2012 SALES CARAVAN ANTHONY MORRIS

What you are NOT going to hear… What you are NOT going to hear…

That building your client base is easy…That building your client base is easy…

…it’s sometimes an uphill battle!

The Greatest Time In History To Be An Agent/Advisor

• Fewer of us & more wealthy, afraid and confused clients than ever before

• Impact of micro-technology• Biggest wealth transfer in history –

120 months – 7 years left• Distressed long term care system• There’s GOLD in GREY - Market Volatility + Senior

Inflation

After studying guns & ammunition intensively, a duck hunter goes into the middle of a field.

Using a 12-gauge, pump-action shotgun, he points weapon into the air and starts shooting wildly – hoping that a duck will fly by.

Isn’t this how we’ve been building the business?

Marketing experiences not just products

• Ritz Carlton

• The Lexus Lady

Befriend

Intrigue

Disturb

Offer options

PERSONAL PRODUCTIVITY

1. Work harder and differently (improve activity & client experience of you)

2. Improve your conversion performance (seen-to-secured rate)

3. Increase value of your average client (place more and get referrals every time)

1. Work harder and differently (improve activity & client experience of you)

2. Improve your conversion performance (seen-to-secured rate)

3. Increase value of your average client (place more and get referrals every time)

Renovate your practice in 2012 !

More impartial science, math and evidence

Simplification Marlin + Automating Referrals

People need to have an

OOOOOO!

moment

…to avoid them having an

OH

moment

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“ “ I reposition family balance sheets ”I reposition family balance sheets ”

WHAT DO YOU DO ? WHAT DO YOU DO ?

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““We help clients get beyond 3:05 We help clients get beyond 3:05 pm on the 53pm on the 53rdrd day of their day of their

retirement.”retirement.”

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“ “ At ABC Life, we widen the gap At ABC Life, we widen the gap between what you OWN and what between what you OWN and what

you OWE.”you OWE.”

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“ “ We work in asset & risk We work in asset & risk management with business ownersmanagement with business owners

(pause)(pause)

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. . .making their money work. . .making their money workharder for them. harder for them.

(pause)(pause)

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... so that they can ... so that they can eventually stop working eventually stop working

for their money.”for their money.”

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“ “ I help protect middle aged people I help protect middle aged people from their parents “from their parents “

Stick a post-it note over the signature place on every app to remind you to have this conversation….

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E E

“What’s the expiry date on your parent’s financial plan? The reason I ask is because I have a passion for my work which borders on FIXATION and you and I are going to be together in this relationship for a long, long time. The LAST thing I can afford is for you to turn to me on the golf course in 20 years’ time and ask why I never protected your assets from your parent’s ill health or the financial impact of them living too long. I’d rather you heard about your options from ME now – while you have more choices – than you hear about them from a friend later when it’s too late to take action.

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I have a moral obligation and fiduciary responsibility to look after FAMILIES not just FUNDS in my work.If your parents have an advisor they work with, it is essential that I represent YOU in conducting due diligence on their work – to protect you AND me from a broken relationship over the long term when your parents may not be able to speak for themselves any longer and their advisor may no longer be around.”

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“ Hi Peter, Thanks for giving me time today to gain some insights into your financial dreams and responsibilities.

I appreciate you considering our services and solutions at (insert company name) – we know you have a choice in selecting a financial guide to bring clarity, confidence and control to your wealth creation and risk management.

Have a great day

Please feel free to refer us to anyone in your close circle

back at work – or family members you care about- who may not be receiving this level of speedy, personalized attention and felt neglected by their current advisor during recent market turmoil. I’d sure love to spend 20 minutes with them sharing some ideas. Forward them this link and I’ll be sure to do the rest…”

Family Member Email George, there's something I've been wanting to run by you for quite

some time, but was reluctant to make you feel uncomfortable in any way. (This will arouse some curiosity.) As you might already realize, I do some pretty important work for my clients. I help them gain a high level of confidence, clarity, and control over their personal finances.

