From “Yes” to Progress: How to Lead Clients Through Next Steps

When a client says “yes” to working with you, the next steps matter just as much as the pitch that got them there.

In Episode 171 of the From Busy to Rich podcast, Justin Lakin and Wes Young dive into what they call the Direction Phase; the critical time when financial advisors turn planning concepts into bite-sized, actionable client steps.

Helping Clients Avoid Overwhelm

Wes opens the conversation by sharing a key insight: even the most engaged clients can quickly become overwhelmed if too much information is delivered at once.

The solution? Keep meetings focused and time-bound, ideally around 45 minutes, and avoid the temptation to cover every possible strategy in a single sitting.

As Wes puts it, “You don’t want the process to feel like a word salad. The goal is clarity and momentum, not dumping information just to check a box.”

The Power of the Strategy Summary

One standout tool discussed in this episode is the Strategy Summary.

This living document shows clients exactly what’s in progress, what’s on hold, and what’s coming next. It also creates built-in accountability, making it easier for clients to track tasks like sending in tax documents or uploading financial statements.

Wes recommends always letting clients know what to expect before the next meeting. This simple communication step keeps clients engaged and sets clear expectations around deliverables.

Fixed vs. Variable: The Family Bank Conversation

A key part of the Direction Phase often includes walking clients through their liquidity, what Wes refers to as the Family Bank.

He explains how breaking down fixed versus variable assets helps clients understand how their money works in different market conditions. Using relatable metaphors like yo-yos on staircases and strategic rebalancing, Wes highlights why discipline, not market timing, is what really drives long-term success.

Mind Vault Method: Preparing Before the Meeting

Another strategy Justin and Wes discuss is the Mind Vault Method, where advisors record short video walkthroughs of client strategies in advance.

This technique ensures the advisor shows up prepared, keeps the conversation on track, and delivers insights in a way clients can absorb.

Why This Matters

The Direction Phase isn’t just about moving money or checking off tasks; it’s about building client trust and making progress feel doable.

For advisors, it’s a reminder that less is often more when it comes to helping clients take action.

Visit Wes Young Live Website for more episodes and resources like this!