Do you GET IT yet?

In top half of North American economy 17 wealth or risk events in our lifetime (so people change something FINANCIALLY every 4 years)

That means that 25% of the people you befriend are going to shop with our industry anyway THIS YEAR!

600 clients = 100-150 cases a year

Change How You Introduce Yourself

“ I help protect middle- aged people from their parents “

8

“ I reposition family balance sheets ”

“ I remove longevity risk from people’s financial plans “

“ I pressure-test shareholder agreements “

THE GAPS IN BUSINESS OWNER’S PLANNING

1. Work harder and differently (improve activity & client experience of you)

2. Improve your conversion performance (seen-to-secured rate)

3. Increase value of your average client (place more and get referrals every time)

1. Monthly rental on your second signature

2. “Actuarially-deficient” partnership agreements (MUST fund for possibility AND probability)

3. Coverage on loan accounts

HOW TO REACH OUT TO THEM

1. Work harder and differently (improve activity & client experience of you)

2. Improve your conversion performance (seen-to-secured rate)

3. Increase value of your avecl (place more and get referrals every time)

1. PD Days

2. Spring Golf Tune Up Clinic

3. Association Trade Shows + Meetings

PERSONAL PRODUCTIVITY

1. Work harder and differently (improve activity & client experience of you)

2. Improve your conversion performance (seen-to-secured rate)

3. Increase value of your average client (place more and get referrals every time)

1. Work harder and differently building your pipeline (improve activity & client’s experience of you)

2. Improve your conversion performance (seen-to-secured rate)

3. Increase value of your average case (place more and get referrals every time)

FINANCIAL PLANNING STEPS COMPLETED

YES

NO

1 Has a written financial plan been documented and updated at least annually to adjust for changed circumstances, market trading conditions and latest carrier solutions?

2 Is the life insurance program inclusive of fully comprehensive critical illness benefits (as opposed to being just payable on death)?

3 Have the long term care expenses been accounted for by the plan in order to protect the children’s retirement from the unfunded health issues of the parents?

4 Was the appropriate inflation indexing used in creating and funding the plan?

5 Was the appropriate life expectancy used in creating and funding the plan?

YES

NO

6 Does the plan contain the correct blend of guaranteed income and lifestyle “playchecks” to ensure maximum financial peace of mind free of market volatility?

7 Have the necessary allowances been made for legacy contributions to grandchildren’s financial wellbeing?

8 Are the estate plan distributions arranged WITH or WITHOUT values guidelines

9 Has a family meeting been convened at any point to reach consensus on key family issues surrounding long term care, asset sharing amongst siblings and family financial roles in the future?

10 Does the plan coverage on grandchildren/children’s critical

7

8 ?

9

10

Sell The Plan

Use A Sample Plan …

PDF to all prospects with meeting confirmation email

Send 3 copies to them at work with further confirmation

Share this spare copy with a work colleague who you care about…

Use A Sample Plan …

Give to accountants & attorneys to share with their clients – leave a stack on their reception area table

Ask clients to forward it as an attachment to their referrals

“In our recent work with Peter Smith, you came to mind as the one couple who would completely relate to his unique approach to bringing harmony, focus and control to your financial direction.

Compare the attached Sample Financial plan to the one you currently have and consider spending 30 minutes with Peter exchanging some ideas – you’ll be glad you did”

Website

“Download your Sample Financial Plan here”

Text Thank You

“ Hi Peter, Thanks for giving me time today to gain some insights into your financial dreams and responsibilities.

I appreciate you considering our services and solutions at Dundee Wealth – we know you have a choice in selecting a financial guide to bring clarity, confidence and control to your wealth creation and risk management.

Have a great day

Please feel free to refer us to anyone in your close

circle back at work – or family members you care about- who may not be receiving this level of speedy, personalized attention and felt neglected by their current advisor during recent market turmoil. I’d sure love to spend 20 minutes with them sharing some ideas. Forward them this link and I’ll be sure to do the rest…”

Topics for Google Alerts

Healthcare Crisis Canada

Retirement Planning Problems Canada

Elder Long Term Care Crisis Canada

Wealth Creation Financial Planning Canada

The Fidelity SurveyGoogle “ He Wants To Retire But She Doesn’t..”

C.D. Howe Institute Commentary

David Dodge

David Dodge is Senior Advisor at Bennett Jones LLP and is a former Governor of the Bank of Canada.

The Authors

Richard Dion

Richard Dion is a Senior Business Advisor at Bennett Jones LLP and formerly an economist with the Bank of Canada.

Rising Tide

Fraser Alert

For the average Canadian Family, between 2002 and 2012. the cost of public health care insurance increased more than twice as fast as the cost of shelter, roughly four times as fast as food, more than five times as fast as clothing, and 1.6 times faster than average income.

