copyright 2001 © financial planning consultants, inc. welcome to the text library system...

Copyright 2001 © Financial Planning Consultants, Inc.

Welcome to the Welcome to the Text Library SystemText Library System PresentationPresentation

Use the Page Up and Page Down keys

or use the arrow keys to move between screens at

your convenience

Produced using Produced using

Microsoft PowerPointMicrosoft PowerPoint

This presentation is designed This presentation is designed to:to:

• ExploreExplore -- the needs of today’s the needs of today’s professional Financial Advisorprofessional Financial Advisor

• ShowShow -- the TLS strategy to address the TLS strategy to address those needsthose needs

• ExplainExplain -- the bthe benenefits of CRM efits of CRM softwaresoftware

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

At any time you can:At any time you can:

• OrderOrder - - Complete Order Form and fax to Complete Order Form and fax to 513 424 5752513 424 5752

• Visit Visit - Our website at - Our website at financialsoftware.comfinancialsoftware.com

• CallCall - Sales Department at 800 666 1656 - Sales Department at 800 666 1656

• Exit Exit - By pressing the Escape key- By pressing the Escape key

Text Library Text Library SystemSystem

The Premier Client Relationship

Management Software.

Serving Financial Professionals since

1982


Developed by

Financial Advisors for

Financial Advisors

Financial advisors are Financial advisors are faced with marketing faced with marketing challengeschallenges

• To optimize marketing results

• To nurture prospects

• To harvest referrals

• To capitalize on seminars

to acquire new and to acquire new and better clients...better clients...

Financial advisors are Financial advisors are faced with marketing faced with marketing challengeschallenges

• Out of sight means out of mind

• Out of mind means out of business

• Are you treating your super clients. . . super special?

to strengthen to strengthen existing client existing client relationships...relationships...

Financial advisors are Financial advisors are faced with marketing faced with marketing challenges challenges

• The Internet

• Company direct marketing

• Product only providers

• Banks

to counter competition to counter competition from increasing from increasing directions...directions...

Financial advisors are Financial advisors are faced with challenges...faced with challenges...

• To reduce operating costs

• To increase revenue

• To increase productivity

• To make your practice work for you

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

• TransferredTransferred

• RetiredRetired

• DisabledDisabled

• DeceasedDeceased

Financial advisors need a Financial advisors need a processprocess for... for...

• Managing large numbers of clients while Managing large numbers of clients while maintaining a personal touchmaintaining a personal touch

• Clear, concise communication with Clear, concise communication with clientsclients

• Audit trails for liability protectionAudit trails for liability protection

• Marketing tools to stay in touch with Marketing tools to stay in touch with both clients and prospectsboth clients and prospects

• More time with clients instead of More time with clients instead of administrationadministration

Strategies to meet these Strategies to meet these challenges. . .challenges. . .Text Library SystemText Library System offers:offers:

• PrePre--written and proven letterswritten and proven letters

• Meeting agendas Meeting agendas

• Interview notesInterview notes

• Master Planning Checklist Master Planning Checklist

• Practice management toolsPractice management tools

• Automated marketing to clients, prospects Automated marketing to clients, prospects and seminar attendeesand seminar attendees

Client LettersClient Letters

TIP State your points clearly

and with confidence.

185 proven and 185 proven and

effective letters to send to effective letters to send to

Clients and their advisorsClients and their advisors

Organized storage of all pre-written letters. No more, “Where is the last

letter I wrote on that subject”?

Each letter Each letter

can be easily personalized can be easily personalized

and edited to fit your practiceand edited to fit your practice

Eliminate administrative tasks so the advisor can do what makes money – Staying

in front of the client

Meeting AgendasMeeting Agendas

An organized meeting is an effective one

Pre-formatted Pre-formatted

agendas help the client and theagendas help the client and the

advisor prepare foradvisor prepare for

meetingsmeetings

An established processAn established process

for meetings createsfor meetings creates

consistency in your officeconsistency in your office

Pre-formatted agendas help the client and the advisor

prepare for meetings

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

TLS keeps an electronic copy of TLS keeps an electronic copy of everyevery item sent to item sent to everyevery client. client.

