How To Attract Gen-X & Gen-Y Clients (and Make the Dollars Work) Strategies for using client-engagement software Webinar overview October 7, 2014 ]

THE NEXT GENERATION IS BIG 47 million next-gen households manage $16 trillion The next generation manages $16T… …and is rapidly turning online for help 47 million are working with a traditional advisor 20% would consider working with an online advisor 75% 36 million annual growth in robo-advisor assets 100% Age of Head of Household: 35-54 55-74 Investable Assets: $16T $26T Sources: US Census, CFP Board, InvestmentNews, Financial Planning Magazine

Investing more increases assets by $280k more than investing perfectly SAVING IS CRUCIAL TO THE NEXT GEN (1) Savings rates – not returns – make all the difference Retirement Portfolio Growth for a Typical US Household 1983 - 2013 scenario returns $504,000 Highest Savings: Investing 8% of income in the worst performing funds +$280k $227,000 Highest Returns: Investing 3% of income in the best performing funds Investing more increases assets by $280k more than investing perfectly Source: Putnam Institute Research – “DC Plans: Missing the forest for the trees?”, 2014

Investors without advisors SAVING IS CRUCIAL TO THE NEXT GEN (2) Retirement saving and cash flow are top priorities : Services investors highly value Retirement saving Next-Gen Cash-flow planning Investors without advisors Credit: InvestmentNews Take advantage as most advisors continue to underestimate clients’ demand for cash-flow planning

MEET NEXT-GEN NEEDS VIA TECHNOLOGY Harness software to attract and serve young clients Be more than a robo-advisor Provide holistic and behavioral cash-flow guidance Provide immediate insights for clients Cover spending and planning in-depth during initial conversations Don’t turn anyone away Explore tools for all asset levels and backgrounds Segment and innovate Build new business models and programmatic engagement to scale your services

DELIVER MORE THAN PORTFOLIO ADVICE Offer engaging holistic planning and cash flow guidance Smart saving Drive accumulation with behavioral support Enhanced feedback Tailor engagement to help clients achieve goals Salient views Simplify and visualize client data insights

DELIVER VALUE FROM DAY ONE Spark important conversations with real-time insights Easy onboarding Make data collection and initial surveys seamless Impressive starts Dive into client cash-flow dynamics on day one Productive dialogue Schedule quick check-ins to efficiently engage

DELIVER VALUE FOR ALL Use technology to serve any client (or prospect) 1 2 Seamless sign-ups Offer your branded tools direct from marketing links Open communications Keep channels open for managed client questions 3 Highlighted wisdom Ensure clients are viewing your thought-leadership

MATCH SERVICES WITH CLIENT PROFILES Find service models that can fit your - and clients’ - needs Flexible structures Offer modular services at costs based on contact level Broad reach Consider educational and training content for mass audiences Innovative gatherings Offer group guidance in non- traditional or informal settings

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