The 10 percent of Canadian families with the lowest incomes will pay an average of about $487 for public health care insurance in 2012. The 10 percent of Canadian families who earn and average income of $55,271 will pay an average of $5,285 for public health care insurance, and the families among the top 10 percent of income earners in Canada will pay $32,628.

The Perfect Storm Report

Heart – HealthRisk Factors(Men & Women

20-34 yearsNumber

(% of age group)

35-44 yearsNumber

(% of age group)

45-64 yearsNumber

(% of age group)

Physical Inactivity 3,073,677(47.0%)

2,536,847(52.9%)

4,6343.481(52.8%)

Overweight/Obese 2,520.852(40.5%)

2,402.101(51.5%)

5,005,941(58.2%)

Smoking 1,922,684(29.0%)

1,240,458(25.6%)

2,062,001(23.1%)

High Blood Pressure 164.431(2.5%)

343.638(7.1%)

2,043,771(22.9%)

Diabetes 66,430(1.0%)

130.563(2.7%)

745.820(8.3%)

Self Reported Heart-Health Risk Factors 2007/2008

The School of Public Policy

Why Will Healthcare Delivery get SICKER before it gets BETTER?

All Canadians are EQUAL

Nation of Immigrants

No Forced Breeding Camps- Declining Birth Rate

A Culture Of Fairness To Old People

Family Member Email George, there's something I've been wanting to run by you for quite

some time, but was reluctant to make you feel uncomfortable in any way. (This will arouse some curiosity.) As you might already realize, I do some pretty important work for my clients. I help them gain a high level of confidence, clarity, and control over their personal finances.

Obviously, this type of work is very personal and confidential. I just want to make sure that whatever advice you are currently getting is as complete and of the highest caliber possible. Would you be open to sitting down with me at some point to for a complimentary assessment of your situation? I promise that no other members of our family will become privy to our conversation.

What do you do for a living?

“Shall I TELL you what I do – or rather SHOW you?”

What do you do for a living?

“Shall I TELL you what I do – or rather SHOW you?”

THE LIFE INSURANCE FORMULA

1 000 000 1 000 000_____200 X 30(days) = 6 000 ( a month ) X 12 ( months ) ____________ 72 000 (a year) Based on a 7.2% average return

Write down how much life insurance you own

1 000 000 4% is safe= $ 40 000 a yr

Write down how much life insurance you own

1 000 000 4% is safe= $ 40 000/365 =?

The “Two Day Before” Birthday Cake…

“ I wanted to be the firstto wish you a Happy Birthday !If you have colleagues who you share the cake with who are not receiving this level of personal attention from their current advisor And may have felt neglected duringrecent market turmoil, I’d surelove to meet with them to exchange some ideas.”

atouchofcake.com

Meet The Parents

E

What’s the expiry date on your parent’s financial plan?

I have a moral obligation and fiduciary responsibility to look after FAMILIES not just FUNDS in my work.

Would you be willing to put us together for 30 minutes to pressure test the advice they’ve received – so that you never end up inheriting them financially?

Parent Meeting Release Letter

To Whom It May Concern

I have today been offered a complimentary consultation for/with my living parents by my financial advisor ( insert name ).

I understand that the purpose of such a meeting is:

1. To “pressure test” the financial advice they have been receiving for longevity risk in their documented financial plan.

2. To establish whether there are any existing long term care/caregiving risks in their planning which may negatively impact my own retirement funding.

3. To provide them with scientific and mathematical realities influencing future healthcare delivery in our country that may present financial risks in their future.

4. To evaluate their estate planning needs to ensure that their wealth and assets are transitioned with maximum preservation from tax and other final expenses.

This advisor has informed me that this meeting is in my own best interests and conducted in order to keep them in compliance with standard protocols of licensed financial advisors.

Having duly considered the above issues, I have respectfully declined to provide the necessary introduction of my parent/s to (insert advisor name). I release them of any future liability within my own financial planning arising from this decision.

Sincerely,(Name of client)

60-90 10% average annual return

60-90 10% average annual return - 5% withdrawal for income

60-90 10% average annual return - 5% withdrawal for income 0 OUT OF MONEY

60-90 10% average annual return - 5% withdrawal for income 0 OUT OF MONEY60-63 25% market decline during 5% annual withdrawal

4 Scary Choices

Eat cheaper cuts of meat as they get older

Have a “Die Younger” plan

Start doing multi-level marketing in their 80’s

Move back in with you when they are old and sick

4 Scary Choices

Restricted monthly budgets

No legacy planning to bring “meaning to their money”

Top up their plan in their 80’s

Have a binding family agreement on caregiving and the financing of future health problems

Get in front of Grandpa Bob (and Grandma Molly)

Getting in front of Grandpa and Grandma…

• Values Trust

• Living/Testamentary or BOTH

• Trustees generate passive fees over 21 years

• Great campaign for strategic alliance development

Building the bridge from the movie to engaging YOU

Menu of milestone choices

Sample trust documents

“Pay It Forward” campaign

Facilitate Family Meetings

10 Family Meetings this year• Jewelry

• Beachhouse

• Mom’s checkbook

• Medical incapacity

Just to let you know that I never want to take our relationship for granted. I know you had a choice in selecting your financial advisor.

