Introduction Fact-Finding Meeting Proposal Meeting Sales Process Description: This workflow describes all the steps required to coordinate and document the first contact you have with a prospect, so you make a positive first impression and provide a consistent experience to all your potential clients. This workflow is the first of three phases in the sales process. Introduction Fact-Finding Meeting Proposal Meeting Process Checklist PREPARE ROLE STEPS/TASK DETAILS/TIPS Client Service Associate Prepare Prospect’s Information for Advisor Due: 2 Days Before Point of Contact This process is initiated when a lead comes into the firm or a prospect is identified by the firm Ensure all of the prospect's information has been recorded in the CRM, including referral source for future reporting and analysis Typically, there are 3 major referral sources: Referral – When a current client or third-party contact refers a prospect to the Advisor Marketing campaign – When a prospect is prompted to contact the Advisor via a marketing campaign Incoming inquiry — When a prospect proactively calls the Advisor to inquire about services Although some advisors prefer to take the call right away, consider scheduling a call with the Advisor at a later time. This will allow the Advisor time to better prepare for that first interaction. Determine if a point of contact is required: If the Advisor indicates a proper introduction has already taken place, work with the Advisor to capture notes about the introduction in the CRM and skip all steps in the workflow up until the “Follow-Up” stage of this process Provide the Advisor with all necessary information to conduct an introduction, including full name, phone number, etc. Generally, an Advisor-driven introduction like this would conducted over the phone versus in-person to best prioritize the Advisor’s time Coordinate a Call with the Prospect (if applicable) Typically an introductory call should last no longer than 30 minutes Work with the Advisor to coordinate and schedule an introductory call Determine how the call should be scheduled: If it’s a warm lead, it’s best practice to contact the prospect to formally schedule a call with the Advisor If it’s a cold call, just schedule time on the Advisor’s calendar to remind them to call the prospect   © 2015 SEI. This information is proprietary.  No further distribution is intended. sei.com/advisors

Introduction Fact-Finding Meeting Proposal Meeting Sales Process Introduction Fact-Finding Meeting Proposal Meeting Process Checklist CONDUCT ROLE TASK DETAILS/TIPS Advisor Contact Prospect Contact the prospect to conduct a formal introduction If prospect is reached: Provide a high-level overview of firm Discuss the firm’s history, mission, vision, and values Ask the prospect about high-level goals/needs Discuss the prospect’s requirements and priorities Thank the prospect for time and discuss next steps If prospect does appear a fit for firm – Discuss next meeting, which is typically a Fact-Finding meeting If prospect does not appear a fit for firm – Refer as appropriate to another Advisor If prospect is not reached: Record the activity in the CRM Set a reminder to attempt to contact the prospect again, typically 2-3 days later after the last attempt If the prospect is not reached after several attempts, consider marking the prospect as “inactive” in the CRM and ending attempts Process Checklist FOLLOW-UP ROLE TASK DETAILS/TIPS Advisor Update Prospect’s CRM Record Due: 1 Day After Point of Contact Record any relevant notes and input any new profile data in the CRM Based on the point of contact, determine whether the prospect is: Qualified – Ready to set-up next meeting Unqualified – Not a fit for the firm Inactive – Not responsive to calls End the workflow here as there no additional follow-up required   © 2015 SEI. This information is proprietary.  No further distribution is intended. sei.com/advisors

FOLLOW-UP – QUALIFIED PROSPECT FOLLOW-UP – UNQUALIFIED PROSPECT Sales Process Introduction Fact-Finding Meeting Proposal Meeting Process Checklist FOLLOW-UP – QUALIFIED PROSPECT ROLE TASK DETAILS/TIPS Advisor Send Summary Letter to Prospect Due: 1 Day After Point of Contact This could be a mailed hand-written note or an email to the prospect Draft and send a summary letter to the prospect which: Thanks the prospect for the opportunity to work together Outlines what was agreed-upon and identifies next steps "Summary Letter" template (right-click underlined text to open hyperlink to template) Client Service Associate Contact Prospect to Set-Up Meeting Due: 2 Days After Point of Contact Schedule a meeting with the Advisor, which is typically a Fact-Finding Meeting In prep for meeting, request the prospect provide any needed information or gather any necessary documents Consider creating a discovery package template for this step which provides materials about the firm and fact-finding forms / checklists Set reminders to follow-up with the prospect as appropriate to ensure the Advisor has everything needed to conduct the meeting Process Checklist FOLLOW-UP – UNQUALIFIED PROSPECT ROLE TASK DETAILS/TIPS Advisor Send Thank You Letter to Prospect Due: 2 Days After Point of Contact Best practice would be to make this a hand-written note which is mailed to the prospect to demonstrate the firm’s professionalism Draft and send a thank you letter to the prospect which: Thanks the prospect for the opportunity to work together Refers the prospect to another Advisor, as appropriate "Prospect Thank You No-Fit Letter" template (right-click underlined text to open hyperlink to template) Send Thank you Letter to Referral Source (if applicable) Best practice would be to make this a hand-written note which is mailed to the referral source to demonstrate the firm’s formal gratitude Draft and send a thank you letter to the referral source which: Thanks the referral source of the lead opportunity Explains the reason the prospect was not a fit for the firm Identifies that the prospect was referred, as applicable "Referral Thank You No-Fit Letter" template (right-click underlined text to open hyperlink to template)   © 2015 SEI. This information is proprietary.  No further distribution is intended. . sei.com/advisors