Title/Code: Phase 3A – The Estate Plan Focus Date: 03/01/10 RESULT STATEMENT To confirm objectives, assess clients wills and trusts, life insurance policies, disability, and long term care insurances. All are reviewed and measured against clients survivor needs and distribution objectives. 1. Confirm Objectives 2. Identify Issues 3. Present Solutions RESOURCES Computer, Access to Team Server, MS Office, Team Calendar, Phone, Fax Machine, Office Supplies, Custom Wealth Architect Templates, eMoney, clients documents, MS Visio. ACCOUNTABLE POSITIONS Position with overall accountability: Advisor Participating positions: Assistant, Para Planner, Relationship Manager PHASE THREE THE GOALS NAVIGATOR THE DIAGRAM EXPANDER

DESCRIPTION OF BENCHMARK DEFINITIONS Benchmarks Accountable Position Timing 1.Create/Print eMoney PackagePara Planner 2. Create The Estate Plan Focus Meeting Package Assistant 3.Create Client Meeting AgendaAssistant 4.Conduct Confirmation CallAssistant 5. Conduct The Estate Plan Focus Meeting Advisor 6. Schedule The Personal & Business Investment Focus Meeting Advisor PHASE THREE THE GOALS NAVIGATOR THE DIAGRAM EXPANDER Title/Code: Phase 3A – The Estate Plan Focus Date: 03/01/10

SYSTEM STANDARDS Polite, courteous, professional and good communications with prospect at all times. Customer is always right, even if they aren’t. Organized and consistent packaging of information at all times. Communicate calendar events with entire team. Confirm beverage preference but offer new choice Take coat and hang in closet Stamp parking pass, ask if on street again or if in the garage this time Add your own – THE GOAL is to ensure client knows they are important to us by recognizing all of the details. PHASE THREE THE GOALS NAVIGATOR THE DIAGRAM EXPANDER Title/Code: Phase 3A – The Estate Plan Focus Date: 03/01/10