← Pontera
Pontera role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that lets financial advisors manage clients' 401(k) accounts held at their employers' plans.
Who you'd be calling
Financial advisors, practice owners and operations leads at independent RIA firms, broker-dealers and wealth management firms.
Your opener
“Hi Jordan, this is Alex from Pontera. I know I caught you in the middle of your day. Quick question: how do you help clients with the 401(k)s they still have at their employers?”
Problems you solve for them
- Advisors can't easily manage clients' 401(k)s held at employers, so that money goes unmanaged
- Clients' full retirement picture is incomplete, so advice is too
- Advisors miss revenue and client loyalty on money held away from them
Discovery questions to ask
- What do you do today for clients' 401(k)s that are still at their employers?
- How much of your clients' total retirement money is outside your management?
- How do you keep an eye on those accounts between reviews?
Objections they'll throw at you
“I'm busy with clients.”
→ I get it, client time comes first. I'll be brief. Can I ask one question about held-away 401(k)s, then you decide if it's worth a short call?
“Not interested.”
→ Fair enough. Many advisors say that before they realize how much client money sits in 401(k)s they can't touch. How do you handle those today?
“We already have a way to handle this.”
→ Good to hear. How well does it let you actually make changes in the account, not just view it? Would a quick comparison be worth ten minutes?
“Send me an email.”
→ Happy to. What's the main thing you'd want to see in it: how it works, or how it fits compliance rules? Can we set a quick follow-up after you've read it?
Interview tips for this company
- Learn the vocabulary: RIA, held-away assets, 401(k) rollover, AUM and fiduciary. Advisors notice if you misuse them.
- Never give investment advice in the role play. Keep it about how the advisor serves clients and the compliance sensitivity.
Written from public information about Pontera to help you practice. Ask an insider what their role play looked like; it's the best prep there is.