352: Stop Assigning Client Homework: A Better Way to Gather Data and Move Plans Forward Faster
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Mar 17, 2026
They dig into why giving clients homework slows onboarding and creates friction. Practical fixes are shared like trimming checklists, asking for original documents, and hosting guided “get organized” sessions. Strategies include scheduling joint paperwork and onboarding meetings so tasks get done together. The focus is on speeding implementation and improving the client experience while boosting firm efficiency.
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insights INSIGHT
Homework Creates Drag On Client Relationships
Assigning homework to busy clients creates friction that slows onboarding and implementation.
Clients often feel unorganized; asking them to gather everything asks them to solve the problem they hired you to fix.
question_answer ANECDOTE
Planner's Own Divorce Exposed Data Pain
Libby recounts how her own divorce required uploading financial data and how time-consuming it was even for an organized planner.
The story illustrates that even savvy clients struggle with massive document requests.
volunteer_activism ADVICE
Send Only Relevant Documents
Reduce checklists to only the documents that clearly apply to the client.
Ask targeted questions in the initial meeting to cross off irrelevant items before sending anything.
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In this episode, Libby explores one of the most common sources of friction inside advisory firms: the homework advisors give their clients. While assigning tasks like uploading statements, linking accounts, or completing paperwork may seem efficient from the advisor’s perspective, it often slows the process down and creates frustration for clients who already have full, busy lives. Libby shares practical examples from her own firm and her First 100 Days onboarding framework to explain why client homework creates drag in the planning process and how advisors can redesign their workflows to make doing business easier for clients.
Why assigning homework to clients often creates friction that slows down onboarding, data gathering, and implementation
How advisors accidentally ask clients to solve the very problem they hired an advisor to help with—getting organized
Practical ways to reduce friction in the data-gathering process, including simplifying checklists, removing unnecessary requests, and hosting a guided “get organized” meeting
How scheduling tasks like application paperwork, account setup, and onboarding steps with clients can dramatically speed up implementation and improve the overall client experience
Ultimately, reducing friction is not just about creating a better experience for clients—it also leads to a more efficient business for advisors. When advisors help clients complete tasks together instead of assigning them homework, processes move faster, information becomes more accurate, and clients feel more supported throughout the planning journey.
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The Efficient Advisor: Tactical Business Advice for Financial Planners