1. Ed Howat, Jr., CLU, ChFC, LUTCF, RCC Addie Woods Consulting Co. ed@ addiewoods.com 651.405.6644 This is for financial professional use only. Not for use with the general public. This material may not be reproduced in any form where it is accessible to the general public.

2. * What if your Systems, Processes and Procedures were as efficient as a dental office?

3. * Net income per dentist: $192,680 for a general practitioner * Gross billings per dentist: $727,630 * full-time dental hygienists $34.70 per hour; average number of patients seen per day is nine * Full-time chairside dental assistants were reported to earn $18.00 an hour. * Among 186,084 professionally active dentists in 2009, 22.2% (41,309) were female. * Average number of employees per dental office: 6 * Estimated number of dental patients seen per day: 32 (14 (dentists), 9 (hygienists)

4. * Average number of new patients per month: 20 * 50.8 minutes - average length of a patient appointment for general practitioners * 3.6 times - average number of annual visits per patient for general practitioners * 47.7 weeks - average number of weeks in office per year for general practitioners * 35.8 hours - average number of hours per week in the dental practice for general practitioners * 32.6 hours - average number of hours per week treating patients for general practitioners * 3.2 hours - average number of hours per week managing the dental practice for general practitioners * Number of patients per dentist: 1800.

5. Keep the Chairs Full; An Empty Chair is Lost Revenue - Never To Be Replaced. * The Dentist is not the Hygienist * The Dentist does not schedule appointments. * The Dentist knows when it's time to work and when it's time to play. * The Dentist has REGULAR business hours. * The Job Duties are well defined. * Appointment follow up is very deliberate; * Appointments are booked ahead six months. * Continuing Education creates State of the Art

6. Client Assets Under Management Annual Recurring Revenue Non-Recurring Revenue Primary Revenue Source(s) (Insurance, Managed Money, Mutual Funds etc.) 1 2 3 4 5 6 7 8 9 10 11 13 14 15 16 17 18 19 20 21 22 23 24 25 Total

9. ...General Patton

11. Estate Planning/Elder Law Attorney Personal Banker Mortgage Loan Officer CPA/Accountant Multiple Line Insurance Agent Disability Insurance Agent Life Insurance Agent Mutual Fund Wholesaler Annuity Wholesaler Alternative Investment Wholesaler Real Estate Agent Financial Advisory Team Benefit Plans Consultant/ Wholesaler Retirement Plans Consultant/ Wholesaler Trust Officer Long-Term Care Agent Client Relationships Advisor/Agent Relationships Life Insurance Wholesaler Ed Howat, Jr., CLU, ChFC, LUTCF, RCC ● Addie Woods Consulting Co. ● ed@addiewoods.com ● 651.405.6644ed@addiewoods.com 11

12. ParentsCousinsSiblings Friends Parents School Parents Current Former Clubs Coaches Teams Attorney CPACharityChurch Civic Alumni Recreation Client AND Spouse Children workplaces Community Hobbies Pastimes Advisors 12 Friends Parents School Parents Current Former

16. Men view money like it is a river. It is about Cash Flow. Women view money like it is a lake. Will they be enough to last a lifetime?

19. M IN D P E A C E Liquidity Cash Assets Social Security Gov’t Programs Qualified Plans IRA 401(k) Titling of Assets Individual/Joint Assets Distribution Planning Life Insurance Protection Fixed / Equity Investments Special Needs Planning Charitable Giving - Gifting to Children Income Protection - Cash Flows - Debt Management Employee Benefits Deferred Comp Stock Options Longevity Planning Life Events “Bucket List” Future Inherited Assets Risk Management Liability Issues Annuities Fixed /Variable Legacy Planning Ethical Wills Private Banking Tax Planning Estate Planning Wills/Trusts The Beneficiary Book Business Succession Planning This list is not intended to be exhaustive or complete. None of the products, resources or services mentioned above are provided by Addie Woods. Projects requiring legal, tax, or financial advice, or other services not provided by Addie Woods or its representatives will be referred to the appropriate professional (s). Peace of mind is about the pursuit of a mental state of calmness, serenity and comfort. There is no guarantee that it will be achieved. 19

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25. From $45-60.00 at most discount stores 25

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27. 27 First Meeting – Getting Started  Review The Gift of Answers® Workshop and RoadMap  Review The Gift of Answers® WorkBook  Agree on tasks that need to be completed including follow-up with attorney  Assignment - purchase FireProof FileBox  Assignment - purchase The Beneficiary Book  Assignment - bring insurance policies to next meeting  Assignment - Section 1 of The Gift of Answers® Checklist Second Meeting Cash Flow and Goals  Review Assignments from last meeting  Review cash flow and goals  Assignment - Section 2 of The Gift of Answers® Checklist Third Meeting Financial Review  Review Assignments from last meeting  Review financial plan (Quarterly Review)  Review life insurance, disability and Long-term care program  Beneficiary review  Assignment – Section 3 & 4 of The Gift of Answers® Checklist  Assignment – Bring copy of last year’s tax return to next meeting Fourth Meeting Employee Benefits Review  Review Assignments from last meeting  Review Employee Benefit Programs  Assignment – Complete rest of The Gift of Answers® Checklist  Assignment – Complete Section 1 of The Beneficiary Book Fifth Meeting Tax Return Review  Review Assignments from last meeting  Review last year’s tax return  Assignment – Complete Section 2 of The Beneficiary Book

28. * NOAH’S LAW * NOAH’S LAW: PREDICTING THE RAIN IS NOT AS IMPORTANT AS BUILDING THE BOAT. * COMMITMENT * COMMITMENT: YOU JUMP OFF THE CLIFF AND THEN YOU BUILD YOUR WINGS ON THE WAY DOWN. * GOETHE * GOETHE: THINGS THAT MATTER MOST MUST NEVER BE AT THE MERCY OF THINGS THAT MATTER LEAST * OBSTACLES * OBSTACLES ARE THE THINGS YOU SEE WHEN YOU TAKE YOUR EYE OFF THE GOAL. * EXPERIENCE * EXPERIENCE IS WHAT YOU GET WHEN YOU DON’T GET WHAT YOU WANT.

29. Nothing works all the time and most things don’t even work most of the time. Knowing where the business is not is always the beginning of knowing where the business may be. You have to be prepared to give before you can get. On Becoming a Great Wholesaler by Nick Murray