What Do Financial Advisors Want from You? Link Baker, Insurance Specialist, SunTrust Investment Services, Inc. Jorege Ramirez, VP, HCB Southeast

Perceptions, Game Plans, and Execution How do I want to be perceived? “Cracking the door” Proven methods in the bank/wire space Rinse and repeat Link is going to add color and deep dive on each of these as Jorge introduces and covers from an SVP perspective the four main bullet point topics. After we’ve worked through these topics, Link will address some additional thoughts from the Institutional perspective, mostly focused on things that the better SVPs do in a bank environment. We’ll then tee up questions from the for Jorge and Link. Chase will have 8-10 “pocket” questions in order to help facilitate the dialogue if needed. )      Opening Comments – How I want to be perceived by my advisors and the relationships with them that I strive for. 2)      What has worked well for me inside of SunTrust: a)       One on One meetings -          Outside meeting place -          Educate/Coach – Concepts and Role Play -          Joint Work – Insist on it and offer to help with paperwork -          Flexibility of schedule – never be rigid with your schedule -          Have an understanding of their practice and their clients’ financial abilities -          Dress to the occasion or client and be Professional at all times -          Never get upset over cancellations or when things don’t go your way   b)      Group Meetings                                     -      Monthly/weekly calls – Be a featured speaker –         Follow up with Managers after the call – Ask if they are on track for their group’s goals –         Call each advisor and ask for any prospect or clients that fit the profile for the concept covered. c)       Meet regularly with the Wealth Structure Consultants -          Concepts and cases

Thank you!