TLS establishes an audit trail for due TLS establishes an audit trail for due diligence. You will be able to document diligence. You will be able to document and defend your professional conduct.and defend your professional conduct.

Critical time and energy making Critical time and energy making repetitive administrative decisions are repetitive administrative decisions are kept to a minimum.kept to a minimum.

Pre-formatted AgendasPre-formatted Agendas

enable you to also use enable you to also use

pre-formatted Interview pre-formatted Interview

NotesNotes

You’ll find TLS makes

meetings more professional, helps you stay on track and

enables clear and easynotes, too

A template A template

for Interview Notes is furnished for Interview Notes is furnished

for each agenda to allow the for each agenda to allow the

notes to be created easily notes to be created easily

and mailed promptlyand mailed promptly

SendingInterview Notes

to the Client reaffirms concerns and objectives

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

How can the advisor prove it in a How can the advisor prove it in a regulatory or litigious situation?regulatory or litigious situation?Interview notes sent immediately to the Interview notes sent immediately to the

client confirm the concerns and wishes client confirm the concerns and wishes voiced and provide an excellent audit trail.voiced and provide an excellent audit trail.

The advisor is beginning to establish a The advisor is beginning to establish a process:process:

Letters for use with each Letters for use with each client.client. Agendas sent to the clients Agendas sent to the clients in advance in advance

– – and and used during the used during the interview!interview!

Choose from 60 Choose from 60

common client goals and common client goals and

objectives - and you mayobjectives - and you may

easily add your owneasily add your own

Again, your professional image

and your audit trail areenhanced with client

sign-offs

Always remember toAlways remember to

have the client sign off for have the client sign off for

all confirmationsall confirmations

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

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

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

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

Investment attitudes canInvestment attitudes can

change rapidly in a volatilechange rapidly in a volatile

market. TLS documentsmarket. TLS documents

those attitudes.those attitudes.

Choose the Investment Attitudes

that fit your client and TLS automatically generates

the requireddocumentation

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

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

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

TLS verifies the planning TLS verifies the planning

assumptions that you will assumptions that you will

be using to make clientbe using to make client

recommendationsrecommendations

As you select items from the list,

TLS automatically customizes and prepares an

acknowledgementfor the client

to sign

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

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

Recommendations . . . . Recommendations . . . . ..

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

The truth is – we can’t!The truth is – we can’t! That’s why That’s why we need a master implementation we need a master implementation checklist.checklist.

Other professionals use Other professionals use checklists -checklists -

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

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

Avoid errors Avoid errors

of omission by using of omission by using

the TLS checklistthe TLS checklist

Scan through a list of over 750 one-line

client recommendations for the protection of both client and advisor

Each category of Each category of

concern is labeled withconcern is labeled with

a specific taba specific tab

Document what Document what

the client wants done, the client wants done,

who’s responsible and who’s responsible and

an action datean action date

Liability protectiongives the advisor,

the firm, and the clientpeace of mind

Each recommendation Each recommendation

is then explained to the client–is then explained to the client–

it’s the client’s choice to implement, it’s the client’s choice to implement,

but he indicates his decisionbut he indicates his decision

with signaturewith signature

The advisory process can The advisory process can be very labor intensive. . .be very labor intensive. . .

• A systematic A systematic processprocess will reduce the will reduce the expenditure of the advisor’s timeexpenditure of the advisor’s time

• ProceduresProcedures allow staff to be more allow staff to be more productive and reduce office stress productive and reduce office stress levellevel

• TLS is like having an additional TLS is like having an additional teamteam of professional staff advisorsof professional staff advisors

Each article in TLS Each article in TLS

can be edited by you or can be edited by you or

used as providedused as provided

Articles in TLS will

educate clients and prospectsThink of this section as

an encyclopedia of financialinformation

A recommendation toA recommendation to

the client, as simple as the client, as simple as

a Roth IRA, may need a Roth IRA, may need

to be explainedto be explained

It’s much easier to edit something already written

than to research and write it yourself

from scratch

Practice Management . . Practice Management . . ..

