Client Relations Representative - Chesapeake, VA

Client Relations Representative

Location: Chesapeake, VA

FLSA Classification: Non-Exempt

Who We Are

At Retirement Income Source, a Sound Income Group company, we empower clients through education-driven financial planning. Our seven-step process helps avoid common retirement pitfalls while aligning strategies with long-term goals. We believe peace of mind comes from understanding your options and making informed decisions with a trusted advisor.

We foster a collaborative, performance-driven culture rooted in integrity, innovation, and service. If you're enthusiastic about making a measurable impact in the financial services space, we invite you to grow with us.

Position Summary

This is a sales-focused client relationship and business development role, not a traditional administrative support position.

The Client Relations Representative (CRR) serves as the first point of contact for prospective and existing clients while driving appointment generation, supporting advisor growth initiatives, and creating an exceptional client experience. This role is responsible for converting warm leads into qualified appointments, executing marketing events, supporting new client onboarding, and maintaining consistent outreach activity that contributes directly to advisor production and firm growth.

Success in this role is measured through appointment generation, client engagement, event execution, outreach activity, and overall contribution to advisor and business growth.

Key Responsibilities

Sales Development & Appointment Setting

Approximately 70% of this role is phone-based client outreach and relationship-building activity.

• Conduct outbound follow-up with workshop attendees, seminar leads, marketing inquiries, referrals, and existing clients.
• Generate and schedule qualified appointments for Advisors.
• Re-engage inactive prospects, dormant leads, and appointment no-shows.
• Maintain consistent follow-up cadences until prospects are booked, declined, or disqualified.
• Build rapport and establish trust through professional, consultative conversations.
• Accurately document all client interactions and activity within CRM systems.
• Track and report key performance metrics, including outreach volume, appointments scheduled, kept appointments, and conversion outcomes.
• Collaborate with Advisors to identify opportunities for increased client engagement and business development.

Marketing & Event Execution

In partnership with Advisors and the Marketing team:

• Support the planning and execution of workshops, seminars, client appreciation events, and community outreach initiatives.
• Coordinate event logistics, including venue communication, RSVPs, attendee tracking, room setup, and marketing collateral.
• Assist with attendee registration, check-in, and event-day support.
• Conduct same-day or next-day follow-up with attendees and no-shows to maximize appointment conversion opportunities.
• Represent the firm professionally at public-facing events and engage with prospective clients.
• Provide event feedback, attendance reporting, and recommendations for improving event effectiveness and return on investment.

Operational Excellence

• Maintain accurate client records and CRM data integrity.
• Monitor and report on outreach activity and performance metrics to support business objectives.
• Partner with Advisors and internal teams to ensure seamless client experiences.
• Demonstrate accountability for individual performance goals and team success.

Must-Have Qualifications

Background and Education:

• 2+ years of experience in client service, appointment setting, inside sales, customer success, business development, hospitality, or a client-facing relationship management role.
• Strong organizational and time-management skills with the ability to manage multiple priorities in a fast-paced environment.
• Exceptional attention to detail, with strong organizational and time management abilities
• Experience coordinating events, meetings, seminars, workshops, or client-facing programs preferred.
• Ability to work independently, maintain accountability for performance goals, and consistently follow through on commitments.
• Excellent verbal and written communication skills with a professional and confident presence.
• Willingness to work occasional evenings in support of workshops, seminars, and client events.
• Ability to travel locally as needed for events, workshops, and advisor support activities.

Technology Expertise:

• CRM experience and proficiency in Microsoft Office Suite.
• Proficiency in calendar management, ensuring advisor schedules are well-organized.

Physical & Work Environment Requirements

• Ability to support overnight trips or Saturday coverage for seminars and events.
• Must be authorized to work in the U.S. without sponsorship.
• Office-based role with routine use of telephone and email.
• Ability to work at a desk for extended periods and lift up to 10 pounds.

Benefits

• 100% employer-covered medical benefits and HRA account
• Dental & vision plans
• Short and long-term disability insurance
• PTO + 10 NYSE company holidays per year
• 401K with company match program
• Company-provided laptop and required technology

Retirement Income Source is an E-Verify employer.

Retirement Income Source is an equal opportunity employer that complies with all applicable federal, state, and local laws, rules and regulations. It is our policy to employ and promote qualified candidates without discrimination on the basis of race, color, sex, age, origin, sexual orientation, marital status, disability or any other characteristic protected by law. Our hiring decisions are based solely on merit, qualifications and business needs.