Obviously, this type of work is very personal and confidential. I just want to make sure that whatever advice you are currently getting is as complete and of the highest caliber possible. Would you be open to sitting down with me at some point to for a complimentary assessment of your situation? I promise that no other members of our family will become privy to our conversation.

“I already have an advisor”

” That’s great! I am relieved to hear that you’ve received advice previously.Would you like to “pressure-test” the advice you’ve been getting? I’ll send you our Advice Assessment checklist – you take 2 minutes to go through it. If you don’t see anything interesting, I’ll go away and stop wasting your time. Does that sound fair?”

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FINANCIAL PLANNING STEPS COMPLETED

YES

NO

1 Has a written financial plan been documented and updated at least annually to adjust for changed circumstances, market trading conditions and latest carrier solutions?

2 Is the life insurance program inclusive of fully comprehensive critical illness benefits (as opposed to being just payable on death)?

3 Have the long term care expenses been accounted for by the plan in order to protect the children’s retirement from the unfunded health issues of the parents?

4 Was the appropriate inflation indexing used in creating and funding the plan?

5 Was the appropriate life expectancy used in creating and funding the plan?

6 Does the plan contain the correct blend of guaranteed income and lifestyle “playcheques” to ensure maximum financial peace of mind free of market volatility?

7 Have the necessary allowances been made for legacy contributions to grandchildren’s financial wellbeing?

8 Are the estate plan distributions arranged WITH or WITHOUT values guidelines?

9 Has a family meeting been convened at any point to reach concensus on key family issues surrounding long term care, asset sharing amongst siblings and family financial roles in the future?

10 Does the plan include return-of-premium coverage on grandchildren/children’s critical illness with funds converted for whole life insurance on the grandchildren/children in the the future?

Tools to befriend prospects…

• Cupcakes/Muffin campaign

• Estate Planning Book

• The Ultimate Gift

The “Two Day Before” Birthday Cake…

“ I wanted to be the firstto wish you a Happy Birthday !If you have colleagues who you share the cake with who are not receiving this level of personal attention from their current advisor And may have felt neglected duringrecent market turmoil ,I’d surelove to meet them and share some ideas.”

Touchofcake.com

“Since I know you like the success stories, the one big client I got with the cupcake deliveries has just sent me 2 of his 30ish children and their families. Total of 10 insurance apps, 45K in RRSP loans, $30K RRSP transfers, $2500/mth savings plans, 1 more referral from one of the wives, and the original $640K I got previously. Assuming the apps close as applied for that totals $994K NBC from 18 cupcakes by year end.” Scott Syrja, CFPInvestors Group Financial Services

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Facilitate 10 Family Meetings this year

• Jewelry

• Cottage

• Mom’s checkbook

• Medical incapacity

Just to let you know that I never want to take our relationship for granted. I know you had a choice in selecting your financial advisor.

Thanks for your loyalty & support in placing your business with ( ). I will continue to work hard to maintain your confidence in me.

This is the year I would like to take the next step in your financial plan by facilitating a family meeting. Please call me after reviewing the enclosed book – and I will be sure to deliver a copy to every family member who should join us

Warm regards, Mark Smith

Just to let you know that I never want to take our relationship for granted. I know you had a choice in selecting your financial advisor.

Thanks for your loyalty & support in placing your business with ( ). I will continue to work hard to maintain your confidence in me.

This is the year I would like to take the next step in your financial plan by facilitating a family meeting. Please call me after reviewing the enclosed book – and I will be sure to deliver a copy to every family member who should join us

Warm regards, Mark Smith

Hi Anthony, I wanted to thank you again for your passion and your massive volume of fantastic ideas. After module one, the ideas that I took from that meeting alone brought me 4m NBC. That was followed up by another $1.8m NBC because of the tools you have provided. Trust me, I'm just getting started and I'm very excited for the next years. Rod Gibbings CFP BA Econ. Senior Financial ConsultantKelowna

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Getting in front of Grandpa and Grandma…

• Values Trust

• Living/Estate or BOTH

• Trustees generate passive fees

over 20 years

• Great campaign for strategic alliance development

Bring meaning to YOUR money - call me for your copy of this movie

The Values Trust

Further education:

