Read and know the K regulations - cold including all components of ERISA and know the subtleties of DB and DC plans because they are normally more attractive to senior execs, partner with a non selling TPA, learn the features and benefits of the platforms you want to use. Do this BEFORE you get in the door with them. Fall on your face on a 401k and you’re done. They won’t see you again to manage their personal money. Recognize that it is a 2 - 3 year sales cycle and that the payout is usually half of retail.