$3,597.00
to start
then $1,199.00 a month
Tues 14 Apr
Margaret,No occasion at all. Just a goodmoment to say we are gladyou are with us.
Daniel
A Tuesday in April
Your name is on it.
Nothing of ours is.
You did nothing.
- Job
- Land the artifact. Create curiosity, not comprehension.
- Say
- This is the whole product in one object. It turned up at a client’s door on a Tuesday in April. No holiday, no anniversary, no reason at all. Their name is on it, your name is signed at the bottom, and there is nothing of ours anywhere on it. No logo, no card from us, no ask. You did nothing to make it happen.
- Ask
- None. This slide and the next are one breath — keep moving.
- Pause
- Two seconds after “nothing of ours is anywhere on it.” Let it land before advancing.
- If they say
- “Is this a real client?” → “Yes — names in ten seconds.”
- Do not claim
- The word that starts with “g” never gets said on this slide. No price. No statistic yet.
- Budget
- 30 seconds.
What it did
40× Named. Published.
40×ROI · 3 referrals · 93 plansfirst referrals inside two cycles, which is typicalBrent Wood KochPrincipal, Wealth Management Strategies
15referrals in one month · 7 clientsthe fastest we have seenLouson Germain
23referrals · 79 clientsAlex Rosenblatt
LPL Financial: preferred client engagement partnerJeff Jackel on Bill Cates’ Referral Coach
- Job
- Prove it with names before any theory.
- Say
- Three advisors, named and published. Brent Wood Koch put ninety-three plans on it and had three referrals inside two gifting cycles, a forty-times return. That is what typical looks like. Louson Germain enrolled seven and had fifteen referrals in the first month, and I will be straight with you, that is the fastest we have ever seen. Alex Rosenblatt, seventy-nine on, twenty-three back. And LPL chose us as their preferred client engagement partner.
- Ask
- None. Let the names do the work.
- Pause
- Brief pause after “forty-times return.”
- If they say
- “Is that typical?” → “Brent is the biggest return on the page and Louson is the fastest. What is typical is first referrals inside two to three cycles.” “Can I speak to one of them?” → “I will ask. Several have offered before.”
- Do not claim
- Don’t mention Tim Dunigan. Don’t call these averages — they’re named examples.
- Budget
- 45 seconds.
Where did your last three clients come from?
“any business where your ideal next sale comes from retention of your current customers or a referral from your last one”
- Job
- Qualify out loud, without insulting them.
- Say
- Quick question before I show you anything else. Where did your last three clients actually come from? I ask because this only works for one kind of business: where your next sale comes from keeping the clients you have, or a referral from your last one. If that’s not how you grow, everything after this slide is irrelevant to you.
- Ask
- Where did your last three clients come from?
- Pause
- Full stop after asking. Let them answer both parts before you speak again.
- If they say
- “Mostly referrals already” → “Good — then this makes what’s already working repeatable.” “Honestly, cold outreach” → “Then this isn’t for you yet, and that’s fine to say out loud.”
- Do not claim
- Never say their core service isn’t good enough. Keep the brand-new/part-time disqualifier off screen and off your mouth unless asked directly.
- Budget
- 60 seconds.
What is the name
of your last Uber driver?
Five stars. Forgotten.
90% satisfied
→
25–35% ever refer
→
3–5% of those become a meeting
Needs client
- Job
- Make the gap felt, not just seen.
- Say
- Five stars doesn’t mean remembered. Most advisors’ clients are satisfied — that’s not the problem. The problem is satisfaction rarely turns into a referral, and a referral rarely turns into a meeting. Here’s a simpler way to feel it: what’s the name of your last Uber driver? You were probably satisfied. You still can’t answer. That’s what’s happening to you every day with clients who’d gladly refer you if they just thought of you at the right moment.
- Ask
- What is the name
of your last Uber driver? - Pause
- Let them actually try to answer, even briefly, before continuing.
- If they say
- “I don’t remember” → “Exactly. That’s the whole slide.”