TLS contains an entire section on TLS contains an entire section on practice managementpractice management

This section contains many This section contains many checklists, resources, marketing checklists, resources, marketing suggestions and office proceduressuggestions and office procedures

Benefit from other experienced Benefit from other experienced advisorsadvisors

Practice ManagementPractice Management

tools to make the advisor’stools to make the advisor’s

office run more efficientlyoffice run more efficiently

Due Diligence formscan easily help build

audit trails and protectyour practice

Sometimes it’s difficultto get clients in for annual

review – and toolslike this help

An advance checklistAn advance checklist

for an annual meeting will spur for an annual meeting will spur

clients to action. It is a service clients to action. It is a service

invitation they can’t resistinvitation they can’t resist


• The tools you need are as close The tools you need are as close as your fax or phone…as your fax or phone…

• Complete the enclosed Order Complete the enclosed Order Form and fax it to 513 424 5752Form and fax it to 513 424 5752

• Or call our Sales Department Or call our Sales Department at 800 666 1656 at 800 666 1656

Or continue - Learn about the Or continue - Learn about the powerful powerful Marketing ModuleMarketing Module


Marketing Marketing ModuleModule

“Drip Marketing” to maintain

“Top of Mind Awareness” with clients, prospects, referrals and seminar

attendees

Automated contact Automated contact sequences sequences

to manage yourto manage your

important important

relationshipsrelationships

“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, RFCEdwin P. Morrow, ChFC, CFP, RFC

YOUR MARKETING YOUR MARKETING CHALLENGE . . .CHALLENGE . . .

0

10

20

30

40

50

60

Now 3 Yrs 6 Yrs 9 yrs

+10%

Your Business Expenses

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

Expenses increaseExpenses increase

continuouslycontinuously

Often, more dramaticallyOften, more dramatically

than shown herethan shown here

0

10

20

30

40

50

60

Now 3 Yrs 6 Yrs 9 Yrs

Your Business Expenses

Your Personal Income

+10%

+10%

Income Requirement

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

Most of us want,Most of us want,

even expect, to do better than even expect, to do better than

to just “stay even”to just “stay even”

0

10

20

30

40

50

60


Income From Current Clientele -10%

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

It’s inevitable to lose clientsIt’s inevitable to lose clients

from relocation, retirement, from relocation, retirement,

death, disability and death, disability and

misfortunemisfortune

Plus, thePlus, the widespread pressure towidespread pressure to

reduce commissions and feesreduce commissions and fees

will continue and maywill continue and may

even intensifyeven intensify

0

10

20

30

40

50

60


Income From Current Clientele

Your Marketing Challenge

New Client RevenueThat Will Be Required

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

Can you achieve thisCan you achieve this

required new revenue –required new revenue –

by working harder?by working harder?

Or longer?Or longer?

Text Library SystemText Library System with with Marketing Module. . .Marketing Module. . .

Provides Provides process and procedures:process and procedures:

• Define your clients/prospects according Define your clients/prospects according to criteria you determineto criteria you determine

• Routinely and automatically maintain Routinely and automatically maintain “Top of Mind Awareness” by mail “Top of Mind Awareness” by mail and phoneand phone

• Frequency and intervals you chooseFrequency and intervals you choose

Provides six automated marketing Provides six automated marketing campaigns for clients and prospects campaigns for clients and prospects - - prepre--written and tested:written and tested:

• Individual ProspectIndividual Prospect

• Business Owner and ProfessionalBusiness Owner and Professional

• Center of Influence/MediaCenter of Influence/Media

• Initial Planning ClientInitial Planning Client

• Ongoing Planning ClientOngoing Planning Client

• Product Only ClientProduct Only Client

Text Library SystemText Library System with with Marketing Module. . .Marketing Module. . .

