1. Follow-up Conference Call June 25, 2009 Capturing the Opportunity

2. Follow-up Conference Call Agenda Capturing the Opportunity I.Recap where we left off at the conference II.The importance of a different conversation with your clients prospects III.2 nd Opinion / Recovery Plan / Reboot Offer IV.What does a Consultative Process and client deliverables look like? V.How do we get at-bats?

3. Framing the Opportunity I.Investor Discontent 4 out of 5 investors want to switch their advisor Only 10 – 15% have done so. Why? Independent Advisors are not changing Performance is not a differentiator Clients (and their advisors) are focused on the wrong questions (questions that cant be answered)

4. II.REQUIRES A DIFFERENT CONVERSATION Capturing the Opportunity

5. The Great Advisors will focus on: 1.Planning process 2.Strategic asset allocation dictated by, and in service to, the plan 3.Behavior modification The Terrible Advisors will focus on: 1.Economic forecasting 2.Market prognostication 3.Handicapping future relative performance Nick Murray

6. Capturing the Opportunity The 3 Things You Must Do 1)Commit to change 2)Rediscovery meetings 3)Offer 2 nd Opinion Service (a.k.a. Recovery Strategy) John Bowen

7. Capturing the Opportunity III.2 nd Opinion Service 4 out of 5 want to switch advisors Hit the reset button Need a recovery strategy Four Rs of a Recovery Plan 1)Permission to Realize that there is something you can do 2)Reengage: stop contracting and expand (Reset, Regroup, Realign) 3)Design the Recovery Plan 4)Relax: stop holding your breath, begin sleeping again

8. Capturing the Opportunity III.2 nd Opinion Service 1.Start with questions to understand new values and goals: 1.First two sections of Discovery Interview Guide; 2.Or, questions relative to the current environment: What is the most important financial issue in your life at the moment? What is going on in your life right now that could have a major financial impact? What do you see as the biggest threat to your financial security? 2.Deliverable is Portfolio Analysis v.2

9. Capturing the Opportunity IV.Consultative Process

10. Capturing the Opportunity IV.Consultative Process: The Client Deliverables

11. Capturing the Opportunity IV.How do we get at-bats WSJ Article: 4 out of 5 investors 2 nd Opinion offer to clients 2 nd Opinion offer letter