A One-Year Coaching Program For Top Financial Advisors

Helping Top Financial Advisors Achieve Their Full Potential

Breaking Through is a 12-month coaching program designed to help top financial advisors build a Simple and Elegant Wealth Management BusinessSM, realize their full potential and break through to an even higher level of success.

Breaking Through substantially ac-celerates the success of top advisors by showing them how to serve the right clients very well.

Whatever an advisor could accom-plish in 24 to 36 months on their own, Breaking Through can help them ac-complish in half the time with a much higher quality of life along the way as they follow a step-by-step plan.

In this program, advisors are coached and supported as they gain insights, based on our proprietary empirical research, into the needs of the afflu-ent and implement the best practices of top advisors who earn on average nearly three times the annual income of investment generalists. Advisors who complete this program substan-tially grow income, client loyalty and quality of life as they implement a personalized plan to capture new as-sets and clients.

Breaking Through is based on a simple concept. Top advisors prac-tice just a handful of strategies and tactics. Through extensive empirical research, we’ve discovered these and organized them into a step-by-step program. Advisors cross the bridge from good to great one step at a time, all while being coached and support-ed by top-flight professionals.

Breaking Through is a leading coach-ing program in the financial services industry for helping top advisors attract the right affluent clients, serve them well and earn very high incomes, all while enjoying more time for family and friends.

Average Annual Income

Wealth Managers

Investment Generalists

Wealth Managers

Investment Generalists

Assets Under Admin.

$881,000

$279,000

$645 M

$307 M

N = 2,094 financial advisors.Source: CEG Worldwide, 2007.

3

Knowing “What To Do” And Actually “Doing It” Are Two Different Things

As the leading coaching organization in the financial services industry, CEG Worldwide helps top advisors build the practice they’ve always dreamed about, but never quite knew how to build.

We interact daily with advisors who are deeply unsatisfied with their incomes. They know they have the potential to do so much better, but they don’t quite know what to do. These advisors are al-ready successful by all accounts. But they know they can do better.

The numbers support them. There are just over three million affluent house-holds1 – with more than one million dollars in investable assets – in the United States and 400,000 registered financial advisors who work with individuals2. This means there are fewer than eight affluent households per advisor. But everyone knows that the assets of the affluent are managed by just a small percentage of the 400,000 advisors. These top advisors know some things that other advisors do not know.

The greatest opportunity for advisors to substantially increase their income is by attracting the affluent and retaining their assets over time. How can advisors do this?

In a healthy economic environment, advi-

sors may have been able to attract and serve affluent individuals completely on their own, without the aid of professional coaches and organized programs. In these challenging economic times, this is extremely difficult – if not impossible.

The affluent, according to our proprietary research, are no longer satisfied by work-ing with investment generalists. They demand a much higher level of service, a deeper level of commitment and an investment process that puts their needs, goals and dreams at the center. Advisors who embed business practices into their daily routines that address the needs of the affluent will win big.

In our experience, advisors struggle with three main challenges:1. Understanding what the affluent re-

ally need and want2. Defining which business practices

address these concerns most effec-tively

3. Transitioning their practice from where they are now to where they want to be

This last challenge is probably the most difficult. We call it the “knowing-doing gap.” Even when advisors know what to do, it can be extremely challenging to change behavior and consistently do it.

Fortunately, advisors are not alone.

The Advisor Challenge

4 1 Capgemini/RBC Wealth Management, World Wealth Report 2012. 2 Tiburon Strategic Advisors.

The Right Thinking. The Right Behavior. The Right Results.

Breaking Through addresses the three main challenges advisors experience as they build the practice they’ve always desired. This program delivers five major benefits:

EntrepreneurshipAdvisors begin to treat their practice like a business and develop the right thinking and behavior to maximize the potential of their practice. When advisors think of themselves as entrepreneurs, there is no ceiling on success they cannot break through.

ConfidenceAdvisors gain confidence and quickly realize that the program is helping them take the right steps to build the practice they’ve always wanted but didn’t know exactly how to build. This eliminates distractions and helps them focus.

Focus Advisors learn to focus on the right affluent clients, the right services for those clients and the right activities to attract the right affluent clients. This focus provides intentionality, empowering advisors to succeed on purpose.

Purpose Advisors develop a deep under-standing of why they are in business and what they want to realize from their practice in addition to financial rewards. This sense of purpose in turn shapes who they serve and the services they deliver to those clients.

ApproachAdvisors build a simple and elegant wealth management business. This reduces stress, helps them develop their niche market and empow-ers them to deliver “wow” service, impacting client loyalty.

Asset Acquisition

Portfolio Growth

Annual Hours Worked

Career Satisfaction

Advisors Who Specialize In A Particular Type Of Client

WealthManagers

0%

25%

50%

75%

59.4%

17.5%

InvestmentGeneralists

The Benefits Of Our Program

Breaking Through helps financial advisors develop a market niche where they can specialize and stand out from the crowd.

N = 2,094 financial advisorsSource: CEG Worldwide, 2007. 5

Advisors who enroll in this program break

through to even higher levels of success.