Thanks for your loyalty & support in placing your business with ( ). I will continue to work hard to maintain your confidence in me.

This is the year I would like to take the next step in your financial plan by facilitating a family meeting. Please call me after reviewing the enclosed book – and I will be sure to deliver a copy to every family member who should join us

Warm regards, Mark Smith

Last & Final Letter THE MISSING DOCUMENT FROM

YOUR ESTATE PLAN

The Last And Final Letter

Dear (family member/s),

You are reading this letter after my passing and I wanted to let you know how dearly I love you and cherish our life’s journey together.I also needed to leave you with some practical guidelines in dealing with the necessary preparations as you face your life ahead. This is a challenging time and I urge you to be strong as you move through the steps into your future. Get someone close to us to assist you and feel free to share this letter with them if you are not strong enough to act on my advice alone.

Step One- Locate all documents

1. All financial records, bank account details and asset registers can be found in the following place: (insert information)2. Will3. Company benefits documents4. Birth certificate5. Marriage certificate6. Bank account information7. Life insurance policies8. Trust documents9. Property ownership documents

2. My wishes for my funeral are as follows:

3. Please attend to the following as soon as you can: Change your own will if appropriate Increase the amount of life insurance to that of primary family breadwinner Increase disability, health and critical illness insurance if appropriate Have updates and changes made to all shareholders/business partnership agreements Consolidate any outstanding debt with proceeds from the life insurance and/or consider debt consolidation strategies - our advisor can reposition your family balance sheet with these solutions

4. My digital legacy is: Bank Card access code _____________________ Computer password ________________________ On-line banking password ___________________ On-line address book________________________ Email account password _____________________ Facebook password ________________________ Other: ___________________________________

You may wish to consider setting up a trust so that you and the children may benefit in a secure manner from our financial work together. Whilst I encourage you to re-marry if you so wish, the assets we built together are to work for you and our children and should be protected appropriately from any potential breakdown of this re-marriage. Again, our advisor will instruct attorneys/accountants with your best interests at heart.

Consider my final wishes with regards to charitable giving and please ensure that they are carried out to the letter according to my final instructions in my last will and testament.

Do not leave the house unoccupied during my funeral and consider immediate upgrades to security.

You will probably be asked to sign many releases and documents during this time. Read everything carefully and ask for help if you are at all unsure. You will need several copies of my death certificate and should keep copies of anything else which you sign. Don’t hesitate to insist on reading everything carefully.

The following people should be consulted jointly and simultaneously for further advice on your financial affairs in the medium to long term:(Name of accountant)(Name of attorney)(Name of agent/financial advisor)

Techie Tips

Two Marshmallow Kids

Life Happens testimonials

Linked In – export contacts

USB with Estate Directory in fillable PDF

Increasing case size…

“What are you doing through your estate plan to give back to the community who put you where you are as a business owner?”

Increasing case size…

“What are you doing through your estate plan to give back to the community who put you where you are as a business owner?”

Charitable Giving – “Genius At Work” (William Strickland)

Check him out on YouTube and order his DVD from MDRT Video Club – mention my name for a discount.

All questions and orders should be directed to: Marianne at videoclub@mdrt.org

81

The best way to help the under-privileged is to make sure you’re not one of them…

82

The best way to help the under-privileged is to make sure you’re not one of them……and then to re-arrange your estate planning to give back massively to less fortunate folks using other people’s money

4 Intensive One Day Sessions – in Dundee office

Lifetime Access to Top Advisor Website

Your ASSISTANT accompanies you at no expense

E-books, prospecting tools, scripts, campaigns

The WORDS you need to use – “High Voltage Vocabulary”

The Investment

$ 2500 upfront/$ 3000 ($250 a month)

25+ attendees - $ 2400 + HST upfront30+ attendees - $ 2300 + HST upfront35+ attendees - $ 2200 + HST upfront 40+ attendees - $ 2000 + HST upfront

Dundee Advisors pay HALF of the above fees

The Investment

$ 2500 upfront/$ 3000 ($250 a month)

25+ attendees - $ 2400 $ 1200 + HST upfront30+ attendees - $ 2300 $ 1150 + HST upfront35+ attendees - $ 2200 $ 1100 + HST upfront 40+ attendees - $ 2000 $ 1000 + HST upfront

Dundee Advisors pay HALF of the above fees