Solutio. Family. The Situation. Build. Bill: FA: Bill: FA: Bill: FA: Bill: FA: Bill: FA: About 50% Probably. Away. You have Yes. Ummmm.

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1 EFFECTIVE DATE: 04/17/2014 REVISION DATE: KEYWORDS Relationship Mapping Family Financial Advisor Strategy Solutio on to Heirs Take the Money and Run Purpose Build relationships with adult children and parents of clients. The Situation Not that long ago, I had this conversation with an What percent of your clients are retired? About 50% What percent do you think will pass away in the next ten years? Probably half of those. Where will the assets go? Away. You have a problem, don t you? Yes. What strategy are you following to deal with this problem? Ummmm. Well, I have a strategy. BEME THE FAMILY FINANCIAL ADVISOR. Before I tell you the strategy, know this: it takes some doing. It takes focus. It takes daily action. The strategy is: I. Identify and map parents, beneficiaries, and extended family. The easy part is the beneficiaries. You just need to enter them as a Contact Group. List= =Family. Comm Status=Perm Off. By labelling them Perm Off, you will not accidently include them in any mailings Bill Good Marketing, Inc. Reproduction, adaptation or translation without prior written permission is prohibited, except as allowed under copyright law. Gorilla and Gorilla Marketing are trademarks of Bill Good Marketing, Inc. 1 Profiles

2 You will need The Connection Profiles: A set of 16 profiles intended to help identify the people who are important in clients lives. For this project, you should have these profiles handy. Adult Child Parent-1 st Person Parent-2 nd Person Extended Family As each is filled out, it should go to the who will enter the Contact Groups and link them to the client using the New Association Wizard. This procedure is detailed in White Paper Relationship Mapping. II. Participate in Family Celebrations. This is fully covered in the Client Relationship Retention Formula. These events and our letters all generate word of mouth regarding you as the Family Financial Advisor. Just do the entire Retention Formula. III. Add family members to a Wilson Campaign. This has to be done with great tact. Of course you would NEVER add family member names without permission. That s why we have a process to get it done. Ask permission to send a letter to a family member asking if they would like to get copies of the material you are sending to their parents or children. The letter asks them to reply if they would like to be on your private mailing lists. When the family member says, Yes, change the Comm Status from PERM OFF to Normal. Add them to a Wilson Campaign. IV. Use birthday lunches and fun events to meet family members. When family names are in front of you every time you talk to a client, you can easily say, Velda, I believe you told me Albert is also a serious gardener. Would he enjoy our event on worm farming? You will find complete information in sections of the 110% Gorilla Training located in the Users section of our website. Business Plan 2012 Event Marketing 2

3 V. As your relationship deepens with family members, begin inviting them to your client/guest educational seminars. VI. Get an account of some kind open with at least one of the heirs, preferably all. Letters We have these two letters in The Letters Library. Download these. Set up a Family Speedbutton Group. Add these. You should be able to send them with one click of a Speedbutton. Service Referrals Intro to Clients Parents A letter sent with client permission introducing an FA to a client s parent or parents. Service Referrals Intro To Adult Children A letter sent with client permission introducing the FA to a client s adult child. Reports We have two reports of special interest for tracking client relationships. The Relationship Mapping Report (there are three of them with various degrees of detail) shows who you do have a relationship with. The No Relationship Report will give you a list of clients with no relationship so you can get to work on those. Responsibilities Completes Adult Child Parent Profiles. Gets permission to send letter. : Enters profiles. Periodically runs the desired Relationship Mapping Report and the No Relationship Report. 3

4 1) Download and print the Connection Profiles. At a minimum, print 10 copies of each of these profiles: Adult Child Parent Profile Client 1 Parent Profile Client 2 Advisors Distribute these to all team members with client contact responsibilities. 2) Get familiar with the New Association Wizard. This is a feature of the Gorilla software that enables the user to link two Contact Group records and specify the relationship between them. Open any CG in Gorilla. Go to the Info Sheet. Click on the Individual Tab. You will see it on the lower right. Click on it. Link to records. Delete the link. 3) Get familiar with these two reports: Relationship Mapping Report a custom report that shows the existing relationships between any contact groups that have them. No Relationship Report a custom report that shows which Contact Groups in a given Selection Rule do not have any relationships. Ideally, all clients will have some kind of relationship identified. You may have the Relationship Mapping Report already installed. Check here: Reports Custom Reports Click the three dots ( ). If not, you can download both reports here: 4

5 s/reports.cfm Depending on how your network is configured, the reports should most likely go here: C:\Program Files\Bill Good Marketing\Gorilla CRM FS 4.3\Reports Run both reports. 5