Prior to First appointment I send out:

 Letter of Introduction to the firm

 Confidential Personal Profile
 Confidential Financial Profile

First appointment
 Always start off with: “I really want to make sure that this meeting is as valuable as possible
for you, so I won’t spend much time talking about myself or my firm, but if you have any
questions about my background please feel free to ask.”
 Then: “Now before I look at the things that you’ve brought in, please tell me any specific
items or topics you wanted to make sure we discuss today to ensure this time is well spent.”
 Then: Identify, agitate, offer solution (second meeting) – assure them there will be no sales
presentation, but they will get a customized easy to understand report outlining the areas that
if I were in their shoes I would consider investigating further and why.

Second appointment
 Clarify prospects goals (ie. Retirement date, retirement income, lowering costs, better
returns, etc.)
 Look at their investments to show strengths and weaknesses; if weak, identify specifically
how their current investments will hinder them from doing what they would like
 Share with them some simple formulas they can use to reach their goals: MAP for
Retirement; 6 Step Investment Screener; Money Manager Value Calculator
 Ask if they have questions – they will always ask what I do and how I get paid, and what
they should do next.

Third Appointment
 Preliminary Investment Policy Statement
 Investment Advisory Agreement – my initial fee is collected

Fourth Appointment
 Opening of new accounts and transferring of assets – ALWAYS IN KIND; NO
LIQUIDATIONS
 New client folder is given to client

Fifth Appointment
 By running of my 6 Step Investment Screener we identify assets that should be sold and
make suggestions for improvement (new investments)

Sixth Appointment – three months after appointment 5

 Answer questions
 Make planning only suggestions – living trust or advanced estate planning, Roth conversions,
long-term care insurance, mortgage re-financing, etc.

Seventh Appointment – three months after appointment 6

 First review of performance
 Answer client questions

Appointments every 6 months thereafter