1. Preparation Education (must read) Education (must read) “The excellent investment advisor” “The excellent investment advisor” By nick Murray “All about annuities” “All about annuities” By Gordon K. Williamson

2. OUR MARKET Individual FamiliesIndividual Families Small BusinessSmall Business Organizations and ClubsOrganizations and Clubs Senior Citizen MarketSenior Citizen Market

3. Know Your Mutual Fund Get to know the fund family you are offering (service is everything) Get to know the fund family you are offering (service is everything) Use 3 to 4 funds to specialize in Use 3 to 4 funds to specialize in Get to know contact person Get to know contact person Get to know paperwork Get to know paperwork Get to know sales material Get to know sales material

4. Presentation Keep it simple Keep it simple Develop 2 min. Presentation on each fund Develop 2 min. Presentation on each fund Goal is to get client to invest minimum of $300 to $400 per month Goal is to get client to invest minimum of $300 to $400 per month Don’t sell on performance Don’t sell on performance Sell on an objective Sell on an objective

5. Three Fundamental Accounts Emergency account Emergency account Short term account Short term account Wealth building account Wealth building account

6. Emergency Account Emergencies Emergencies Vacations Vacations Purchases within 2 years Purchases within 2 years Set up a Money Market FundSet up a Money Market Fund (with check writing ) Limits: Below $50,000 = $ 5,000 Above $50,000 = $10,000

7. Short Term Account Loss of job Loss of job Disability Disability Short term purchases Short term purchases Cars, house, etc. Cars, house, etc. Set up an Equity Income Fund Limit: 3 to 6 Months Income

8. Wealth Building Accounts Use growth funds Retirement fund Retirement fund Roth IRA Roth IRA Traditional IRA Traditional IRA 401k, TSA, etc. 401k, TSA, etc. Variable annuity Variable annuity

9. Three Fundamental Accounts Emergency Account Emergency Account Short Term Account Short Term Account Wealth Building Account Wealth Building Account 25%25%50%

10. How to Use Mutual Funds Growth RetirementAgeRetirementAge Income Stock FundsStock Funds Growth FundsGrowth Funds Aggressive GrowthAggressive Growth Stock FundsStock Funds Growth FundsGrowth Funds Aggressive GrowthAggressive Growth Income FundsIncome Funds Bond FundsBond Funds Income FundsIncome Funds Bond FundsBond Funds

11. Income Potential Based on 30 new clients a month investing $100 /mo. 5 th year$ 3,888 per/mo. 10 th year$ 9,500 per/mo. 15 th year$14,400 per/mo. 20 th year$24,350 per/mo.