2. Why: Financial Advisors? They need you as part of the team (they only manage assets) What do you do? (you manage liabilities) They respect what you do and are loyal They run their businesses like businesses They’re not harassed by other LO’s They appreciate the value you bring (cash flow creation and asset preservation)

3. How: Financial Advisors Learn the language – interview advisors and read industry articles Obtain a designation that focuses on advisors Warm referrals from borrowers & your network In person meetings with case studies Mail mortgage specific items of a technical nature Teach classes and provide CFP credits

4. Tools: Financial Advisors Get credentialed to add credibility Mail mortgage specific items of a technical nature (trade and finance mags / articles, CRM) Teach classes and provide CFP credits Use great presentation software Understand & speak intelligently about rate movements

5. The Best Part People pay for & follow their advisor’s advice Financial Advisors don’t give out three names, they give out one…….YOURS! Financial Advisors don’t work weekends