1. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved Trusted Advisor Nation™ LinkedIn Group

2. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved Trusted Advisor Nation™ Magazine

3. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved The Advisor-only Monthly Session September 4, 2013 Hosted by Mark McKenna Little

4. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 4 Questions Covered in this Session When you are introducing the services of a new TAX Subject Matter Expert to an Ideal Client, what are the key benefits you outline and how do you explain the role our TAX Subject Matter Expert provides when working with their current tax professional?

5. Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

6. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 6 Choke Points Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

7. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 7 Entire Team Focuses upon Client Acquisition Eliminate Distractions Measure success by hours spent face-to-face or on-the-phone with Potential Ideal Clients weekly

8. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 8 Choke Points Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

9. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved

10. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 10 Choke Points Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

12. 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities Here are some things you might want to know

13. 15% involves Investment Advice 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities

14. 85% does not involve Investment Advice 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities

15. 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities 1. The Master Goal Tracker™ Updated Annually 2. The Greatest Probability Strategy™ step-by-step implementation plan-of-action (Your GPS) 3. The Progress Reports™ 4. Asset and Money Management 5. Income Tax Projection Before The End of The Tax Year 6. Income Tax Review and On-time Filing 7. Estate Planning 8. The Goal Blueprint™ (TGB) 9. Cash Reserves and Debt Management 10. The Comprehensive Safety Review Exercise™ Subject Matter Experts Perform Financial Planning Subject Matter Expert Money Management Subject Matter Expert Tax Planning Subject Matter Expert Estate Planning Subject Matter Expert Property & Casualty Subject Matter Expert, et. al. Me

16. 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities

17. 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities 1.5 Deliverables = Investment Advice 8.5 Deliverables are not Investment Advice $3,000 billed through Investment Advice Entity $17,000 billed through Outside Business Activity

18. 15% of What I coordinate Is “Investment Advice” 85% of What I do Is not “Investment Advice” Reports are created by Subject Matter Experts (OBAs) Outside Business Activity (OBA) Billing is Separate Fire Wall between the two entities Regulated No Investment Advice Regulation $3,000 billed through Investment Advice Entity $17,000 billed through Outside Business Activity

19. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 19 Choke Points Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

20. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 20 Strong Administrative Manager The Toolkit Inner Circle™ is not optional Regular meetings to measure progress (2-3 per quarter)

21. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 21 Choke Points Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

22. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 22 Ask Administrative Manager to Map The Process The Focused Solution™ Trusted Advisor Cheat sheet Trusted Advisor Financial Leadership™ Steps

23. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 23 Choke Points Financial Advisor has very few Ideal Clients No Administrative Manager Compliance Administrative Manager does not feel Comprehensive Financial Services, through The Trusted Advisor Toolkit™, is a priority. Administrative Manager has a couple of small stumbling blocks (misunderstandings) about The Online Meeting Plan™ process which is paralyzing everything. Subject Matter Experts not delivering fully

24. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 24 Hasn’t been properly oriented to The Trusted Advisor Toolkit™ Are skilled but aren’t a team player Subject Matter Expert doesn’t have a strong assistant Trusted Advisor Financial Leadership™ Steps

25. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved Action Sequence #9 of The Administrative Manager’s Online Program

26. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 26 Question When you are introducing the services of a new TAX Subject Matter Expert to an Ideal Client, what are the key benefits you outline and how do you explain the role our TAX Subject Matter Expert provides when working with their current tax professional? I want to clearly articulate to the client what additional benefits they will get from our TAX subject matter expert over and above their current tax professional. Is this correct? Are there any additions to this list below? 1. Our TAX Subject matter expert will provide oversight of your current tax professional 2. Our TAX Subject matter expert with provide additional deliverables that your current tax professional is not providing – EXAMPLE a tax projection will be completed every year before the tax deadline 3. Our TAX Subject matter expert will provide additional tax checkpoints which are typically not done by your current tax professional How do you explain to the client what they are getting when we tell them, our TAX Subject Matter expert will be providing oversight of your tax professional?

27. September 4, 2013 Copyright MMXIII TrustedAdvisorToolkit.com - All Rights Reserved 27 Everything gets done Everything gets done right Everything is “in alignment” with your overall strategy