Building Your Financial Planning Practice.

1
Building Your Financial Planning Practice.

• Working within a Credit Union

2
The Financial Advisor

• Building on the Relationship.
• Growing with your clients for years.
• Helping people make better decisions about money!

3
A Credit Union is like family.

• You can trust them.
• Theyll take good care of you.
• You can get your questions answered.
• Your customers want to do business with you!

4
Playing The Money GameThe Rules to the Game.

• Get Married.
• Own a home.
• Have an Emergency Fund.
• Protect the Assets you have and Accumulate more.
• Raise a family.
• Save for Education and Retirement.
• Be Financially Independent. Retire.
• Be Happy, Healthy, and Pass Wealth On.

5
The Money Game is more than just than making
money.
6
Where does it all begin?

• With Cash Flow!
• Where does the money come from and where does it
  go to?
• Do you make more than you spend?
• The goal is to turn cash flow into Net Worth over
  the years.
• Financial Independence is when their Net Worth is
  the Goose that lays the Golden Eggs!

7
Taking Charge of Your Financial Life - Be
Empowered!

• Spend less than you make.
• Save a little every month that you can.
• Protect the assets you have while you work to
  accumulate more.
• The Money Game is always changing as is your
  own life. Embrace change.

8
How do you keep score?

• You look at the Balance Sheet also known as the
  Statement of Financial Position.
• Its your report card.
• Its the State of the Union report in a
  marriage.
• Protect the assets you have while you work to
  accumulate more.

9
Communication is key...

• Not spending everything you make.
• Understanding the 4 kinds of savings.
• 1. Emergency Fund 3. Save for a Goal
• 2. Save to Spend 4. Retirement
• Being able to talk about goals, dreams and
  desires.

10
Your Family Mission Statement
Doing the We Thing.
What is your family name? Where are your family
values? What do you stand for? What do you
enjoy? What makes you happy? Who are your heros?
11
Business within the Credit Union and the CUSO.

• Commission earned on products sold.
• Trails
• Rewrites
• The Challenges of Rolling Business.
• Fee Income

12
The Registered Investment Advisor

• Assets Under Management
• Financial Counseling Services
• Portfolio Analysis and Review
• Fee Planning Services

13
Working within the Credit Union Branch
Servicing Members.

• Access to clients on a daily basis.
• Solving problems.
• Marketing.
• The 80/20 rule.
• Its easier to cream off the top.
• How do you get to the bottom 80?

14
Through Marketing Efforts.

• Account Stuffers
• Lobby Displays
• Web Site
• e-commerce
• Seminars
• Referrals from happy clients!
• Professional Relationships with members advisors.

15
Financial Planning is a Process, Not a Product.

• The 6 Areas of Financial Planning
• Cash Flow Analysis
• Risk Management and Insurance
• Investing for Wealth Accumulation
• Tax Planning
• Retirement Planning
• Estate Planning

16
Building your financial house...
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The Financial Counselor Notebook

• A Personal Financial Organizer
• Lends Perspective to their whole financial
  situation.
• Encourages communication.
• Provides a means for education worksheets.
• Helps to establish where they are now, so we have
  a baseline to measure from!

18
A Marketing Plan

• Customize the Financial Counselor Notebook to
  your Credit Union.
• Develop a marketing plan to encourage customers
  to Take Charge of their Finances.
• Customers that purchase notebooks can be serviced
  at a local branch or referred back to a planner
  through the Internet.

19
Fee Based Business

• Customers dont care how much you know until they
  know how much you care.
• The Financial Counselor Notebook system is not a
  financial plan but it is the beginning of one!
  It becomes the audit trail.
• Customers feel better about their finances when
  they go through this process. Your job is made
  easier when you use it too!

20
Compliance Issues

• The Financial Counselor Notebook has been
  reviewed and approved by the NASD.
• You need to have an RIA in order to do fee
  planning work. I charge a flat fee for a service
  I perform with clients.
• We apply for the job of asset management and
  product implementation.

21
Making Money...

• The Financial Counselor Notebook is an easy tool
  to incorporate to systems youre already using.
• I average 2500 in fees and commissions from each
  client I work with through the Financial
  Counselor Notebook process.
• E-commerce www.FCN.com can be created custom
  for your web site.

22
Thank you for your time! I hope it was helpful!

• Melissa Shaw, CFP
• email Melissa_at_JonesFinancial.com
• www.FCN.com
• 800-729-6344 x204
• 26477 Rancho Parkway South
• Lake Forest, CA 92630
• www.MelissaShawPlanner.com

23
Marketing Opportunities...

• 100 Custom Notebooks for 5K.
• FCN Software Program
• Web Site customization
• Account Stuffer
• Marketing Easel
• Retail Brochure

24
Working the plan...

• 10 Clients generating 2500 in fees and
  commissions is 25,000.
• 100 Clients generating 2500 is 250,000.
• Are you prepared to help manage assets?
• Do you sell commission products?
• Do you have an RIA?
• Can you charge fees for financial counseling?