Discover How Successful Advisors Get in the Door.

Transcription

1 Retirement Plan Prospecting Discover How Successful Advisors Get in the Door. Figures are past results and are not predictive of results in future periods. Investments are not FDIC-insured, nor are they deposits of or guaranteed by a bank or any other entity, so they may lose value. RPGEPO s American Funds Distributors, Inc.

2 The Benefit of Selling Retirement Plans Is Clear. Established Retirement Plan Advisors >$149M in total AUM Retail Advisors/Emerging Retirement Plan Advisors >$68M in total AUM Source: Market Strategies International, Cogent Wealth Reports, Retirement Plan Advisor Trends, September Study defines Established Retirement Plan Advisors as those with $10M+ in DC assets under management and Retail Advisors/Emerging Retirement Plan Advisors as those with less than $10M in DC assets under management including advisors whose practice is composed entirely of retail business. 2

3 Now Understand What s Critical for Success. Prospecting Selling Servicing 3

4 Now Understand What s Critical for Success. A Single Project or Standard Business Practice? Prospecting Servicing Selling 4

5 Agenda 1 Identify the best potential clients 2 Make contact that leads to a sales call 3 Prepare for success with a value proposition statement tailored to include your retirement plan services

6 The Best Potential Clients May Be Right in Front of You.

7 Turn on Your Retirement Plan Radar.

8 Consider the Easy Bridges to New Business. Bridge 1: Existing Clients Ask them: Did you know that helping companies with their retirement plans is an important part of my business? If I have a question about your 401(k), who should I call at your company? Do you know of friends or colleagues who could use my services?

9 Consider the Easy Bridges to New Business. Bridge 2: Personal Relationships Ask them: Did you know that helping companies with their retirement plans is an important part of my business? If I have a question about your 401(k), who should I call at your company? Do you know of friends or colleagues who could use my services? 9

10 Consider the Easy Bridges to New Business. Bridge 3: Centers of Influence Ask them: Did you know that helping companies with their retirement plans is an important part of my business? If I have a question about your 401(k), who should I call at your company? Do you know of friends or colleagues who could use my services?

11 Consider the Easy Bridges to New Business. Bridge 4: Everyday Contacts Ask them: Did you know that helping companies with their retirement plans is an important part of my business? If I have a question about your 401(k), who should I call at your company? Do you know of friends or colleagues who could use my services?

12 Establish Contact and Open the Door to a Sale.

13 Why Do Employers Switch Providers? Before You Proceed, Understand the Forces Driving Change Investments Fees Service Liability

14 Offer a Second Opinion on the Plan. Investments Fees Service Liability

15 Offer a Second Opinion on the Plan. Investments Do your participants have difficulty choosing investments?

16 Offer a Second Opinion on the Plan. Investments What criteria did you use to select your plan s target date series?

17 Offer a Second Opinion on the Plan. Investments Fees Service Liability

18 Offer a Second Opinion on the Plan. Fees What has been your experience with the Department of Labor s fee disclosure?

19 Offer a Second Opinion on the Plan. Fees Do you fully understand the pricing for your plan?

20 Offer a Second Opinion on the Plan. Fees Are you sure your plan is reasonably priced?

21 Benchmarking the Plan Is Easy. Check with your home office before using any of the tools on the American Funds website.

22 Put Our Cost Comparison Tool to Good Use. Check with your home office before using any of the tools on the American Funds website.

23 Put Our Cost Comparison Tool to Good Use. Check with your home office before using any of the tools on the American Funds website.

24 Offer a Second Opinion on the Plan. Investments Fees Service Liability

25 Offer a Second Opinion on the Plan. On a scale of 1 to 10, how would you rate the level of service your plan receives? Service

26 Offer a Second Opinion on the Plan. What would it take for your advisor to achieve a perfect 10? Service

27 Offer a Second Opinion on the Plan. Investments Fees Service Liability

28 Offer a Second Opinion on the Plan. Have you ever been concerned that your plan could become a liability? Liability

29 Offer a Second Opinion on the Plan. Investments Fees Service Liability

30 Make Sure You re Prepared for Success.

31 Take Advantage of Our Value Proposition Tool. Visit americanfunds.com/401k and click on Retirement Planning Tools. americanfunds.com/401k Check with your home office before using any of the tools on the American Funds website.

32 Summary Prospecting Works When Done Correctly.

33 Summary Prospecting Works When Done on a Continual Basis.

34 Summary Remember: 1 Your best potential prospects may be right in front of you 2 Offer to give the employer a second opinion on their plan 3 Adjust your value proposition statement to include your services as a retirement plan advisor

35 Get Started Today. 1 Make a retirement plan wish list: 2 to 3 potential clients you d like to help 2 Visit americanfunds.com/401k for additional guidance and resources 3 Call American Funds at (800) and we ll help you with your prospecting efforts

36 Investors should carefully consider investment objectives, risks, charges and expenses. This and other important information is contained in the fund prospectuses and summary prospectuses, which can be obtained from a financial professional and should be read carefully before investing.

37 Multiple Perspectives. One Approach American Funds Distributors, Inc.