NALA

Introducing the Sandler New Advisor Launch Accelerator (NALA)

Many firms face the same issues: advisors who leave too soon, producers whose results vary from month to month, and new hires who take too long to become productive.

The Sandler New Advisor Launch Accelerator (NALA) is designed to address these challenges directly. It is a structured, repeatable training system that helps you:

Ramp new advisors faster: Give them a clear roadmap from day one
Elevate existing advisors: Reinforce best practices and correct unhelpful habits
Build a consistent approach: Align your team around a common language, process, and mindset

By combining proven sales methodology with practical tools and coaching, NALA helps you develop high-performing financial sales advisors who contribute to results earlier and more reliably.

Problems

Many organizations face the same recurring challenges with new advisors:

Inconsistent productivity: new advisors produce at uneven levels, making results hard to predict
Low early retention: Many advisors leave within the first 12–48 months, before they reach full potential
Extended ramp-up time: It takes too long for new hires to become reliable revenue producers
Theory-heavy training: Development programs feel disconnected from actual sales conversations and day-to-day realities

The Solution

The Sandler New Advisor Launch Accelerator (NALA), by Glenn Mattson, gives new financial advisors a clear, step-by-step path to becoming high performers from their first day.

Instead of relying on informal or inconsistent onboarding, NALA uses a proven, repeatable system built around three core drivers of sales success:

Behavior: What advisors do each day, including their prospecting, follow-up, and meeting activity
Attitude: How they think about themselves, their role, and their clients, especially in the face of rejection or setbacks
Technique: How they communicate, ask questions, and guide conversations in real client meetings

Each of these elements is taught and reinforced in a way that matches how today’s clients actually make buying decisions, so advisors learn to sell in a manner that feels relevant, professional, and effective.

Reasons

These challenges persist for a few core reasons:

Outdated training approaches: Many firms still onboard new advisors using traditional methods, and see the same limited results
Too much theory, not enough behavior: programs focus on concepts and product knowledge instead of what advisors should do and say in real conversations
Limited coaching structure: Managers do not have simple, repeatable tools to coach, observe, and reinforce effective behaviors
Misalignment with today’s buyers: New advisors are not taught how modern clients make decisions, so their approach does not match how people actually buy today

Deliverables

NALA provides a complete, ready-to-implement development system for new advisors. It includes:

Self-directed training curriculum: Step-by-step learning paths that guide new advisors through core skills and concepts
Prospecting, discovery, and feeling/fact-finding modules: Focused lessons on how to find prospects, ask effective questions, and uncover both emotional and factual buying motives
Real-world scripts, playbooks, and workbooks: Practical tools advisors can use to prepare for and debrief actual client conversations
Video dramatizations and scenario-based learning: Examples of sales situations that show what to do (and what to avoid) in real time
Peer learning forums: Structured group sessions where advisors share experiences, practice together, and reinforce key behaviors
Coaching guides and manager enablement tools: Resources that help leaders coach consistently, track progress, and support advisors’ development over time

What You’ll Gain

✔️ Higher Retention & Faster Ramp-Up
Create a consistent path to productivity with self-directed, role-specific training.

✔️ Complete Curriculum
Covers Prospecting, Discovery Interviews, and Feeling/Fact-Finding Conversations.

✔️ Real-World Tools
Workbooks, video dramatizations, scripts, playbooks, peer forums, and more.

✔️ Built-in Coaching Support
Managers get videos, guides, and coaching tools to reinforce every lesson.

✔️ Flexible Delivery
Use it as a stand-alone program, integrate with your current training, or personalize for individual growth.

How it Could Be Used Firm-Wide

How NALA Can Be Deployed Across Your Firm:

Stand-alone implementation: Use NALA as your primary training program. Most of the design, content, and structure are already built for you, so your team can plug in and start using it quickly.
Hybrid implementation: Combine NALA with your existing training. Use it to deepen specific skills, add structure to what you already do, and create a more consistent experience across teams.
Discrete implementation: Apply NALA to support one individual at a time. Focus on targeted skill development for a single advisor who needs a clear, personalized path for growth.

New Advisor Launch Accelerator Program

Launch Your Financial Advisors with Confidence