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This presentation is designed to:

• Explore the needs of today’s professional Financial Advisor • Show the strategy of

Financial Practice Builder

in addressing those needs • Explain the benefits of Client Relationship Management (CRM) software

Introducing

Practice Builder

Financial

Based on Text Library System

There are 70 slides. Careful review should take no more than 15 minutes.

At any time you can:

• Order by completing the Order Form and fax to 513-424-5752 • Visit our website at www.FinancialSoftware.com

• Call the Sales Department at 800-666-1656 • Exit by pressing the Escape key

The Premier Client Relationship Management Software.

Serving Financial Professionals since 1982

Developed

by

Financial Advisors

for

Financial Advisors

Financial advisors are faced with marketing challenges to acquire new and better clients...

• To optimize marketing results • To nurture prospects • To harvest referrals • To capitalize on seminars

Financial advisors are faced with marketing challenges to strengthen existing client relationships...

• Out of sight means out of mind • Out of mind means out of business • Are you treating your super clients. . . super special?

Financial advisors are faced with marketing challenges to counter competition from increasing directions...

• The Internet • Company direct marketing • Product only providers • Banks

Financial advisors are faced with challenges...

• To reduce operating costs • To increase revenue • To increase productivity • To make your practice work for you

www.FinancialSoftware.com Contact sales at 800-666-1656 x 13

Financial advisors must have a never ending stream of clients to replenish those...

• Transferred • Retired • Disabled • Deceased

Financial advisors need a process for...

• Managing large numbers of clients while maintaining a personal touch • Clear, concise communication with clients • Audit trails for liability protection • Marketing tools to stay in touch with both clients and prospects • More time with clients instead of administration

Strategies to meet these challenges. . .

Practice Builder

Financial offers: • Pre written and proven letters • Meeting agendas • Interview notes • Master Planning Checklist • Practice management tools • Automated marketing to clients, prospects and seminar attendees • Integration with Laser App and PDAs

Client Letters

185 proven and effective letters to send to clients and their advisors Organized storage of all pre-written letters. No more, “Where is the last letter I wrote on that subject”?

Each letter can be easily personalized and edited to fit your practice Eliminate administrative tasks so the advisor can do what makes money – staying in front of the client

Meeting Agendas

Pre-formatted agendas help the client and the advisor prepare for meetings An organized meeting is an effective one

An established process for meetings creates consistency in your office Pre-formatted agendas help the client and the advisor prepare for meetings

The importance of standardized letters and pre formatted meeting agendas cannot be over emphasized!

Practice

client.

Practice

conduct.

minimum.

Builder Builder Financial Financial

keeps an electronic copy of every item sent to every establishes an audit trail for due diligence. You will be able to document and defend your professional Critical time and energy making repetitive administrative decisions are kept to a

Pre-formatted Agendas enable you to also use pre-formatted Interview Notes Practice You’ll find Builder Financial Makes meetings more professional, helps you stay on track and enables clear and easy notes, too

A template for Interview Notes is furnished for each agenda to allow the notes to be created easily and mailed promptly Sending Interview Notes to the client reaffirms concerns and objectives

How can an advisor substantiate what happened in a meeting five years ago – Who said what? Who agreed to what?

How can the advisor prove it in a regulatory or litigious situation?

Interview notes sent immediately to the client confirm the concerns and wishes voiced and provide an excellent audit trail.

The advisor is beginning to establish a process:

 

Letters for use with each client Agendas sent to the clients in advance – and used during the interview!

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Choose from 60 common client goals and objectives - and you may easily add your own Always remember to have the client sign off for all confirmations Again, your professional image and your audit trail are enhanced with client sign-offs

What happens when we meet with clients and they provide us their goals and objectives?

Have you ever had a married couple who turned out to have different goals and objectives? Of course you have!

We live in a very busy society. When both spouses are working it becomes easy for them to talk only about things that are of an urgent nature at the moment.

Send the objectives with a letter requesting review and confirmation. Have the client sign and return the form. The goals and objectives will be more carefully considered and reliable.

Investment attitudes can change rapidly in a volatile market. Practice Builder Financial documents those attitudes.

Choose the Investment Attitudes that fit your client and Practice Builder Financial automatically generates the required documentation

When the stock market fluctuates it’s easy for clients to make emotional decisions about their investments.

With an Investment Attitudes confirmation, the situation is easily defused by referring to the original confirmation and reaffirming the client’s original attitudes and objectives.

Attitudes confirmation may be critical if you are later sued by the client or by an heir. Their signature substantiates the controlling factors regarding their investment decisions.

Practice Builder Financial verifies the planning assumptions that you will be using to make client recommendations As you select items from the list, Practice Builder Financial automatically customizes and prepares an acknowledgement for the client to sign

Some assumptions will be made by the advisor based on professional expertise and experience. Other assumptions will be provided by the client.

Naturally, no one can predict what the future will hold – but the confirmation of these assumptions proves that you verified with the client the criteria used as a basis for your recommendations.

Recommendations

. . . . .