Text Library System &Text Library System & CClient lient RRelationship elationship MManagement anagement

• CRM applies modern technology to CRM applies modern technology to strengthen the client/customer strengthen the client/customer relationship on a cost effective basisrelationship on a cost effective basis

• Understanding the definitions, Understanding the definitions, interests and needs of interests and needs of consumers/clients and consumers/clients and proactivelyproactively respondingresponding

80% of your revenue80% of your revenue

will come from 20% of yourwill come from 20% of your

Clients – but you mustClients – but you must

differentiate themdifferentiate them

User defined key codesUser defined key codes

let you classify by services,let you classify by services,

products, needs, categories, products, needs, categories,

income and worthincome and worth

Text Library System &Text Library System & CClient lient RRelationship elationship MManagementanagement

Text Library System &Text Library System &CClient lient RRelationship elationship MManagementanagement

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

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

Employ a CRM SystemEmploy a CRM System

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

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

Employ a CRM SystemEmploy a CRM System

Client Relationship Management Client Relationship Management requires a sophisticated and effective requires a sophisticated and effective system.system.

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

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

• Define Your ClienteleDefine Your Clientele

• Retain Your Key Retain Your Key ClientsClients

• Revise Staff Roles Revise Staff Roles

• Re-engineer Re-engineer ProcessesProcesses

• Alter Business Alter Business ApproachApproach

• Prepare the MaterialsPrepare the Materials

• Harvest ReferralsHarvest Referrals

• Employ CRM Employ CRM TechnologyTechnology

• Qualify Your MarketsQualify Your Markets

• Define All ProspectsDefine All Prospects

• Prune Prospect ListsPrune Prospect Lists

• Adapt for the InternetAdapt for the Internet

Six Marketing sequences are furnished. Each campaign has been

written and tested by othersuccessful financial

advisors

Letters and articles areLetters and articles are

ready for you to start ready for you to start

your marketingyour marketing

You may increase or You may increase or

decrease frequency ofdecrease frequency of

marketing mailingsmarketing mailings


• The tools you need are as close as The tools you need are as close as your fax or phone…your fax or phone…

• Complete the enclosed Order Form Complete the enclosed Order Form and fax it to 513 424 5752 and fax it to 513 424 5752


Or continue – See what TLS Users Or continue – See what TLS Users Say…Say…

Comments from TLS Comments from TLS Customers . . .Customers . . .

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

Robert Hurley, Robert Hurley, CFP CFP

New JerseyNew Jersey

Comments from TLS Comments from TLS Customers . . .Customers . . .

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

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

We are very pleased with the customer We are very pleased with the customer support!support!

Clint Struthers, Clint Struthers, RFC RFC

Midland, MIMidland, MI

Comments from TLS Comments from TLS CustomersCustomers

TLS has the potential to increase the overall efficiency of my practice 10 fold!

Cheryl SparksCheryl Sparks

WashingtonWashington





Or continue - Learn more about the Or continue - Learn more about the many features of TLSmany features of TLS

Quick and easyQuick and easy

data input or import - from anydata input or import - from any

comma delimited ASCIIcomma delimited ASCII

or MS Excel fileor MS Excel file

Tabs to link Tabs to link

information for spouse,information for spouse,

business, family, associates,business, family, associates,

referrals and advisorsreferrals and advisors

Easy Data Transfer…Easy Data Transfer…

Palm Pilot Palm Pilot or other or other

PDAPDA

Microsoft Microsoft OutlookOutlook

Your TLS DataYour TLS Data

Your Investment

Manager

Your Planning Calculator

Advantages for TLS users:Advantages for TLS users:

• Systemized procedures for your Systemized procedures for your officeoffice

• Liability controlLiability control

• Automated MarketingAutomated Marketing

• Client CommunicationClient Communication

TLS gives youthe freedom to stay infront of your clients.

