1. 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 Uncover Rollovers, Referrals and Assets with Tax Time Reviews Presented by Maureen Wilke Wilke and Associates, Inc.

2. The Difference One Degree of Change Makes For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public What happens to water when the temperature goes from 211 degrees to 212 degrees? Conducting Tax Time Reviews can be the one degree of change in your practice to be a client’s main financial advisor.

3. One Degree of Change For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

4. 4 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 2013. The numbers seem overwhelming, so where do you start to capture this market?

5. The Importance of Reviews For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public The advisors who made a clear effort to reach out to clients are twice as likely to maintain their relationships as “non-proactive” advisors. Source: McKinsey Report, Investment News, May 25, 2009

6. The Benefits of Tax Time Reviews for Advisors For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public  Positions your practice as a valuable financial partner by conducting client reviews immediately following tax-time.  Uncover rollovers and assets by reviewing top clients’ portfolios (80%/20%).  Acquire top clients using the automated referral process.

7. 4 Steps for Tax Time Reviews For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 1: Focus on Top Clients Step 2: Prioritize Client Reviews Step 3: Contact Top Clients and Deliver In-Depth Reviews Step 4: Follow-up with recommendations and ask for two referrals. Track referrals on the Top Client Background Chart.

8. 8 Step 1: Focus on Top Clients For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Client/Age Investable Assets/ Pension/401(k) Stock Options FamilyGoals Referral Prospects Lifestyle Interests & Financial Concerns Charles & Jean Waters (Age 55) $2,000,000Son (15) Asset Accumulation Sue James (sister) Retirement Planning $900,000/ $200,000 Father (80) College Planning Bob Waters (brother) Pro Tennis Event $3,500,000 (current value) College Budgeting Top Clients’ Background Chart

9. Know Top Clients’ Needs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Successful financial advisors say that the key to their success is to: Build deeper relationships, beyond just financial needs, with your best clients and truly understanding what is important to them. It is important to go beyond the surface.

10. Know Top Clients’ Needs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public How would you work with this type of client? In mid-60s Worked in the same field for the past 40+ years Raised children and now has grandchildren Accumulated family wealth Has been in the public eye most of their life

11. Know Top Clients’ Needs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

12. Step 2: Prioritize Client Reviews For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Create a client communications plan with 3-4 reviews each year built into the plan.  Schedule at least two meetings each year with top clients and prospects.  The meetings and follow-up will be completed in 6-8 weeks and you will be ready to contact referrals. CLIENT REVIEW CALENDAR New Year ReviewsJanuaryFebruaryMarch Tax Time ReviewAprilMayJune Lifestyle EventsJulyAugustSeptember Year-End ReviewOctoberNovemberDecember

13. 13 Integrate Reviews with Client Communications For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public MonthCommunication January February March New Year Client Reviews President’s Day card and Market Update. Seminars: Roth Conversion or Rollovers. April May June Economic Newsletter/ Webcast Tax-time Reviews (April – June) Fourth of July card July August September Economic Newsletter/ Webcast Lifestyle Events or Beneficiary Audits Labor Day Card October November December Economic Newsletter/Webcast Year-end Reviews (October – November) Holiday Charity Event

14. Tax Time Review Schedule For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Month 1 (April) Set an agenda, mail letters and schedule appointments. Ask clients to bring in key financial documents and tax returns. Months 2 – 3 Meet with clients to gather information and prepare findings. Schedule four reviews every Tuesday and Thursday and set aside follow-up time on Wednesday and Friday. Tip Invite a client’s CPA to join the review to reinforce the team approach and gain referrals. Tax returns may provide a more clear picture of your clients’ financial needs. Clients should always consult a tax advisor for specific recommendations regarding their tax situation.

15. Step 3: Contact Top Clients For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Contact top clients and deliver in-depth reviews  Communicate the benefits: Achieve their financial and personal goals. Discuss any financial changes and tax planning. Provide the highest service level.  Encourage clients to bring their tax returns, financial documents, and invite family members or tax advisors.

16. Sample Letter For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

17. Tips for Uncovering Clients’ Needs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public  Life-changing Events Health Changes Marital Status Elderly or Long-Term Care Needs  Retirement Planning – Review plans and track IRA holdings and future rollovers. Maximize contributions Stock options and 401(k) plans Distribution planning  Asset Allocation – Consolidate all assets in to one report for diversification reviews.

18. Tips for Uncovering Clients’ Needs For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Tax Considerations - Tax returns may provide a more clear picture of financial needs: College Planning - Line 6c - Present college-savings plan. Wealth Management Planning – Review line 39 and schedule B for asset allocation, diversification and overall planning needs. Retirement Needs - Line 15a - IRA distributions and retirement income. Review line 25 to position your practice as a rollover specialist or resource.

19. Window of Opportunity For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Tax Considerations Rollovers Roth Conversions – The 2010 Tax Opportunity Referrals to friends, family and companies experiencing layoffs.

20. Client Review Checklist For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

21. Step 4: Follow-up For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Follow-up with recommendations  Follow-up with clients either in a meeting or by phone with an update (include assets you do not manage).  Invite clients to a lifestyle or investment seminar.  Three to four touches with tax time reviews.

22. Ask for Two Referrals For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public After the follow-up is complete, ask your clients if there are any family or friends who also would benefit from a post tax- time review. Your client knows why they are referring someone to you. Referrals fail because they are too general and there is no benefit stated.

23. 23 Success Stories For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public  Share solutions including assisted living reviews.  Retain clients in a positive way.  One Kansas City advisor’s tax time review success story.

24. 4 Steps for Tax Time Reviews For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public Step 1: Focus on Top Clients Step 2: Prioritize Client Reviews Step 3: Contact Top Clients and Deliver In-Depth Reviews Step 4: Follow-up with recommendations and ask for two referrals. Track referrals on the Top Client Background Chart.

25. 25 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 help with planning, scheduling and emailing follow-up. Start with top clients and gain one to two referrals from each. Gain a Competitive Edge and Start Tax Time Reviews Today!

26. Morningstar ETFInvestor Newsletter × Download a free issue of ETFInvestor. × www.morningstar.com/goto/WebE TF www.morningstar.com/goto/WebE TF × Subscribe to ETFInvestor. 12 PDF issues for $155 × Online etf.morningstar.com × Phone 1-866-910-1145 × Model portfolios. Our best core and tactical ETF recommendations. × In-Depth Analysis. Expanded coverage of ETF firms, fund flows, and broader economic data and charts for a stronger macro view. × Analyst Favorites. Specific ideas for long-term portfolio builders. × Between-Issue Resources. Companion website with breaking news, ideas and data.

27. 27 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 Uncover Rollovers, Referrals and Assets with Tax Time Reviews Presented by Maureen Wilke Wilke and Associates, Inc.