Training Plan Use Cases: New Hire Onboarding
How to use Training Plan Builder for New Hire Onboarding for Financial Services Organizations
Best for: Organizations onboarding cohorts of new advisors, agents, or representatives through a structured certification or licensing program, where progression must be earned and documented.
The Goal
Move a cohort of new hires through a defined training sequence — from foundational product knowledge through to client conversation readiness — with clear milestones at each stage. Every rep completes the same program, in the same order, before being considered field-ready.
⚠️ A note on role play scoring Brevity's AI role play engine scores on communication behaviors — things like clarity, confidence, active listening, and handling objections — not factual accuracy. Role plays during onboarding are best used to build comfort with common conversations and client interactions, not to test product knowledge. Use your Section Overview content (PDFs, videos, written context) for knowledge delivery, and role plays for conversation practice.
Learn more about Brevity's AI scoring model: Overview of Scoring & Feedback
Recommended Chapter Structure
| Chapter | Focus | What Happens Here |
|---|---|---|
| Chapter 1: Foundations | Firm introduction, product context | Instructional content + one low-stakes practice section to get reps comfortable |
| Chapter 2: Core Conversations | Key client interaction types | One section per scenario with scored practice |
| Chapter 3: Objection Handling & Certification | Field readiness gate | More challenging personas, broader topic set, certification-level passing criteria |
Progression rule: Set Chapters 2 and 3 to unlock only after the previous chapter is passed.
Example Role Plays by Chapter
Chapter 1: Foundations
The goal here is comfort, not competency assessment. Reps are getting their first feel for the practice environment. Keep the persona approachable and the scenario low-pressure.
- Introducing yourself and your firm — Rep takes an introductory call with a new prospect. The persona is curious but friendly, asking basic questions about who the rep is, what the firm does, and what working together would look like. No hard objections.
- Explaining the onboarding process — Rep walks a new client through what to expect in their first 90 days. The persona asks clarifying questions about timelines and next steps. This builds comfort with a conversation reps will have constantly in their first months.
Chapter 2: Core Conversations
Reps are now practicing the real conversations they'll have in the field. One section per scenario type. Personas become more realistic — they have concerns, they ask follow-up questions, they need to be guided.
- Needs discovery call — Rep conducts an initial discovery conversation with a prospect who has vague goals and is exploring options. The persona isn't hostile, but isn't a pushover either. Rep practices asking open-ended questions and reflecting back what they hear.
- Walking a client through a product or plan overview — Rep explains a financial product or service in plain language to a persona who is engaged but not financially sophisticated. Scored on clarity and the ability to check for understanding.
- Setting expectations after a major life event — Rep opens a conversation with a client who has recently experienced a job change, inheritance, or retirement. The persona is uncertain and emotionally engaged. Rep practices leading with empathy and guiding the conversation toward next steps.
Chapter 3: Objection Handling & Certification
Personas here are more skeptical and more demanding. The goal is to simulate the harder conversations reps will face once they're in the field.
- "I need to think about it" — Rep handles a prospect who is genuinely interested but stalling. Practice staying present with the objection without being pushy, and guiding toward a concrete next step.
- "My last advisor didn't work out" — Rep responds to a prospect who has had a bad experience with a previous advisor. Practice acknowledging the concern, not dismissing it, and building credibility without over-promising.
- Explaining fees and value — Rep fields a direct question about what they charge and why. The persona pushes back on the cost. Practice articulating value clearly without becoming defensive.
Configuration Guidance
Personas: Use one persona per section. Start with easier personas in Chapter 1 and increase difficulty progressively through Chapter 3.
Passing Criteria: Use a consecutive passing requirement (e.g., 3 consecutive attempts at 80+) for certification chapters. Consistent performance matters more than eventual success.
Instructional Content: Front-load Chapter 1 sections with context — product PDFs, intro videos, written overviews. Reps who are brand new need orientation before they can practice effectively.