Program Services

The Breaking Through Annual Program

Program Focus

Group Coaching Sessions

E-learning Services

Individual Coaching Calls

Webinars

Weekly Emails

Breaking Through Book

Three, 2-day sessions per year. These intensive workshop-style sessions deliver focus and intentionality as advisors examine their practices, learn about the affluent and the practices of elite advisors, and plan the next steps in their personal road map to even higher levels of success. Group coaching sessions are delivered by CEG Worldwide principals who have vast experience in growing financial services practices.

One call per month for one year. Financial advisors experience the benefit of professional coaching. Coaches help financial advisors develop their personal road maps, set goals, focus on the right behaviors, and implement the step-by-step tactics and strategies from the program. Access to Breaking Through Online. This robust e-learning platform features extensive instruction on implementing each of the program’s 16 tactics, in-depth videos and podcasts from CEG Worldwide’s experts and coaches, a broad range of tools and templates to easily execute what you are learning and online interaction with other Breaking Through participants.

Four per year. CEG Worldwide principals continue to motivate, focus and energize financial advisors throughout the year with online webinars. These webinars help financial advisors focus on the steps appropriate to that phase of the program and commit to following through on their individual plans.

Weekly email tips. Financial advisors receive weekly tips that remind them of what they shouldbe focusing on during the current phase of the program. This further strengthens intentionality and purpose for realizing key objectives.

Ongoing. Financial advisors receive peer coaching and interaction throughout the year. In groupcoaching sessions, financial advisors interact with each other and form bonds that last through the program and beyond. When financial advisors see other financial advisors reaching their goals, this is a very motivating experience.

Included. Every financial advisor receives a copy of Breaking Through: Building a World-Class Wealth Management Business. This book offers insights, based on proprietary empirical research, into the needs of the affluent and the practices of elite financial advisors.

Strategy One: Attract affluent private clients

Tactic 1: Learn about the affluentTactic 2: Focus on the affluentTactic 3: Identify target market nicheTactic 4: Interview centers of influence

Tactic 8: Segment existing clientsTactic 9: Release inappropriate clients

Tactic 12: Capture additional assetsTactic 13: Replicate ideal clientsTactic 14: Formalize client introductions

Tactic 5: Define ideal client profileTactic 6: Position as an expertTactic 7: Use a pull marketing strategy

Tactic 10: Adopt the CCM ProcessTactic 11: Convert existing clients

Tactic 15: Form strategic alliances Tactic 16: Master group presentations

Strategy Two: Strengthen client relationships

Strategy Three: Capture assets and acquire clients

Peer Coaching

8

The Advisor Experience

Mutual Discovery

Mutual Commitment

Orientation

Foundation

Business Development

Mastery

Getting Started

Advisors confer with a CEG Worldwide representative to determine if this program is right for them. The representative will ask a series of questions, develop an advisor profile and answer all questions.

Advisors commit to this program and begin their step-by-step journey to higher levels of success.

Advisors are oriented to the program and are provided a high-level overview of the three stages of development and session topics: foundation, business development and mastery.

Advisors learn how to attract affluent private clients and strength-en existing client relationships. Advisors are provided in-depth empirical research and analysis about the affluent and learn tech-niques to retain top clients while earning an ever-greater precen-teage of their assets.

Advisors learn to capture new assets and acquire new affluent cli-ents. Advisors replicate their ideal clients and formalize their client referral programs. Advisors take the critical step of learning how to form strategic alliances with other professionals.

Advisors enhance mastery of key consultative skills and per-fect world class wealth management positioning. Advisors also strengthen knowledge in key business development skills and intensify action and accountability to achieve breakthrough goals, building a bridge to a world class wealth management business.

To learn more about the Breaking Through coaching program and how to get started, please contact Jonathan Powell at 866-220-8095 or jpowell@cegworldwide.com

What Advisors Experience During This Program

John Bowen founded CEG Worldwide in 2000 to benefit financial advisors and institu-tions with the wealth of his 26 years of career experiences. As an advisor and CEO, he learned that many advisors lack the sound empirical data and pragmatic business practices necessary to build highly successful businesses. Mr. Bowen founded CEG Worldwide to fill that void. He spent eight years as CEO of Reinhardt Werba Bowen Advisory Services, where he helped manage more than $1.6 billion in assets. He sold that company and subsequently became CEO of Assante Capital Management, helping to more than triple assets under management to $25 billion.