- Do not claim
- The 90/25–35/3–5 funnel is unsourced — do not cite it out loud on a live prospect call; it only appears in the review build for the founders.
- Budget
- 60 seconds.
Why it lands
The reverse ABCs.
Anniversaries
Birthdays
Christmas
Flowers on a random Tuesday in April, for no reason at all, get a phone call to her mother.
SMTWTFS123456789101112131415161718192021222324252627282930
- Job
- Land the mechanism. This is the one idea they need to remember.
- Say
- Anniversaries, birthdays, Christmas. Everybody sends then, so nobody notices. Strike all three. What is left is an ordinary Tuesday in April. Flowers on Valentine’s Day get a polite thank you. Flowers on a random Tuesday, for no reason at all, get a phone call to her mother. And that is the difference between the two kinds of referral you get. The passive one dies at ‘we are already meeting someone Saturday’. The other one says ‘cancel that’.
- Ask
- None — let the contrast land, then move.
- Pause
- After “cancel that” — let it sit before the ring.
- If they say
- “We already send holiday cards” → “Right — and that’s exactly the ABC bucket this is built to avoid.”
- Do not claim
- Do not cite the 82%/88% branded-gift statistic — it is unresolved and review-only.
- Budget
- 90 seconds.
Four times a year. Never at Christmas.
- Job
- Show the mechanism as a system, not an event.
- Say
- Four touches a year. Forever. Never at Christmas — because at Christmas, thoughtfulness is lost in everyone else’s. Spring, summer, autumn, winter — spaced out, deliberate, always a surprise. And that’s just the surprise layer. Inside an actual client relationship there’s a whole other journey — onboarding, milestones, referral moments — I’ll walk you through that separately if this is a fit. For now, just the ring: four times a year, forever.
- Ask
- None — let the ring do the talking.
- Pause
- Let the ring breathe for a beat before talking through it.
- If they say
- “Only four times feels like not enough” → “It’s four SURPRISE touches — deliberately rare is what keeps it from feeling like marketing.”
- Do not claim
- Do not itemise the 11-step journey here. One line only, ask-me-later.
- Budget
- 90 seconds.
What you do
The whole job is a spreadsheet.
Eleanor VancePasadenaMarcus BellSarasotaRuth OkaforAnn ArborDaniel PriceBoiseAna RestrepoTacoma
Tues 14 Apr
Eleanor,No occasion at all.
Marcus
You see every touch two days before it ships. Edit, skip, or let it go.
We are a ghost in the process.
Gifting logs. Priced inside gifting limits.
- Job
- Kill the effort objection completely.
- Say
- This is your entire job. A list of names and addresses, in whatever state it is in. We clean it, import it, activate it. Two days before anything ships you see exactly what is going, to whom, and when, and you can edit it, skip it, delay it, cancel it, or do nothing at all and it goes anyway. We are a ghost in this. Zero branding of ours, ever. You take all of the credit.
- Ask
- None — this is a reassurance slide, not a question slide.
- Pause
- After “you take all of the credit”. Let it sit; it is the line that answers the objection they have not said out loud.
- If they say
- “Do I pick the gifts?” → “Absolutely not. You never have to.” “What if I do not like one?” → “You see it two days out and you can swap or skip it. Or tell our team and we make it right.” “Can I put my logo on it?” → “The second you put a logo on a gift it stops being a give and becomes an ask. It is the one thing we will not do.”
- Do not claim
- Never say “we are FINRA compliant.” Describe how the platform is built, never the adviser’s own regulatory status. Don’t promise flat CRM integration. Never name a specific founding month.
- Budget
- 75 seconds.
What it costs
Priced on your number.
100
relationships
$8,397.00
to start
then $2,799.00 a month
Three months up front so the first gift goes out now. Monthly after that. Pay annually and it is twelve months for the price of ten. US recipients · from October 2025
- Job
- Do the math live, not the pitch.
- Say
- Two numbers. What you pay to start, and what it is every month after that. Three months up front, so the first touch goes out in about three weeks rather than you waiting a quarter to see anything. After that it is just the monthly. You can stop whenever you like.
