adviser or a relationship associate?
An associate can take details and book the meeting, but the adviser who will manage the relationship should hold the first real conversation. Investors want to know who they are trusting. Record who spoke to the investor at each step, so a handover never surprises them.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for wealth management firms.

All articles

More for wealth management firms

Everything else we would do for you.

Closest to this: sales craft

Also for wealth management firms

Or start from the overview: sales and marketing for wealth management firms.

Your next practical step

Tell us what you are trying to grow, and we will read it before we call.

Eight short steps, mostly taps. Skip anything you would rather answer on the call.

Tell us what you need