Some Of Our Key Principals

Jonathan Powell specializes in helping wirehouse firms improve the productivity, per-sonal income, and loyalty of their top advisors. He has hired and coached hundreds of top financial advisors for more than 25 years. He is a speaker and co-author of Breaking Through. He spent more than two decades with Citigroup. He has managed branches for Smith Barney and led Citibank’s West Coast brokerage business, overseeing 290 financial advisors and 20 managersJonathan J. Powell

Managing Principal

Bob Niederman helped design the Breaking Through coaching program and facilitates group coaching sessions. He was instrumental in building CEG Worldwide’s Elite Advi-sor Forum. He is a pioneer in the corporate coaching field, having coached more than 100 Silicon Valley CEOs. He holds a PhD in educational psychology from UC Berkeley, has completed postdoctoral work at Stanford University and received coach training at Newfield Network.Robert Niederman

Coaching Program Facilitator

Sharla HamilDirector of Coaching

Over the past ten years, Sharla Hamil has personally coached hundreds of financial advisors to higher levels of success while leading CEG Worldwide’s coaching programs to higher lev-els of excellence. In addition, she has two decades of experience in developing and leading asset management programs, in marketing asset management programs and in designing financial advisor training programs for several financial institutions.

John J, Bowen Jr.Founder and CEO

9

Paul BrunswickSr. Managing Principal

Paul Brunswick has more than 20 years of success in the financial services industry. Most recently, he was the director of national business development for Smith Barney, where he provided strategic and tactical direction to the firm’s entire private client dis-tribution channel. He led campaigns designed to increase advisor net asset flow, grow fee-based revenue and improve advisor competency in such key areas as investment and wealth management. He also had responsibility for internal communications, new product approval and the research strategy group.

The Leading Coaching Organization For Financial Advisors

CEG Worldwide is the premier coaching, consulting and research organization for the financial services industry. We empower financial advisors to achieve break-through results in their careers by substantially increasing assets under management, affluent client acquisition and personal net income – all while serv-ing their clients well.

We deliver insights into the best practices of top advisors, garnered from empiri-cal research, and coach advisors about how best to implement these practices into their daily routines. The result – a focused, energized and enriched advisor who delivers client-centered services that build lifetime loyalty.

Our MissionCEG Worldwide exists to help financial advisors and the institutions that serve them realize break-through results and achieve their full potential. Our coach-ing, consulting and research services are all designed with this single goal in mind. We are passionate about coaching financial advisors and consulting with institutions to Build a Simple and Elegant Wealth Management BusinessSM.

Our VisionAt CEG Worldwide, we believe success happens when advisors know what to do and then actually do it. We are constantly

surveying, analyzing and developing insights into the three key groups that influence financial advisor success: the affluent, top advisors and top financial institutions. We are continuously work-ing to improve the effectiveness of our coaching services to help advisors bridge the knowing-doing gap and realize break-through results.

Our ValueCEG Worldwide produces break-through results for top financial advisors by help-ing them deliver the very best practices for the right clients. Whatever results a financial advisor might accomplish within 24 to 36 months on their own, we can often help them accomplish in less than half the time while following a step-by-step plan.

About CEG Worldwide

Engaging in a formal interview process with clients

Wealth Managers

Investment Generalists

85.5%

58.7%

Providing clients with formal plans

Wealth Managers

Investment Generalists

81.9%

37%

Providing clients with write-ups evaluating their situations

Wealth Managers

Investment Generalists

76.8%

35.1%

Very Characteristic Of The Practice Type

N = 2,094 financial advisorsSource: CEG Worldwide, 2007.10

No Other Organization Offers Our Combination Of Services

CoachingFor advisors to become elite advisors, they must make changes. Change is difficult. We characterize this as bridging the knowing-doing gap. Even if an advisor knows what to do, actually doing it consistently over time is challenging. There is much wisdom in the saying “old habits die hard.” Our coaching services em-power advisors to focus on the key behaviors and best practices that will ensure they cross the knowing-doing gap in each phase of business development.

Proprietary Empirical ResearchWe provide empirical research in two areas: the practices of top advisors and how the affluent work with advi-sors. No other program offers this depth of insight in these areas. Our research with top advisors shows that they consistently practice seven strategies. Our research with affluent individuals shows dramatic differ-ences between them. Without these insights and best-practices, advisors will struggle to deliver services that resonate with and earn the loyalty of the affluent.

A Step-by-Step ApproachTo move from good to great, financial advisors need a plan and tools. We’ve developed a step-by-step approach

that advisors implement in reason-able phases. Each phase delivers real business benefits. Advisors do not have to wonder where they are going or how they’ll get there. We have built the bridge for them.

Personal Planning and DevelopmentWhile we offer a step-by-step ap-proach, it is not one-size-fits-all. Our programs engage individual advisors deeply and compel them to examine their values, dreams, goals and op-portunities. We help them translate these core elements into a personal road map that they can develop over time. Each advisor’s plan is unique to their life, interests, personal goals and career objectives.

Access to CEG Worldwide PrincipalsThere are many coaching programs available today for financial advisors. Our program, however, is facilitated by seasoned financial services lead-ers. CEG Worldwide’s principals are domain-level experts, each of whom have had tremendous career success and are recognized as leaders by their peers and industry analysts. This level of credibility and focus is unmatched in the industry.

What Makes Us Unique?

11

The #1 Coach for Top Financial Advisors

1954 Hayes Lane, San Martin, CA 95046 - (866) 220-8095 - www.cegworldwide.com

Copyright 2012, CEG Worldwide LLC. All rights reserved. No portion of this document may be used without the express written consent of CEG Worldwide.