Preparing Your Advisory Practice for Year-End: Operations, Compliance, and Client Reviews
As the year winds down, many advisors find themselves juggling client meetings, regulatory tasks, and strategic planning. But this is your best window to clean up, reset, and build momentum into the new year.
This guide offers a tactical checklist across three pillars; Operations, Compliance, Client Reviews, and Sales, to help you finish this year strong and start the next year with clarity and capacity.
1. Operations: Review, Reset, and Refocus
Data & Document Clean-Up: Archive inactive client files. Update CRM segmentation and service workflows.Verify client contact details, risk profiles, and KYC data.
Workflow Audit: Identify 1-2 bottlenecks in onboarding, review prep, or meeting follow-ups. Select one high-leverage process improvement (e.g. automate prep workflows, integrate CRM/email templates).
Team Debrief: Host a 1-hour “year-in-review” session. What worked? What slowed us down?What would save the most time next year?
Set 2026 Business Goals: Pull your P&L and benchmark against last year. Set clear goals: AUM growth, revenue per client, new clients. Consider consulting a virtual CFO or analytics tool to assess profitability.
2. Compliance: Formalize and Calendarize
Create a Compliance Calendar:
Review key annual requirements (e.g. regulatory filings, CE/licensing, client disclosure updates)
Confirm that all internal documentation, supervision logs, and risk assessments are current
Plan updates to key policies and frameworks: cybersecurity, privacy, business continuity, and product oversight
Conduct a KYP (Know Your Product) Review: Schedule 2 formal product review board meetings with your wealth support team (spring and fall). Review fund shelf, insurance products, and models. Evaluate performance, costs, and suitability. Document discussion and decisions.
Tip: Invite wholesalers to provide updated insights and research in advance.
Spot Audit Client Files: Randomly review 10 files for suitability, KYC, risk profiling, and disclosure updates.
Policy & Template Updates: If you changed fee models, services, or firm structure, update engagement agreements, disclosure documents, and service models.
3. Client Reviews: Segment, Surge, and Streamline
Reclassify Clients by Tier: Review segmentation (A/B/C or Platinum/Gold/Silver). Ensure service models, meeting frequency, and fees align.
Plan Two Annual Review Surges: Choose two 4–6 week periods (spring and fall) to batch all client reviews. Use surge calendars to protect time and energy. Free up the rest of the year for new business, referrals, and strategic growth.
Standardize the Review Framework: Each review should cover:
Key outcomes from the past year
Personal/life changes
Priorities for the year ahead
Action plan + follow-up
Tailor By Segment:
Higher-tier clients: deeper planning conversations.
Younger or emerging clients: quick check-ins, digital follow-ups.
Use planning software to automate data collection.
Capture Client Feedback: Ask each client: “What’s one thing we could improve for you next year?” Use trends to guide next year’s service enhancements.
4. Sales: Forecast, Refine, and Focus
Review This Year’s Sales Pipeline
What percentage of new client opportunities converted?
Where did new leads come from: referrals, marketing, COIs?
Which sales tactics or partnerships worked best?
Build Next Year’s Growth Plan
Set specific new business targets (e.g. # of new households, revenue per new client).
Create a 90-day sales activity plan: calls, COI meetings, follow-ups, marketing campaigns.
Block weekly business development time on your calendar.
Refresh Your Prospect Funnel
Review CRM pipeline: qualify or remove stale leads.
Segment prospects by readiness (hot/warm/cold).
Build targeted content or outreach for each group.
Identify Training or Support Gaps
Where did you feel stuck in the sales process?
Would you benefit from scripting, product knowledge, objection-handling, or follow-up support?
Engage with coaching, peer advisors, or wholesalers who can support specific gaps.
Final Tip: Don’t Forget Your Own Review
Before you close your laptop for the year, book one final meeting with yourself.
What created energy this year?
What drained it?
What will be different next year?
Clarity doesn’t come in January. It’s built in November and December.
Ready to Build Your Year-End Plan?
I have limited spots available for personalized year-end planning sessions, built to support you and your team as you close the year and gear up for growth.
If you're ready to:
Streamline operations
Sharpen your service calendar
Strengthen your sales plan for 2026
Then now is the time to act.
👉 Apply for a Planning Spot or Book a 1:1 Call to explore how I can support your advisory firm. If you’re ready to scale sustainably, we’ve built the roadmap. Strengthen your systems, sharpen your sales, and lead with vision through East Coast Coaching’s full advisor development suite: https://eastcoastcoaching.com/?utm_source=blog&utm_medium=post&utm_campaign=ECC2025
Hi, I’m Stacy, a business coach for financial advisors. I help advisors break through the chaos, scale smarter and build a business that runs – without running you into the ground. Let’s make next year lighter, sharper, and more aligned.