Payment of university/college expenses upfront on annual basis based on academic achievement from the previous year – from Year Two onwards. Straight A’s attract X amount, etc

Lump sum payment upon graduation with a degree or funding of Masters degree expenses

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Continuous stable employment:

Trust pays out after a certain consecutive number of tax returns have been submitted

Social contribution in society’s non-profit sector :

Trust remunerates any child/grandchild who chooses a career in this sector because of their passion for the contribution they are making. Pays annual salary for a limited number of years at X dollars

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Conservative financial discipline: Trust matches positive investment performance of children/grandchildren’s savings for a set number of years as they grow their asset base.

Trust provides down payment on first home or pays off last THIRD of a mortgage up to a set amount

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Good moral character:

Trust rewards driving record with no points by refunding annually the beneficiaries petrol expenses

Trust rewards driving record with no impaired driving convictions by refunding annually the beneficiaries insurance premiums

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Self Reliance:

Trust matches bank loans granted to children/granchildren for starting their own business Trust provides for professional association membership, convention attendance/expenses and a professional mentor/coach for a limited period for children/grandchildren who start their own business

Family Stability :

Trust pays engaged grandchildren with a contribution towards their wedding upon successful attendance at X number of pre-marital counseling sessions with accredited/recognized marriage counselor

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Top Advisor Program Tools

• Building the bridge from the movie to taking action with you

• Menu of milestone choices

• Sample trust documents

• “Pay It Forward” campaign

Top Advisor Program ToolsI am excited to meet with you soon to discuss your thoughts after watching The Ultimate Gift and sharing the message with your family and friends. I am ready to facilitate a meeting to turn your legacy commitments into meaningful action through a carefully crafted plan. Together we will make sure that your money makes a difference in the lives of those you care about and that your estate plan enshrines your values for the benefit of the next generation. Please feel free to contact me for delivery of further copies of the movie to others in your life who might share this commitment.

“I have been following up with the 58 clients I sent the DVD’s and Estate Planning books. Results so far:4 – existing clients. $69,000 signed transfers and/or cheques received.3 – existing clients. Promised to signed transfers or drop off cheques totaling $170,0002 – referrals. Both became clients. $735,000 in transfers signed. $2.1 million more to be signed after we finish an investment strategy which will save them a lot on income tax.1 – existing client will give us the first opportunity to finance all the new cottages to be built on their lake front development.A total of 10 deals out of 58 contacts and I have not even finished my follow up.”

Kevin DyerSenior Financial Consultant, CFPSaskatoon, Sask.

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TAG LINE FOR YOUR EMAILS

“Prescription without diagnosis is malpractice. What does your written financial plan look like?”

10% Gross Annual Income X Current Age = Net Worth

Let me uncover the ONE deep issue in your financial plan

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Campaigns to befriend prospects…

• PD days/Study groups for professionals

• Neighborhood Food Drive

• Christmas in June Referral Campaign

• Golf Days – and Fridays in Spring

The Two Marshmallow Kids

Are you a ONE or TWO marshmallow kid?

“ If your money is managed by ME, help yourself to a burger for FREE! ”

QUESTIONS?

Matthew Parenteau - The New Generation of Advisor

The Last And Final Letter

Dear (family member/s),

You are reading this letter after my passing and I wanted to let you know how dearly I love you and cherish our life’s journey together.I also needed to leave you with some practical guidelines in dealing with the necessary preparations as you face your life ahead. This is a challenging time and I urge you to be strong as you move through the steps into your future. Get someone close to us to assist you and feel free to share this letter with them if you are not strong enough to act on my advice alone.

