training
Create successful ePaper yourself
Turn your PDF publications into a flip-book with our unique Google optimized e-Paper software.
Training<br />
Guide<br />
For Advisers & Staff
Table of Contents<br />
Opening Remarks & Updates<br />
Opening Remarks | James M. Jones, Founder.......................................03<br />
Opening Remarks | Seth B. Stewart, President.....................................05<br />
Compliance Polices & Procedures | Pam Ruhe & Seth Stewart.......07<br />
Internal Systems & Procedures<br />
Advisors Assistant CRM | Seth Stewart & Andre Mclean....................09<br />
BrookstoneFinancial.com | Seth Stewart...............................................11<br />
Ring Central - VOIP | Seth Stewart...........................................................13<br />
Screen Meet | Seth Stewart.......................................................................15<br />
eMoney | Seth B.Stewart............................................................................17<br />
Riskalyze Risk Profiling | Seth Stewart.....................................................19<br />
02
Opening Remarks<br />
JAMES M. JONES, FOUNDER<br />
OPENING REMARKS & UPDATES<br />
03
Notes<br />
Questions...<br />
OPENING REMARKS & UPDATES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
04
Opening Remarks<br />
SETH B. STEWART, PRESIDENT<br />
The industry is changing rapidly. “Either growing fast, or dyeing slow”<br />
There is no middle ground”<br />
The new revenue model<br />
Less Human Interaction=Pay Less, More Human Interaction=Pay More<br />
OPENING REMARKS & UPDATES<br />
Marriage of “High Tech & High Touch”<br />
A great experiences starts with A standardized experience<br />
One Relationship A Team of Professionals<br />
Working as a Team – Commission Splitting Guidance (Handout)<br />
New Additions & Announcements<br />
The Brookstone Handbook<br />
Internal/External Updated Contact Sheet<br />
Online Adviser Resource Center<br />
Long Term Care Opt-Out<br />
Split Case Worksheet<br />
No longer accept business on alternatives and annuities that do not feed<br />
data – no current list because it’s a moving target. Must feed data in one of<br />
the following methods:<br />
DST Vision<br />
Direct from sponsor<br />
Custodial Platforms<br />
Technology Partners & Production Minimums<br />
CRM – NO CHARGE<br />
eMoney - $150 Month (FREE @ $50K Annual GDC)<br />
Riskalyze - $125 Month (FREE @ $50K Annual GDC)<br />
Charges will be retroactively credited when production<br />
minimums are met for each rolling period 1/1-12/31<br />
05
Notes<br />
Questions...<br />
OPENING REMARKS & UPDATES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
06
Compliance Polices &<br />
Procedures<br />
PAM RUHE & SETH STEWART<br />
Compliance doesn’t have to be complicated if you use common sense<br />
The basic “Do’s & Don’ts”<br />
No Guarantees – Annuities with Disclosure (Based on claims paying ability)<br />
No Client Testimonials<br />
OPENING REMARKS & UPDATES<br />
No Misleading Statements<br />
The process to submit for compliance approval –<br />
BrookstoneFinancial.com – Advisor Resource<br />
Outside Speaking Engagements & Workshops<br />
Invitations – (Yes! I would like added to “Events Page”)<br />
Presentations<br />
Social Media Posts<br />
Print/Radio/TV<br />
Consolidated Reporting Policies & Procedures<br />
No printed, consolidated reports can be distributed to clients<br />
Clients can be offered online access to consolidated reporting<br />
(eMoney Example)<br />
Updated disclosures and documents obtained by all advisers<br />
07
Notes<br />
Questions...<br />
OPENING REMARKS & UPDATES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
08
Advisors Assistant CRM<br />
SETH STEWART<br />
The Basics<br />
Creating A Client File with Contact Information<br />
Searching for Client Files – Recently Viewed<br />
INTERNAL SYSTEMS & PROCEDURES<br />
Calendar, Tasks, & Events<br />
Tagging Clients & Multiple Advisors<br />
Clients may be emailed notification – Appointment w/Gmail usage only<br />
Setting Re-Occurring Events<br />
Notes & Follow-Ups<br />
Scanned Files – Files Tab<br />
Submitting a client service request<br />
Be specific in the description<br />
Set Priority<br />
Assign to appropriate team member<br />
Requesting New Business Paperwork – AA Process<br />
Pull up client file<br />
Make sure all aspects of client file are complete and up to date<br />
Go to “Event” tab<br />
“Add” a “Task”<br />
Sub Type = Paper<br />
Describe the transaction in Notes<br />
Where are the funds currently?<br />
Where are they going?<br />
Is it qualified money, or non-qualified money?<br />
Do we need transfers, or is this an advisor/client requested rollover<br />
Assign to service team member Pam Ruhe<br />
Change to “High Priority”<br />
Submit<br />
09<br />
Paperwork will be emailed with pre-populated fields when available
Notes<br />
Questions...<br />
INTERNAL SYSTEMS & PROCEDURES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
10
Advisors Assistant CRM<br />
ANDRE MCLEAN<br />
Submitting New Business Paperwork<br />
