1. Can financial planning be performed in an institutional environment? Shawn Brayman President, PlanPlus Inc May 30 th 2010 Thanks to Natalia Smirnova and Mark Ralphs

2. 11/20/2015 PlanPlus © 2010 2 2004 FPA Financial Performance Study Advice Driven Practices Attract Larger Clients

3. 11/20/2015 PlanPlus © 2010 3 Advice Makes More Money Earn 4 times more revenue with planning advisors than transaction based sales Earn 60% more profits Source: Cerulli & Associates

4. 11/20/2015 PlanPlus © 2010 4 Advice Makes $ Stick/Share of Wallet Source: Corporate Insights 0%100%50% MF Sales Stock Sales 75%25% Fee Account Elsewhere Fee Account IPS PlanPlan Elsewhere++

5. 11/20/2015 PlanPlus © 2010 5 1.Process 2.Knowledge 3.Tools & Technology 3 Components for Success

6. 11/20/2015 PlanPlus © 2010 6 Financial Enterprise Private ClientFinancial PlannersModular PlanningCustomers – Client FacingInvestment SpecialistBankers Large financial institutions service millions of customers starting from simple calculators up to and including some of the best financial planners in the industry. They can and do provide financial planning.

7. 11/20/2015 PlanPlus © 2010 7 Anatomy of an Enterprise 25 Private Client Advisors > $1 million AUM 400 Financial Planners 250K to 1 million AUM 125 Insurance Specialists 2 million clients $200 billion AUM, online calculators & tools, 450 branches, 18,000 staff 800 Investment Specialist/Brokers 400 Personal Bankers <100K income, < 250K AUM 1000 Banking Assistants <60K income, < 100K AUM 10 HNW Planners $1000 to $7500 per plan 50 Retirement Specialists Legal, Tax & Trust Specialists