Step One- Locate all documents

1. All financial records, bank account details and asset registers can be found in the following place: (insert information)2. Will3. Company benefits documents4. Birth certificate5. Marriage certificate6. Bank account information7. Life insurance policies8. Trust documents9. Property ownership documents

2. My wishes for my funeral are as follows:

3. Please attend to the following as soon as you can: Change your own will if appropriate Increase the amount of life insurance to that of primary family breadwinner Increase disability, health and critical illness insurance if appropriate Have updates and changes made to all shareholders/business partnership agreements Consolidate any outstanding debt with proceeds from the life insurance and/or consider debt consolidation strategies - our advisor can reposition your family balance sheet with these solutions

4. My digital legacy is: Bank Card access code _____________________ Computer password ________________________ On-line banking password ___________________ On-line address book________________________ Email account password _____________________ Facebook password ________________________ Other: ___________________________________

You may wish to consider setting up a trust so that you and the children may benefit in a secure manner from our financial work together. Whilst I encourage you to re-marry if you so wish, the assets we built together are to work for you and our children and should be protected appropriately from any potential breakdown of this re-marriage. Again, our advisor will instruct attorneys/accountants with your best interests at heart.

Consider my final wishes with regards to charitable giving and please ensure that they are carried out to the letter according to my final instructions in my last will and testament.

Do not leave the house unoccupied during my funeral and consider immediate upgrades to security.

You will probably be asked to sign many releases and documents during this time. Read everything carefully and ask for help if you are at all unsure. You will need several copies of my death certificate and should keep copies of anything else which you sign. Don’t hesitate to insist on reading everything carefully.

The following people should be consulted jointly and simultaneously for further advice on your financial affairs in the medium to long term:(Name of accountant)(Name of attorney)(Name of financial advisor)

Last & Final Letter THE MISSING DOCUMENT FROM

YOUR ESTATE PLAN

Increasing case size…

• Charitable Giving – “Genius At Work”

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The best way to help the poor is to make sure you’re not one of them…

The best way to help the poor is to make sure you’re not one of them…

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The best way to help the poor is to make sure you’re not one of them……and then to re-arrange your estate planning to give back massively to less fortunate folks using other people’s money

The best way to help the poor is to make sure you’re not one of them……and then to re-arrange your estate planning to give back massively to less fortunate folks using other people’s money

Increasing case size…

• Charitable Giving – “Genius At Work”

• Meet The Accountants –”for compliance purposes, I am uncomfortable continuing this relationship in absence of a dialogue with your accountant”

Increasing case size…

• Charitable Giving – “Genius At Work”

• Meet The Accountants

• Meet The Neighbors –” Movie Evening For Adults”

• Rotary, church, Lions…..

EMAIL TO PROSPECTS WHO HAVE STOPPED RETURNING CALLS AFTER YOU COMMENCED WORKING WITH THEM

Dear (insert name of client)

I sometimes battle to find the balance between professional persistence and making a nuisance of myself. Could I ask for your assistance?

We met recently and discussed some important issues regarding your insurance/investments. I gave you a few ideas of the solutions we could provide to some of the problems you shared and you indicated a desire to think things over.

EMAIL TO PROSPECTS WHO HAVE STOPPED RETURNING CALLS AFTER YOU COMMENCED WORKING WITH THEM

I am really concerned that you have not taken any action to provide for loved ones/business colleagues in the event that unforeseen circumstance affects your income.

OR

I am concerned that your current investment portfolio is not working as hard as it could to build your asset base faster

While I respect your individual choice in this matter, it is my job to remind clients of their opportunities and responsibilities until asked to stop doing so.

To do less would be to renege on my strong commitment to (brand) and passion for helping people make their money work harder and smarter for them.

Kindly indicate below your feedback so that I may continue pursuing the relationship or close your file:

__ I am not interested in further contact in this matter

__ Kindly resume contact, I am interested in bringing our discussions to a conclusion and placing some of your ideas into action

__ Things are really busy this week. I am genuinely interested, but ask that you re-establish contact in __ weeks time.

Please email/fax back your response so that we can bring some finality to the discussions. An incomplete file exposes me to potential liability issues.

Kind regards (Name of advisor)

“ Good afternoon Bob, this is Richard Jones. I am calling from ( ). How are you today? Have I caught you at a bad time or is this a convenient time to talk? The purpose of my call is…”

Top Advisor Program Tools

Annual Reviews..

Safety net under healthcarefunding…

Monthly rental on the second signature you gave to the bank…