1

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

©2009 Wilke & Associates, Inc. All rights reserved.

The Connected Advisor

Winning Rollovers and Retirement Plans From Firms Experiencing

Layoffs

Presented by Maureen Wilke, Wilke and Associates, Inc.

2

The Challenge

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

• Companies are in turmoil faced with the downsizing or “right sizing”.

• Former employees face several challenges including rolling over their company 401(k) or other retirement plans.

• Benefit managers are in need of assistance.

3

The Opportunity

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Cerulli Associates Inc. of Boston estimates that rollovers will grow from an estimated $314 billion currently to about $2 trillion by 2013.

The numbers seem overwhelming, so where do you start to capture this market?

4

Capture the Opportunity

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Create a targeted plan and process to win rollovers.

• Position your practice as a retirement resource.

• Identify two focused rollover opportunities:

Start with top clients and identify layoffs – their firms, family or friends and colleagues.

Next, identify local firms experiencing layoffs.

Create a process for the follow-up.

5

4-Steps to Winning Rollovers

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 1: Position your practice as a retirement resource.

Step 2: Obtain referrals to benefit managers at companies experiencing layoffs.

Step 3: Contact the companies to present your services with retirement rollovers.

Step 4: Conduct employee rollover seminars and lock-in prospects for follow-up.

6

Financial Advisors Success Stories

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

• Expanding a practice into early retirement options with union employees.

• Focusing on suppliers to the automotive industry.

7

Position your practice as a retirement resource

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 1: Create a one-page marketing sheet on your letterhead or a brochure

Highlight your practice’s:• Experience, credentials and designations.• Assets under management. • Retirement planning/investment process.• Capabilities to address employees’ rollover questions and provide solutions.• Strategic team with a CPA and an attorney.

8

Position your practice as a retirement resource

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 1: Additional retirement services to offer:

• Information about rollovers.

• Identifying and allocating 401(k) and IRA assets.• Delivering IRA and 401(k) rollover-planning seminars. • Tax and estate planning advice. • Retirement income reviews and tools. • Health care plans and options.

9

Obtain referrals to benefit managers at companies experiencing layoffs

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 2: Leverage Top Client Relationships

Identify firms experiencing layoffs by:1. Contacting top clients and asking if their

employer is experiencing layoffs – simply call or email a few key questions. Use www.freeErisa.com to locate the managers and plan information.

2. Search for local companies in your area experiencing layoffs using JWT’s HRLive (www.jwtinside.com and click HRLive).

10

Obtain referrals to benefit managers at companies experiencing layoffs

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 2: Tap clients for referrals

Email clients to share with them your firm’sretirement and rollover services and the

firms youare planning to contact.

Ask them if they know anyone in senior management

at these firms and ask for a referral.

11

Locate plan contacts and information

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

12

Locate firms experiencing layoffs

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

13

Contact the companies to present your retirement rollover services

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 3: Let employers know that youcan address employees’ rollover questionsand provide solutions — and that your team includes a certified public accountantand an estate-planning attorney.

14

Contact the companies to present your retirement rollover services.

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 3:

Sample Letter

Date

Name

Address

Dear ______________,

Your company’s recent announcement of downsizing probably have added to your responsibilities and stretched your resources thin. We may be able to help.

Tom Smith, your senior vice president of operations, suggested I contact you to share how our practice has been simplifying the retirement rollover needs of human resource managers like you. We can help your employees understand their current retirement plans and provide them with financial guidance.

By way of background, Tom has been a client of ours for the past 10 years. He can tell you about our service. We bring that same level of attention and care to helping people make some of the most important financial decisions in their lives: what to do when faced with rollover decisions about 401(k) and retirement plans.

I would be happy to explain how, specifically, we might help your employees through a customized mix of seminars, personal consultations and literature. I also can explain how our retirement review and rollover process can save you countless hours of paperwork and headaches — and give departing employees demonstrable evidence of your attention.

I plan to call your office at 10 a.m. Friday, month and day, to set up a meeting.

Best regards,

Jim Jones

XYZ Co.

15

Conduct employee rollover seminars and lock-in prospects for follow-up.

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Step 4:

• Offer on-site retirement education programs to establish credibility and schedule individual meetings at your office. • Ask the manager for a list of employees being terminated and the amount of their rollover plan. • Consider a group education session for the smaller rollover plans.• Create a repeatable process and follow-up plan.

16

Action Plan

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

Streamline the process and hire an intern to complete paperwork.

The future opportunity is to secure meetings after the layoff period is over to hold financial reviews, estate planning and Roth IRA conversion sessions.

Capture the rollover opportunity now!

17

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

©2009 Wilke & Associates, Inc. All rights reserved.

Roth Conversion OpportunitiesJeffery J. Waters, CPA, C.P.

18

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

©2009 Wilke & Associates, Inc. All rights reserved.

Success Stories

Harriet E. Heyda, MBA, CRPC®Senior Financial Advisor

An Ameriprise Platinum Financial Services® practice

19

For Financial Professional Use Only - May Not Be Given or Shown to members of the General Public

©2009 Wilke & Associates, Inc. All rights reserved.

The Connected Advisor

Winning Rollovers and Retirement Plans From Firms Experiencing

Layoffs

Presented by Maureen Wilke, Wilke and Associates, Inc.