Tips, Tricks, and Best Practices

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Joel Marshall
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1 Tips, Tricks, and Best Practices A Journey into the Efficient Advisor Josh Pace, President Jennifer Magarelli, Strategic Programs Consultant

2 Please read the important disclosures below. Jefferson National, RIA in a Box, and other third-party products and services are not provided by E*TRADE Savings Bank or any of it s affiliates. E*TRADE Savings Bank and its affiliates ( E*TRADE ) do not warrant these products, services and publications against different interpretations or subsequent changes of laws, regulations and rulings. E*TRADE does not provide legal, accounting, or tax advice. Always consult your own legal, accounting, and tax advisors E*TRADE Savings Bank, doing business as TCA by E*TRADE. All rights reserved. Investment Products: Not FDIC Insured - No Bank Guarantee - May Lose Value. Trust Company of America, the Trust Company of America logo, TCAdvisor, and Liberty are registered trademarks of E*TRADE Financial Corporation. All other trademarks mentioned herein are the property of their respective owners. Product and service offerings are subject to change without notice. E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 2 of 26

3 Agenda E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 3 of 26

4 Now TCA by E*TRADE Mission unchanged and better enabled E*TRADE brings: o Passion for technology o Spirit of service o A powerful brand o An awesome team Our non-competitive relationship remains Well positioned for the future E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 4 of 26

5 More benefits for you and your clients Combined technology resources and expertise New products and enhancements to Liberty: o E*TRADE Cash Account Program provides FDIC insurance up to $500,000 o Expanded checking privileges o New forms with minor changes o Non-purpose lending planned for late 2018 E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 5 of 26

6 The perfect advisor? E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 6 of 26

7 Leveraging technology to increase growth Using more technology can DOUBLE your growth Source: RIA in a Box 2015 Technology Landscape Study E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 7 of 26

8 End-to-end solution Prospecting Integrated contact relationship management (CRM) solution through: Redtail Investing Robust UMA structure with investment product flexibility and tax harvesting tools through: TCA by E*TRADE Jefferson National Proposing Identify a clients risk appetite and expectations using: Riskalyze etools HQ Servicing Online/mobile account management, client billing, statement, performance reporting, and investor portal via: TCA by E*TRADE Account aggregation through: ByAllAccounts Onboarding Integrated with CRM, Library of fillable forms through Laser App Online account opening and esignature w/ online document archival through: TCA by E*TRADE DocuSign Managing Mobile app for meetings and events via: Guide Book Private labeling and analytics reports via: TCA by E*TRADE Retirement planning tools through:: etools HQ Horter support powered by: Dropbox, Redtail, Marketo, GoToMeeting, Zephyr, id Intact, Pulsepoint, einternet Technologies, TCA by E*TRADE E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 8 of 26

9 E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 9 of 26

10 Simple, seamless client experience Interested third party esignature status esignature beyond new account Advisor Dashboard IRA and RMD reports E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 10 of 26

11 Interested third party E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 11 of 26

12 esignature status Source: Liberty E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 12 of 26

13 esignature beyond new account Source: Liberty E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 13 of 26

14 Everything should be made as simple as possible, but not simpler. - Albert Einstein E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 14 of 26 14

15 Advisor Dashboard Source: Liberty E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 15 of 26

16 IRA and RMD reports Required Minimum Distribution Did you know that TCA by E*TRADE calculates the RMDs for beneficiary IRAs? E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 16 of 26

17 Selling is about caring enough to create value for other people. - Anthony Iannarino E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 17 of 26

18 Maximizing your value proposition Two page account application Asset-based pricing Online = Transparency Practice management resources UMA E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 18 of 26

19 Account forms TCA by E*TRADE Paperwork Other Custodians Multi-Page Documents E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 19 of 26

20 Asset-based pricing Fee Type Cost Annual basis points Account Maintenance Fee Mutual Fund Trades $ bps $30 60 bps ETF Trades $5 10 bps Total $ bps Example of $100,000 account with 40 trades in a year, 20 mutual funds and 20 ETFs E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 20 of 26

Online access = Full transparency You ll

21 Online access = Full transparency You ll always have the latest, anywhere you go Available on just about any screen or device you use laptops, tablets, smartphones, etc. E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 21 of 26

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Practice management resources www.trustamerica.

23 Practice management resources E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 23 of 26

UMA Single Account Model A Model B Legacy Positions Individual Security Transfer legacy positions in kind Purchase and hold individual securities outside of models Leverage our flexible fee engine to

24 UMA Single Account Model A Model B Legacy Positions Individual Security Transfer legacy positions in kind Purchase and hold individual securities outside of models Leverage our flexible fee engine to charge investors differently for different components of the client account Mix and match product vehicles in a single model (e.g. MFs, ETFs, and stocks) Include multiple models in a single account, including multiple models across multiple managers Less account opening paperwork for you and your clients Less tax filing burden for clients E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 24 of 26

25 Wrap up 80% of your time is client facing Harness technology and outsourcing to achieve elite status Hone your value proposition with specificity E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 25 of 26

26 E*TRADE Savings Bank, doing business as TCA by E*TRADE. Member FDIC. 26 of 26

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