What should financial advisors do before the year ends to prepare for the year ahead?

While the final quarter of the year is often marked by the festive season, most financial advisors in India often see it as the final sprint and the most critical stretch of the year. It is not just about closing businesses on a high and making sure client growth remains strong, it is also a time to reflect and build the base for the first quarter of the following year and beyond. The festive season offers multiple opportunities but it can also bring in some distractions. However, advisors who plan with intention can carry the momentum into the new year. As Garima Katiyar, an MDRT member for five years, says, “Do not just finish the year. Finish strong and begin the next one stronger.” 

Financial advisors who have turned Q4 into the quarter of growth and success share some basic principles which need to be followed. 

 

Treat Q4 as a launchpad 

Nitin Attri, an MDRT member for five years, says the festive quarter is more about gearing up for things to come.  

This translates to Attri working more on visibility, particularly on LinkedIn, during this quarter. He shares practical posts and client success stories, and even runs polls on tax-saving and protection plans, to encourage engagement and conversation. “I do not take my foot from the pedal. By the end of the year, I will create a pipeline of self-qualified leads ready for action in Q1. It happens organically, and putting out content that draws good engagement helps,” he explains. 

Attri also sets up financial health check-ups for Non-Resident Indians (NRIs) visiting India during October to December. While he does not prioritize sales pitches during these sessions, they often open doors for new business. 

He follows what he calls the ‘December 10 Rule’. In practice, this means ensuring key cases are completed before the middle of December, which in turn, frees up the rest of the month for client engagement and offers a window to prepare for the coming quarter. “I also offer personalized ‘future wealth maps’, which are liked by clients and help start conversations on long-term financial planning. 

Attri works on a simple philosophy. “For any financial advisor, January should not be devoted to cold calls. It is bound to set you back considerably. I believe if you start the year with cold calls; you’re already behind. But if it begins with warm referrals and inbound leads, you’re already ahead.” 

 

Set clear goals and work on an honest self-review 

Katiyar points out Q4 is also a time to reflect what advisors need to measure their performance and what more can be done. It could be anything from securing new certifications, to maintaining good client growth, among other things. She says, “I set clear and measurable goals at the beginning of Q4. These goals are broken into quarterly, monthly, and weekly levels, which makes sure progress is consistent.”  

Katiyar adds that self-reflection is critical. She makes it a point to reflect and evaluate the areas where she excelled and the ones where she struggled, in productivity, time management, or work-life balance. The gaps are fixed with structured solutions such as adopting daily planners, blocking time for critical functions, and setting structured policies to maintain work-life balance.  

Besides reflecting on oneself, end-of-year reviews with managers and mentors are also important, Katiyar points out, “These conversations offer the chance for garnering constructive feedback, celebrating wins and getting support across the value chain. Success is never accidental and comes with a lot of planning, continuous learning, and sharp, consistent execution.” 

 

Plan and embrace the festive spirit 

Each strategy may be different, but both advisors agree that Q4 is not the end, but a start. Even as the festive season brings cheer and celebration, these advisors also see celebration as an opportunity for preparation for scale and growth. For instance, Attri uses festive gifting as a tool for meaningful conversations, while Katiyar uses it for goal setting and honest reflection. The commonality is a forward-looking mindset.  

Whether it’s strengthening relationships, setting clear goals, sharpening visibility, or planning pipelines, what one does before December 31 can determine how January begins and how the first quarter will shape up for financial advisors. 

 

Contact: MDRTeditorial@teamlewis.com