When making recommendations to the client – how can an advisor remember everything known about the client and about all the planning options at the same time?

The truth is – we can’t!

That’s why we need a master implementation checklist.

Other professionals use checklists -

• Would you get on an airplane if the pilot told you a checklist was unnecessary?

• Would you like surgery performed without the benefit of checklists?

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Each category of concern is labeled with a specific tab Avoid errors of omission by using the Practice Builder Financial checklist Scan through a list of over 750 one-line client recommendations for the protection of both client and advisor

Document what the client wants done, who’s responsible and an action date Each recommendation is then explained to the client – it’s the client’s choice to implement, but he indicates his decision with signature Liability protection gives the advisor, the firm and the client peace of mind

The advisory process can be very labor intensive. . .

• A systematic process will reduce the expenditure of the advisor’s time • • Procedures allow staff to be more productive and reduces office stress level

Practice Builder Financial

having an additional team is like of professional staff advisors

Each article in Practice Builder Financial can be edited by you or used as provided Practice Articles in Builder Financial will educate clients and prospects

Think of this section as an encyclopedia of financial information

A recommendation to the client, as simple as a Roth IRA, may need to be explained It’s much easier to edit something already written than to research and write it yourself from scratch

Practice Management . . .

Practice Builder Financial

contains an entire section on practice management This section contains many checklists, resources, marketing suggestions and office procedures.

You can benefit from other experienced advisors.

Practice Management tools to make the advisor’s office run more efficiently Due Diligence forms can easily help build audit trails and protect your practice

An advance checklist for an annual meeting will spur clients to action. It is a service invitation they can’t resist Sometimes it’s difficult to get clients in for an annual review – and tools like this help

Practice Builder

Financial

• The tools you need are as close as your fax or phone… • Complete the enclosed Order Form and fax it to 513-424-5752 • Or call our Sales Department at 800-666-1656 Or continue - Learn about the powerful Marketing Module

www.FinancialSoftware.com

Practice Builder Financial

Marketing Module

Automated contact sequences to manage your important relationships “Drip Marketing” to maintain “Top of Mind Awareness” with clients, prospects, referrals and seminar attendees

YOUR MARKETING CHALLENGE . . .

“Each year the income from your current clientele is declining, while overhead and expense increase. At the same time, you want your personal revenue to increase. This is your marketing gap.

“You really only have two choices: Work harder every day to maintain your current standard of living, or you must put in place a system that automatically generates new business continually and consistently!”

Edwin P. Morrow, ChFC, CFP®, RFC

Each year your business expenses will continue to increase . . .

60 50 Expenses increase continuously 40 Often, more dramatically than shown here 30 +10% 20 10 0 Now 3 Yrs Your Business Expenses 6 Yrs 9 yrs

And personal income must increase just to stay even . . .

60 50 Most of us want, Income Requirement even expect, to do better than 40 to just “stay even” +10% 30 Your Personal Income +10% 20 10 0 Now 3 Yrs Your Business Expenses 6 Yrs 9 Yrs

The revenue from your present clientele will be declining . . .

60 50 40 It’s inevitable to lose clients from relocation, retirement, death, disability and misfortune 30 20 Plus, the widespread pressure to reduce commissions and fees will continue and may even intensify 10 0 Now Income from Current Clientele 3 Yrs 6 Yrs -10% 9 Yrs

The net result is that you have a marketing challenge . . .

60 Your Marketing Challenge 50 Can you achieve this required new revenue – 40 by working harder?

Or longer?

30 20 New Client Revenue That Will Be Required 10 0 Now Income from Current Clientele 3 Yrs 6 Yrs 9 Yrs

Practice Builder Financial

with the Marketing Module. . . Provides process and procedures to: • Define your clients/prospects according to criteria you determine • Routinely and automatically maintain “Top of Mind Awareness” by mail, e mail and phone • Determine the frequency and intervals of your choose

Practice Builder Financial

with the Marketing Module.

.

campaigns for clients and prospects pre-written and tested: • Individual Prospect • Business Owner and Professional • Center of Influence/Media • Initial Planning Client • Ongoing Planning Client • Product Only Client • Referrals

.

Practice Builder Financial

&

Client Relationship Management

• CRM applies modern technology to strengthen the client/customer relationship on a cost effective basis • Understanding the definitions, interests and needs of consumers/clients and

proactively

responding

Practice Builder Financial

&

Client Relationship Management

80% of your revenue will come from 20% of your clients – but you must differentiate them User defined key codes let you classify by services, products, needs, categories, income and worth

Practice Builder Financial

&

Client Relationship Management

Years ago, the corner merchant knew each customer and anticipated his/her preferences, habits and needs.

Today, the economic environment demands that a professional advisor deal with thousands of clients/prospects.

Employ a CRM System

Put technology to work for you. Become the corner merchant who has regular contact with his customers. Know their habits and needs.

No one can remember to make repeated calls. No word processor will initiate the letter or write the text.

Employ a CRM System

Client Relationship Management requires a sophisticated and effective system.

