Is the Rule of 3 Slowing Your Growth? Identifying the Problem in Prospecting

Many advisors face what we call the "Rule of 3": on average, it takes three meetings, three team members, and three weeks (or more) to close a prospective client. Why? Because too much of the work remains manual. The traditional process is filled with repetitive tasks, data entry, and piecemeal communication, slowing everything down. Most importantly, the Rule of 3 is a sign that traditional methods have fallen behind modern client expectations. Some advisors attempt to compensate for this inefficiency with marketing terms like "white glove service" to create an impression of attentiveness. But these terms often mask the real issue that the prospect has little control over the pace.

Why the Rule of 3 Hurts Growth:

When prospecting drags on, it doesn’t just impact the efficiency of the advisor, it affects client satisfaction. The Rule of 3 is your roadblock to providing a high level of service from the start. It means that your prospects are likely not sharing a positive experience with friends and family. In today’s fast-paced world, potential clients expect quick, transparent, and efficient processes.

The Bottleneck:

Gathering statements is a chore, portfolio visuals & proposals are a pain to create, recommendations rely on a high degree of personal knowledge, and implementation lacks consistency.

Breaking the Rule of 3:

Advisors don’t have to settle for a slow, complex, and costly process. At Overvue we address these key challenges. By streamlining data collection, automating proposals, and ensuring consistent recommendations. This cuts down on the need for multiple meetings and follow-ups, enabling prospects who are ready to move forward quickly. While each advisor’s approach may vary, the key takeaway is that evolving beyond the "Rule of 3" can be a game-changer, allowing advisors to deliver a smoother, faster, and more satisfying prospect experience right from the start.