1 For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public ©2009 Wilke & Associates, Inc. All rights reserved. The Connected Advisor Winning Rollovers and Retirement Plans From Firms Experiencing Layoffs Presented by Maureen Wilke, Wilke and Associates, Inc.

2 The Challenge For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Companies are in turmoil faced with the downsizing or “right sizing”. Former employees face several challenges including rolling over their company 401(k) or other retirement plans. Benefit managers are in need of assistance.

3 The Opportunity For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Cerulli Associates Inc. of Boston estimates that rollovers will grow from an estimated $314 billion currently to about $2 trillion by The numbers seem overwhelming, so where do you start to capture this market?

4 Capture the Opportunity For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Create a targeted plan and process to win rollovers. Position your practice as a retirement resource. Identify two focused rollover opportunities:  Start with top clients and identify layoffs – their firms, family or friends and colleagues.  Next, identify local firms experiencing layoffs.  Create a process for the follow-up.

5 4-Steps to Winning Rollovers For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 1: Position your practice as a retirement resource. Step 2: Obtain referrals to benefit managers at companies experiencing layoffs. Step 3: Contact the companies to present your services with retirement rollovers. Step 4: Conduct employee rollover seminars and lock-in prospects for follow-up.

6 Financial Advisors Success Stories For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Expanding a practice into early retirement options with union employees. Focusing on suppliers to the automotive industry.

7 Position your practice as a retirement resource For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 1: Create a one-page marketing sheet on your letterhead or a brochure Highlight your practice’s: Experience, credentials and designations. Assets under management. Retirement planning/investment process. Capabilities to address employees’ rollover questions and provide solutions. Strategic team with a CPA and an attorney.

8 Position your practice as a retirement resource For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 1: Additional retirement services to offer: Information about rollovers. Identifying and allocating 401(k) and IRA assets. Delivering IRA and 401(k) rollover-planning seminars. Tax and estate planning advice. Retirement income reviews and tools. Health care plans and options.

9 Obtain referrals to benefit managers at companies experiencing layoffs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 2: Leverage Top Client Relationships Identify firms experiencing layoffs by: 1.Contacting top clients and asking if their employer is experiencing layoffs – simply call or a few key questions. Use to locate the managers and plan information. 2.Search for local companies in your area experiencing layoffs using JWT’s HRLive ( and click HRLive).

10 Obtain referrals to benefit managers at companies experiencing layoffs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 2: Tap clients for referrals clients to share with them your firm’s retirement and rollover services and the firms you are planning to contact. Ask them if they know anyone in senior management at these firms and ask for a referral.

11 Locate plan contacts and information For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

12 Locate firms experiencing layoffs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

13 Contact the companies to present your retirement rollover services For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 3: Let employers know that you can address employees’ rollover questions and provide solutions — and that your team includes a certified public accountant and an estate-planning attorney.

14 Contact the companies to present your retirement rollover services. For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 3:

15 Conduct employee rollover seminars and lock-in prospects for follow-up. For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 4: Offer on-site retirement education programs to establish credibility and schedule individual meetings at your office. Ask the manager for a list of employees being terminated and the amount of their rollover plan. Consider a group education session for the smaller rollover plans. Create a repeatable process and follow-up plan.

16 Action Plan For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Streamline the process and hire an intern to complete paperwork. The future opportunity is to secure meetings after the layoff period is over to hold financial reviews, estate planning and Roth IRA conversion sessions. Capture the rollover opportunity now!

17 For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public ©2009 Wilke & Associates, Inc. All rights reserved. Roth Conversion Opportunities Jeffery J. Waters, CPA, C.P.

18 For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public ©2009 Wilke & Associates, Inc. All rights reserved. Success Stories Harriet E. Heyda, MBA, CRPC ® Senior Financial Advisor An Ameriprise Platinum Financial Services ® practice

19 For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public ©2009 Wilke & Associates, Inc. All rights reserved. The Connected Advisor Winning Rollovers and Retirement Plans From Firms Experiencing Layoffs Presented by Maureen Wilke, Wilke and Associates, Inc.