Asset Accumulation Series Webinar 2 of 7: Define Classifications and Sources July 30, 2014

Agenda Overview of ActiFi and the 2014 Redtail Webinar Series Recap of Session Business Development Process: Define Classifications and Sources ActiFi Why it is important How to define requirements for Redtail on paper Redtail Translating requirements from paper to technology How to make it work on Redtail Q&A Preview the next Webinar in the Series All Rights Reserved to ActiFi2

Getting the Most Out of Technology

What Percentage of Technology ROI is tied to Advisor Utilization? Answer: 100%

How much benefit does an advisor/planner get if they use their old processes on the new technology? Answer: NONE

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Keys to Success

Keys to Success – ALWAYS REMEMBER

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Overview/Defin e Your Process Define Classifications and Sources Define Stages Identify Default Next Steps Create Pipeline Report Segment Your Client Base Analyze Your Client Base/Identify Ideal Opportunities Define Your Business Development Process

Define Your Classifications Classifications are the kinds of relationships you have with people from the time you first hear about them until they become a client. Examples include: Lead: Not acquainted, acquired contact info by referral or some other method Qualified Lead: Determined to be a good “fit” Prospect: Not yet a client, building a relationship Client: With an opportunity or life event on the horizon Center of Influence: Not necessarily a client, but a potential or existing referral source Affiliated Professional: Tax attorney, divorce attorney, insurance agent, etc. Write down your exact words and how you define them All Rights Reserved to ActiFi11

Worksheet: Define Your Classifications ClassificationDefinition Example: ProspectNot yet a client, building a relationship All Rights Reserved to ActiFi12 Classifications are the kinds of relationships you have with people from the time you first hear about them until they become a client.

Define Your Source Types and Names Source Types and Names help you identify where a prospect came from. Source Types are broader categories, while Source Names indicate which specific Source Type generated the prospect. Write down your exact words and how you define them for your Source Types. All Rights Reserved to ActiFi14 Examples of Source TypesExamples of Source Names Marketing CampaignDirect Mail, Newsletter Center of InfluenceCOI Name Affiliated ProfessionalAttorney name, CPA name Personal NetworkingRotary, Kids’ soccer EventSocial Security Education seminar

Worksheet: Define Your Source Types and Names Source TypeExample Source Names Example: Client ReferralClient Name All Rights Reserved to ActiFi15 Source Types and Names help you identify where a prospect came from. Source Types are broader categories, while Source Names indicate which specific Source Type generated the prospect.

Managing Your Sales Process on Redtail  Terminology and language really matter. Identify and define your terms and make sure everyone is in agreement.  Balance optimism and realism in your opportunity forecasting.  You can’t monitor what you don’t measure. Accurate data is important, but only to the extent that it serves management review and decision-making. All Rights Reserved to ActiFi17

Managing Data on Redtail -- Tips  Redtail is your data source. Excel is a tool used to manipulate the data, not to store it.  Talk to Redtail about tips and tricks they have to manage your client data.  This is not a one-time project. Things are always changing with your clients. You should review your data regularly to make sure your data remains accurate. All Rights Reserved to ActiFi18

Overview/Defin e Your Process Define Classifications and Sources Define Stages Identify Default Next Steps Create Pipeline Report Segment Your Client Base Analyze Your Client Base/Identify Ideal Opportunities Next Time Wednesday, August 13 th 4:00 Eastern/1:00 Pacific

Today’s presentation and slides will be made available by Redtail. Look for an when it is posted and ready for you to access. All Rights Reserved to ActiFi20

Questions? Brian Kostick Jessica Weisner x1066