- Ask
- Roughly how many households would you put on this?
- Pause
- After the two numbers land. Let them do their own arithmetic before you speak.
- If they say
- “That seems like a lot” → use their own unit: if a client has a million with you, you have made twenty thousand this year sitting still. Can you spend a hundred and twenty on keeping them? “Which one do I need?” → minimally viable dose, same as medicine. Top of Mind will do it for most of your book. Plus+ is for the ones who have already sent you someone, or who have the finer things. Of a hundred people, maybe fifteen. “Do I pick the gifts?” → Absolutely not. You never have to. “What if my count changes?” → it moves with you, bigger book, lower rate. Full table on T.
- Do not claim
- Don’t quote the annual discount percentage unless asked — it lives in the T table, not the headline math.
- Budget
- 45 seconds.
If it is a fit
A relationship mapping call.
Bring your list, however messy.
$198 holds the slot. It is not a charge.
- Job
- Make the next step small and specific.
- Say
- If this is a fit, the next thing is a relationship mapping call. We map your households, find the moments that matter, and size it properly. Bring your list, however messy. There is a hundred and ninety-eight dollar deposit to hold a priority slot, it comes straight off your first purchase, and if the call does not make sense to you I refund it the same day.
- Ask
- Confirm the next available slot on the spot if they’re in.
- Pause
- After “it’s not a charge” — let that reframe land before explaining the mechanics.
- If they say
- “Why do I have to pay to talk to you?” → “You do not, really. It holds the slot and it comes off your first purchase. The call takes us real preparation and we do not hold time for people who do not turn up. If you would rather not, say so and we will book it anyway.”
- Do not claim
- Never call the deposit non-refundable or final. Don’t promise a specific plan before the mapping call happens.
- Budget
- 45 seconds.
Decision · 1 of 4
82% or 88%?
Branded gifts are viewed negatively. Two published Client Giant decks say 82%. Jay says 88% aloud.
Deck (×2)
82% of recipients view branded gifts negatively
Real Estate deck AND Financial deckJay, spoken
an 88% negative impact when branding a gift
sources/06-questions-jay-TRANSCRIPT.txtFounder’s ruling:
Decision · 2 of 4
January or July 2018?
The timeline says July 2018. Jay says the company was co-founded in January 2018, with the first beta group in May 2018. The deck currently says “since 2018,” which needs neither answer — but the founders should know they disagree with themselves.
Deck timeline
July 2018 — Client Giant is born
Real Estate deck timelineJay, transcript
co-founded January 2018, first beta group May 2018
sources/06-questions-jay-TRANSCRIPT.txtFounder’s ruling:
Decision · 3 of 4
Tim Dunigan: 119 plans or 5 clients?
The same deck tells Tim Dunigan’s story two ways for the same $50K and $3MM outcome — a 24x discrepancy a prospect can read on one page. This is why Tim Dunigan is omitted from the prod build of slide 2 (result).
Deck, “Expected ROI”
119 active plans, $3M+ AUM added immediately, $50,000 new revenue in 6 months, 2x total revenue in one year
Financial deck, Expected ROI sectionDeck, “Why Advisors Love Us”
Spring 2021, signed up 5 clients for Top of Mind, within 2 cycles generated $50,000+ revenue and added more than $3MM AUM
Financial deck, Why Advisors Love Us sectionFounder’s ruling:
Decision · 4 of 4
The market stats have no citations. Which survive?
FA Insight, YCharts, InvestmentNews, the referral funnel, and James Pollard's 44% are all named with no study, year, or link attached. Capgemini is the only one that is named, dated and findable.
- FA Insight 20% leave in year one, 25% in year two — no citation given
- YCharts 89% say communication style affects willingness to refer — no citation given
- InvestmentNews 58% would consolidate with one provider, only 32% do — no citation given
- Referral funnel 90% satisfied, 25–35% ever refer, 3–5% become a meeting — no citation given
- Capgemini 2018 400% more likely to become a client when referred — named, dated, findable
- James Pollard 44% of HNW clients found their advisor via referral — no citation given