Let TLS run your office instead of your office

running you

The History ofThe History of TLS:TLS:As the Financial Planning movement grew, it As the Financial Planning movement grew, it became apparent that software could provide became apparent that software could provide the consistency required to deliver high the consistency required to deliver high quality service at a reasonable cost. quality service at a reasonable cost.

Advisors found themselves “reAdvisors found themselves “re--inventing the inventing the wheel” writing, filing, locating and wheel” writing, filing, locating and continuously recontinuously re--writing correspondence. The writing correspondence. The more involved they became identifying with more involved they became identifying with their clients, the more dependent they their clients, the more dependent they became on systematic reminders to perform became on systematic reminders to perform critical taskscritical tasks. Continued……

The History ofThe History of TLS:TLS:TLS was introduced in 1983 and a small TLS was introduced in 1983 and a small group of financial planners contributed group of financial planners contributed the initial text and designed the scope of the initial text and designed the scope of communications.communications.

The goal was to enable the financial The goal was to enable the financial advisor to concentrate on client advisor to concentrate on client relationships and the application of sound relationships and the application of sound planning techniques. planning techniques.

Advisors need to share the expertise of Advisors need to share the expertise of other practitioners other practitioners - - and TLS became a and TLS became a vehicle for continued professional vehicle for continued professional contributions.contributions.

The History ofThe History of TLS:TLS:Every year TLS is continuously edited. Every year TLS is continuously edited. New items are added, and the existing New items are added, and the existing material is revised and enhanced.material is revised and enhanced.

Over 3,000 users send in suggestions for Over 3,000 users send in suggestions for text changes and additions. Many even text changes and additions. Many even offer complete articles for review and offer complete articles for review and addition.addition.

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

TLS TLS Automatic UpdatesAutomatic Updates

In late Spring, users receive a new In late Spring, users receive a new version, with program enhancements, version, with program enhancements, text review and the Midtext review and the Mid--Year Planning Year Planning Memo to send to clients.Memo to send to clients.

In late Fall a new YearIn late Fall a new Year--End Tax Memo is End Tax Memo is posted on the website for download. This posted on the website for download. This has been very instrumental in serving has been very instrumental in serving clients, and results in many referrals in clients, and results in many referrals in appreciation.appreciation.

Periodically, when there are major tax Periodically, when there are major tax changes, we provide a Special Client changes, we provide a Special Client Memo, and then revise the articles that Memo, and then revise the articles that have been affected.have been affected.

TLS TLS Customer Customer SupportSupport

Phone:Phone: Toll Free to: 800 666 1656Toll Free to: 800 666 16568:30 to 4:30 EST8:30 to 4:30 EST

Fax:Fax: To: 513 424 1489 (support direct)To: 513 424 1489 (support direct)

Internet:Internet: www.financialsoftware.comwww.financialsoftware.com

Training:Training: By phone – by appointment @ By phone – by appointment @ $125 hr$125 hr

Classroom – oneClassroom – one--day sessionsday sessions

Classroom – intensive 2 day Classroom – intensive 2 day workshopsworkshops


• The powerful tools you need are The powerful tools you need are as close as your fax or phone…as close as your fax or phone…

• Complete the enclosed Order Complete the enclosed Order Form and fax it to: 513 424 5752Form and fax it to: 513 424 5752

• Or just call: 800 666 1656Or just call: 800 666 1656

Thank you for your investment of time viewing Thank you for your investment of time viewing this presentation. You may repeat it at any this presentation. You may repeat it at any

timetime..





We look forward to working with We look forward to working with you.you.

copyright 2001 © financial planning consultants, inc. welcome to the text library system...

Documents

super clients

better clients

stream of clients

youfinancial advisors

financial planning consultants

large numbers of clients

marketing results

marketing challengesto