Once a lead takes your firm-branded Impact Assessment through Ethos and you have their contact info, what next?

This guide walks through how to engage a lead you source through Ethos.

1. Get an email prospect from Ethos

When a lead takes your firm-branded Impact Assessment (learn more about this here), you get an email notifying you with the lead's contact info.

Click on the button in the email, "Sign in to see the lead's Impact Assessment".

2. Navigate to the lead's profile in your account on Ethos

In your account on Ethos, navigate to the client's profile by clicking Clients > Clients and Leads.

Then find and click on the lead.

3. Navigate to the lead's Impact Assessment results

From the lead's profile, click the "Assessment" button to find their assessment results.

4. Use the lead's Impact Assessment results as a starting point for a conversation

Use the lead's Impact Assessment results as a starting point for a conversation. The lead will have seen these results when they completed the assessment.

If you want to create a PDF version of the lead's Impact Assessment, click on Reports > Reports, then click on the "+ Create report" button and follow the steps to create an "Impact Assessment" report. This step allows you to customize what you want to include on the report. From the created report, in the bottom left of the screen, click the PDF button. It will take a few seconds and will download when ready. 

When talking to a client about their Impact Assessment, here are a few example talking points to use:

• These results are based on the assessment that you took (the causes you picked).
• We have impact ratings of stocks and funds based on the specific causes you care most about and can use them to help better align your portfolio with your causes.
• Ratings are based on 250+ metrics such as carbon emissions, water withdrawal, pay equity, diversity and inclusion policies, etc., of which ~60% are from independent third parties (rather than just company self-reported data). This data helps us avoid "greenwashing" and ensure your portfolio is having real impact on the causes you care about.

5. Create PDFs of example funds or stocks you want to show the lead (optional)

Optionally pull up profiles or 1-page PDFs for a few funds or stocks that you want to show the lead as example investments you would consider. Find top funds or stocks under the Research dropdown.

You can filter funds or stocks to specific causes, or to the overall mix of causes that the client cares about, using the left-hand filters.

To create a 1-page PDF impact summary of a fund or stock, hover over the security and select the "1-page PDF" button. Ethos will generate a firm-branded PDF and notify you when it's ready.

6. Create sample portfolio analyses to show the lead (optional)

Optionally create sample portfolios for the client:

• One "current" portfolio (if you have the lead's statements) or an example "average" portfolio, and
• One "proposed" portfolio that includes some top-rated funds and/or stocks you might consider for the lead

Navigate to the client by finding the client in your client list (Clients > Clients and Leads).

Click on the " Add Portfolio" button to create a new portfolio.

Name the portfolio whatever you would like and set as either Current (for a "current" or "average" portfolio) or Proposed (for a proposed better portfolio). Select a fund to use as a benchmark.

Add the funds and/or stocks you want from the left-hand side.

Set the weight of assets (or click "Equalize" to set to equal weight) and click Save.

Click Submit. Feel free to save as a model if you want, but no need to. Models are re-usable with other clients, and you can find them in your account under Clients > Portfolio Models.

You now have a portfolio analysis with several sections of analysis.

You can show the client this portfolio analysis page if you want or create a separate report by clicking the "+ Report" button.

Optionally repeat the above steps for a sample "proposed" portfolio for the client, using some top-rated funds or stocks.

7: Reach out to client and propose next steps

Reach out to the client to propose a first conversation. Here's an example email:

Subject: Your Impact Assessment results

Hi [lead name],

Thank you for completing the Impact Assessment with [your firm name]. Exciting to see your impact persona is [lead's impact persona, which you can find in their assessment results].

Are there good times for you over the next few weeks to talk about your assessment results? I'd like to show you how an average portfolio does on your causes, as well as some funds that align well with your causes and that I would consider for your portfolio.

This is a free conversation that we use to discuss your impact priorities, as well as get to know a little about what else is important to you.

Thanks,
[your name]