When a new client signs on, the first question they usually ask is "Now what do we do?" Naturally, they may be a little bit apprehensive about contracting you to do something for them when they really don't know you beyond your sales presentations. They will probably even distrust you a little bit. Remember, you're the expert in your field, and they don't know nearly as much as you. You can assuage their concerns by immediately outlining the process that you have to go through to onboard them. "Trust me," for whatever reason, does not do much to instill peace and confidence. For me, when I bring on a new 401k client, I immediately explain the process of setting up the documents, enrolling participants, setting up deferrals, and how the merger will take place. This goes a long way toward assuring them that I know what I'm doing, and they have peace of mind since they know what to expect. Remember, clients that trust you will stay with you. And you have to earn their trust. They don't just give it to you blindly. So begin immediately earning your new client's trust.