Financial advisors must have a system that fits their needs and can be modified for their particular practice.

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A modern Client Relationship Management Plan for a financial advisor has several basic components to restore the personal connection:

• Define Your Clientele • Retain Your Key Clients • Revise Staff Roles • Re-engineer Processes • Alter Business Approach • Prepare the Materials • Harvest Referrals • Employ CRM Technology • Qualify Your Markets • Define all Prospects • Prune Prospect Lists • Adapt for the Internet

Seven marketing sequences are furnished. Each campaign has been written and tested by other successful financial advisors

Letters and articles are ready for you to start your marketing You may increase or decrease the frequency of marketing mailings

Practice Builder Financial

• The tools you need are as close as your fax or phone… • Complete the enclosed Order Form and fax it to 513-424-5752 • Or call our Sales Department at 800-666-1656 Or continue – See what

Financial

users say…

Practice Builder

Comments from Practice Builder Financial Customers . . .

Robert Hurley, CFP New Jersey

Practice

Builder

Financial paid for itself in the first 30 days. For years it has helped me obtain and retain my planning and investment clients.

Comments from Practice Financial Builder Customers . . .

The Marketing module is our secret marketing weapon. So we’re not going to comment, but it WORKS – and it is gooooood!

Practice Builder Financial tools help us ensure that we are always utilizing a consistent and well thought out process for working with our clients. The software provides tremendous protection for our clients because we cover everything and have systems in place to confirm their decisions and actions. Further, its use provides our firm with a very high level of accountability and thus protection should we ever find ourselves in arbitration.

We are very pleased with the customer support!

Clint Struthers, RFC Midland, MI

Practice Builder Financial

• The tools you need are as close as your fax or phone… • Complete the enclosed Order Form and fax it to 513-424-5752 • Or call our Sales Department at 800-666-1656 Or continue - Learn more about the many features of

Practice Builder Financial

Client / Prospect Home Screen

Quick and easy data input or import - from any comma delimited ASCII file.

Tabs to link information for spouse, business, family, associates, referrals and advisors www.FinancialSoftware.com Contact sales at 800-666-1656 x 13

Gather as little or as much information as your prospect offers

Record account or product information on your clients for quick and easy access

ToDo Module

Schedule your appointments and task for your clients.

Laser App Integration Sync your client data with Laser App. Then you can easily fill in your most used forms.

Easy Data Transfer… Your Investment Manager Your Practice Builder Financial Data Microsoft Outlook Your Planning Calculator Palm Pilot or other PDA

Advantages for Practice Builder Financial Users:

• Systemized procedures for your office • Liability control • Automated marketing • Client communication

Practice Builder Financial

gives you the freedom to

Let

stay in front of your clients.

Practice Builder run your office instead of your office running you

The History of

Practice

Builder

Financial:

As the Financial Planning movement grew, it became apparent that software could provide the consistency required to deliver high quality service at a reasonable cost. Advisors found themselves “re-inventing the wheel” writing, filing, locating and continuously re-writing correspondence. The more involved they became identifying with their clients, the more dependent they became on systematic reminders to perform critical tasks.

Continued……

The History of

Builder

Practice Financial

: Practice Builder Financial

was introduced in 1983 as Text Library System and a small group of financial planners contributed the initial text and designed the scope of communications.

The goal was to enable the financial advisor to concentrate on client relationships and the application of sound planning techniques. Advisors need to share the expertise of other practitioners - and

Practice Builder Financial

became a vehicle for continued professional contributions.

The History of

Builder

Practice Financial

:

Every year enhanced.

Practice Builder Financial

is continuously edited. New items are added, and the existing material is revised and Over 3,000 users send in suggestions for text changes and additions. Many even offer complete articles for review and addition.

Program changes and enhancements are always in evolution, as the program continues to expand to meet the needs of a profession under continuous change.

Practice

Automatic Updates

In late Spring, users receive a new version, with program enhancements, text review and the Mid -

Builder Financial

Year Planning Memo to send to clients.

In late Fall a new Year appreciation.

End Tax Memo is posted on the website for download. This has been very instrumental in serving clients, and results in many referrals in Periodically, when there are major tax changes, we provide a Special Client Memo, and then revise the articles that have been affected.

Practice Builder Financial

Customer Support

Phone: Fax: Email: Internet: Training:

800-666-1656 8:30 a.m. to 4:30 p.m. EST 513-424-1589 (support direct) [email protected]

www.FinancialSoftware.com

Web Workshops Hands on Training in Middletown, OH

Live Demonstrations of the

Practice Builder Financial

software are available.

Offered weekly: Eastern Standard Time Monday at 10:00 a.m. Tuesday at 2:00 p.m. Wednesday at 10:00 a.m. Thursday at 2:00 p.m. Register at www.FinancialSoftware.com

Practice Builder Financial

• The tools you need are as close as your fax or phone… • Complete the enclosed Order Form and fax it to 513-424-5752 • Call our Sales Department at 800-666-1656 • Email [email protected]

We look forward to working with you.

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