Asset Accumulation Series Webinar 2 of 7: Define Classifications and Sources July 30, 2014.

Asset Accumulation SeriesWebinar 2 of 7: Define Classifications and

SourcesJuly 30, 2014

Agenda

• Overview of ActiFi and the 2014 Redtail Webinar Series

• Recap of Session

• Business Development Process: Define Classifications and Sources

• ActiFi

• Why it is important

• How to define requirements for Redtail on paper

• Redtail

• Translating requirements from paper to technology

• How to make it work on Redtail

• Q&A

• Preview the next Webinar in the SeriesAll Rights Reserved to

ActiFi2

Getting the Most Out of Technology

What Percentage of Technology ROI is tied to Advisor Utilization?

Answer: 100%

How much benefit does an advisor/planner get if they use their old processes on the new technology?

Answer: NONE

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WHY

HOW

Keys to Success

Keys to Success – ALWAYS REMEMBER

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9For illustrative purposes only

Overview/Define Your Process

Define Classifications and

SourcesDefine Stages Identify Default

Next StepsCreate Pipeline

ReportSegment Your

Client Base

Analyze Your Client Base/Identify Ideal

Opportunities

Define Your Business Development Process

Define Your Classifications

Classifications are the kinds of relationships you have with people

from the time you first hear about them until they become a client.

Examples include:

• Lead: Not acquainted, acquired contact info by referral or some other method

• Qualified Lead: Determined to be a good “fit”

• Prospect: Not yet a client, building a relationship

• Client: With an opportunity or life event on the horizon

• Center of Influence: Not necessarily a client, but a potential or existing referral source

• Affiliated Professional: Tax attorney, divorce attorney, insurance agent, etc.

Write down your exact words and how you define them

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Worksheet: Define Your Classifications

Classification Definition

Example: Prospect Not yet a client, building a relationship

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Classifications are the kinds of relationships you have with people from the time you first hear about them until they become a client.

Define Your Source Types and Names

Source Types and Names help you identify where a prospect came from.

Source Types are broader categories, while Source Names indicate which specific Source Type generated the prospect.

Write down your exact words and how you define them for your Source Types.  

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Examples of Source Types

Examples of Source Names

Marketing Campaign Direct Mail, Newsletter

Center of Influence COI Name

Affiliated Professional Attorney name, CPA name

Personal Networking Rotary, Kids’ soccer

Event Social Security Education seminar

Worksheet: Define Your Source Types and Names

Source Type Example Source Names

Example: Client Referral Client Name

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Source Types and Names help you identify where a prospect came from. Source Types are broader categories, while Source Names indicate which specific Source Type generated the prospect.

Managing Your Sales Process on Redtail

Terminology and language really matter. Identify and define your terms and make sure everyone is in agreement.

Balance optimism and realism in your opportunity forecasting.

You can’t monitor what you don’t measure. Accurate data is important, but only to the extent that it serves management review and decision-making.

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Managing Data on Redtail -- Tips

Redtail is your data source. Excel is a tool used to manipulate the data, not to store it.

Talk to Redtail about tips and tricks they have to manage your client data.

This is not a one-time project. Things are always changing with your clients. You should review your data regularly to make sure your data remains accurate.

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Overview/Define Your Process

Define Classifications and

SourcesDefine Stages Identify Default

Next StepsCreate Pipeline

ReportSegment Your

Client Base

Analyze Your Client Base/Identify Ideal

Opportunities

Next TimeWednesday, August 13th

4:00 Eastern/1:00 Pacific

Today’s presentation and slides will be made available by Redtail. Look for

an email when it is posted and ready for you to access.

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Questions?

Brian Kostick763-746-1267

[email protected]

Jessica Weisner800-206-5030 x1066

[email protected]