INTERNAL SYSTEMS & PROCEDURES<br />
AA Flex Fields – TD CLIENTS ONLY<br />
Model Notes<br />
Billing Exclusions<br />
Security Holds<br />
Local Submissions<br />
All paperwork should be submitted directly to Andre McLean for<br />
Scrubbing and Processing<br />
Remote Submissions<br />
New Business Submission under “Advisor Resource” link<br />
What to expect after new business is submitted<br />
The importance of setting the new client expectation and briefly describing<br />
the internal process and each team member's role<br />
New Business will be added to SmartSheet Commission Tracking<br />
Internal workflows will be triggered to include<br />
Weekly “Courtesy Call” from internal staff – Let them know we<br />
are on top of things<br />
Service workflow will be set based upon client status or<br />
advisor suggestion (1,2, or 4 calls per year)<br />
11
Notes<br />
Questions...<br />
INTERNAL SYSTEMS & PROCEDURES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
12
Brookstone Financial.com<br />
SETH STEWART<br />
Event Information & RSVPs<br />
www.brookstonefinancial.com/events<br />
INTERNAL SYSTEMS & PROCEDURES<br />
Adding Clients & Prospects to Email Newsletter<br />
www.brookstonefinancial.com/subscribe<br />
Notes/Questions...<br />
13<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................
Ring Central - VOIP<br />
SETH STEWART<br />
Adviser Dashboard<br />
Checking and Changing Voicemail<br />
Call handling capabilities<br />
Conference Calling<br />
Ring Central App<br />
Notes/Questions...<br />
INTERNAL SYSTEMS & PROCEDURES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
14
Screen Meet<br />
SETH STEWART<br />
Easy to use, No Downloads for participant<br />
Must be scheduled<br />
Downloading the software to desktop<br />
INTERNAL SYSTEMS & PROCEDURES<br />
Hosting & Joining a meeting<br />
Notes/Questions...<br />
15<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................
16
eMoney<br />
SETH STEWART<br />
“A tool, NOT a crutch”<br />
Tapping into the eMoney adviser service & case design team<br />
Helping clients make better financial decisions<br />
INTERNAL SYSTEMS & PROCEDURES<br />
Use sample client for client/prospect introduction<br />
Client/Prospect Onboarding<br />
Lead Generation – Basic Inputs<br />
Prospect Onboarding – More thorough fact finder<br />
Account Aggregations & Client Portal<br />
Linking Accounts<br />
Adviser level<br />
Client Level<br />
Invite to Client/Prospect Portal<br />
Alerts<br />
Adviser Level<br />
Client Level<br />
Prospecting the Data<br />
The Vault<br />
The ability to post task items and suggestions to client web-site<br />
Review Previous Proposals (Vault)<br />
Schedule Para meds<br />
Presentation Mode – Protect Client/Prospect Data<br />
Client sharing rules<br />
All clients MUST BE shared with servicing team members<br />
17
Notes<br />
Questions...<br />
INTERNAL SYSTEMS & PROCEDURES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
18
Riskalyze Risk Profiling<br />
SETH STEWART<br />
The new generation of risk profiling<br />
INTERNAL SYSTEMS & PROCEDURES<br />
Completing a risk profile<br />
Face to face<br />
Email link<br />
Web-site link – BrookstoneFinancial.com<br />
Entering a client/prospect portfolio<br />
Selecting a model allocation<br />
Adding an annuity<br />
Generating reports & proposals<br />
The eMoney Integration<br />
Required for advisors making customized recommendations<br />
Custom allocations must be within 5 +/- Risk Score.<br />
17
Notes<br />
Questions...<br />
INTERNAL SYSTEMS & PROCEDURES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
18
Table of Contents<br />
Strategic Partners | Gradient Insurance Brokerage<br />
Fixed Annuity | Jay Guerin..........................................................................21<br />
Life Insurance | TJ Scott..............................................................................22<br />
Custodial Platforms & Portfolio Management<br />
Pershing | Seth Stewart..............................................................................23<br />
TD Ameritrade | Seth Stewart & Andre McLean...................................25<br />
BillFin Fee Billing Software | Seth Stewart..............................................27<br />
LSA Models & Website | Seth Stewart.....................................................29<br />
Sales & Marketing Opportunities<br />
RMS - 401K Management | Seth Stewart...............................................31<br />
BofI Advisor | Seth Stewart.........................................................................32<br />
Platinum Strategies | Seth Stewart..........................................................33<br />
20
Fixed Annuity<br />
JAY GUERIN<br />
How Gradient Annuity Supports Brookstone Advisers<br />
Tools & Illustrations<br />
Case Design & Support<br />
INTERNAL SYSTEMS & PROCEDURES<br />
Top Carriers & Highlights(Must Have Online Portal)<br />
Accumulation Play<br />
Income Play<br />
Death Benefit Play<br />
Notes/Questions...<br />
21<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................
