View
214
Download
0
Category
Tags:
Preview:
Citation preview
Asset Accumulation SeriesWebinar 3 of 7: Define Stages
August 13, 2014
Agenda
• Overview of ActiFi and the 2014 Redtail Webinar Series
• Recap of Previous Session
• Business Development Process: Define Stages
• 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 Series
All Rights Reserved to ActiFi
2
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
All Rights Reserved to ActiFi
6
WHY
HOW
Keys to Success
Keys to Success – ALWAYS REMEMBER
All Rights Reserved to ActiFi
9For illustrative purposes only
Overview/
Define Your
Process
Define Classifications
and Source
s
Define Stages
Identify
Default Next Steps
Create Pipelin
e Report
Segment Your Client Base
Analyze Your
Client Base/Ide
ntify 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
All Rights Reserved to ActiFi
11
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.
All Rights Reserved to ActiFi
12
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
Define the Stages in Your Pipeline
All Rights Reserved to ActiFi
13
Get contact infoIntroductionDiscovery
Proposal CommitmentOnboard
Stages define where you are in the sales process with each prospect
Write down your exact words and how you define them
All Rights Reserved to ActiFi
14For illustrative purposes only
All Rights Reserved to ActiFi
15
Define the Processes for the Stages in Your Pipeline
All Rights Reserved to ActiFi
16
Get contact infoIntroductionDiscovery
Proposal CommitmentOnboard
Each Stage has a process outlining the steps involved, what materials are used or introduced, what role is responsible, and the due date.
Depending on the advisor and the prospect, the time and number of steps involved to move to the next Stage may vary.
All Rights Reserved 17
Defining a Process Activity
All Rights Reserved 18
What is the activity (action verb)
Who does it (role, not name)
When does it occur (in relation to the milestone)
How long does it take
What triggers the activity
How do you know when the activity is completed
Process Definitions
19
Process Definitions
20
Prepare
Conduct
Follow Up
Task 1.1 Task
1.2
Task 1.3
Task 3.1
Task 2.1 Task
2.2Task 3.2
Task 3.3
Sample Process: Intro Meeting
21
Seni
or A
dvis
orPl
anni
ng S
peci
alist
Clie
nt S
ervi
ceSp
ecia
list
Principal advisor and most senior relationship manager
Para-planner or junior advisor that supports many of the day-to-day and preparation activities
Primarily administrative and task-oriented resource e.g, schedule meetings, maintain paperwork, etc.
Role Definitions
22
Seni
or A
dvis
orPl
anni
ng S
peci
alist
Clie
nt S
ervi
ceSp
ecia
list
Prepare
Conduct
Follow Up
Task 1.1
Task 1.2
Task 1.3
Task 3.1
Task 2.1
Task 2.2
Task 3.2
Task 3.3
Sample Process: Intro Meeting
23
Post It Notes? Seems Awfully Low-Tech…..
All Rights Reserved 24
Learning how to create processes is like learning arithmetic. You have to learn how to do the math before you can use a calculator.
All Rights Reserved to ActiFi
25
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.
All Rights Reserved to ActiFi
26
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.
All Rights Reserved to ActiFi
27
Overview/
Define Your
Process
Define Classifications
and Source
s
Define Stages
Identify
Default Next Steps
Create Pipelin
e Report
Segment Your Client Base
Analyze Your
Client Base/Ide
ntify Ideal
Opportunities
Next TimeWednesday, August 27th
4:00 Eastern/1:00 Pacific
Today’s presentation and slides will be made available by Redtail via the
link below:
All Rights Reserved to ActiFi
29
http://help.redtailtechnology.com/entries/52534094-Redtail-Presents-ActiFi-s-Asset-Accumulation-Series-
Questions?
Brian Kostick763-746-1267
bkostick@actifi.com
Rick Williamson800-206-5030 x1067
rick@redtailtechnology.com
Recommended