Life Insurance<br />
TJ SCOTT<br />
How Gradient Life Team Supports Brookstone Advisers<br />
Tools & Illustrations<br />
Case Design & Support<br />
Top Carrier Offerings & Highlights (Must Have Online Portal)<br />
Notes/Questions...<br />
INTERNAL SYSTEMS & PROCEDURES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
22
Pershing<br />
SETH STEWART<br />
Primary custodian for alternative investments<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
Fee Schedule<br />
Pershing deposits can’t be made without signed Contribution form.<br />
New CSS docs are necessary when adding funds to an established investment<br />
(GWG, Variable annuity) as ratios may be changed.<br />
Pershing Systematic Reinvestment is now possible<br />
No client signature necessary<br />
23
Notes<br />
Questions...<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
24
TD Ameritrade<br />
SETH STEWART & ANDRE MCLEAN<br />
Managed Account Custodian<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
Fee Schedule<br />
Necessary Account Documents & Purpose<br />
Managed Account Agreement<br />
Driver’s License Copy<br />
Account Applications<br />
Transfer Forms – When Applicable<br />
Commonly Used Optional Forms & Purpose<br />
Advisor Move Money Authorization (Qualified & Non-Q)<br />
Ongoing contributions and/or withdrawals<br />
Household Statement Form<br />
Checkbook/Debit Card Access<br />
Transactions against cash position only<br />
Electronic Check Deposit<br />
25
Notes<br />
Questions...<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
26
BillFin Fee Billing Software<br />
SETH STEWART<br />
Quarterly client fee billing – Example Statement<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
Flexible Payment Schedules & Methods<br />
AUM Fee<br />
Flat Fee<br />
Proportionately from each account or individually directed fee<br />
Account Deduction<br />
Pay by Check<br />
Billing Exclusions<br />
Time based discounts<br />
27
Notes<br />
Questions...<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
28
LSA Models & Website<br />
SETH STEWART<br />
Username & Password<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
Philosophy - Low Cost Asset Allocation Strategies<br />
Risk Profile & Model Pairing<br />
VA & Mutual Fund Direct Model Allocations<br />
Web-Site Navigation & Reporting<br />
Reports<br />
Model Allocations<br />
Performance Reports<br />
Market Commentary<br />
29
Notes<br />
Questions...<br />
CUSTODIAL PLATFORMS & PORTFOLIO MANAGEMENT<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
30
RMS - 401K Management<br />
SETH STEWART<br />
The possibilities and positioning<br />
Knowing where your future rollovers are coming from<br />
SALES & MARKETING OPPORTUNITIES<br />
Notes/Questions...<br />
31<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................
BofI Advisor<br />
SETH STEWART<br />
Adviser Sign-Up<br />
Banking solutions for modern clients<br />
Money Markets, Checking Savings, CDs<br />
Notes/Questions...<br />
SALES & MARKETING OPPORTUNITIES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
32
Platinum Strategies<br />
SETH STEWART<br />
SALES & MARKETING OPPORTUNITIES<br />
33
Notes<br />
Questions...<br />
SALES & MARKETING OPPORTUNITIES<br />
.................................................<br />
Doodle Space<br />
........................................................................................................................................<br />
........................................................................................................................................<br />
.................................................<br />
34
Securities offered through Center Street Securities, Inc. (CSS), a registered Broker-Dealer and Member FINRA and SIPC. James Jones is an<br />
Investment Advisor Representative with advisory services offered through Center Street Advisors, LLC, (CSA) a SEC Registered Investment<br />
Advisor. All other Brookstone Financial Investment Advisor Representatives offer Investment Advisory Services through PMB Capital al<br />
Management LLC (PMB), a Registered Investment Advisor. Brookstone Financial, PMB, CSS and CSA are independent of one another.
Change language