For financial professional use only. Not to be used with the public.

Top ProducersTips from

The SunAmerica

ClientEngagement

PROGRAM

Delivering Value and Results through Quarterly Portfolio ReviewsQuarterly portfolio reviews are one of the most powerful ways for advisors to facilitate deeper, more personal communication with clients. It offers you an opportunity to cultivate client trust and loyalty in today’s highly competitive marketplace. In this brochure, we’ve highlighted four steps that can help you make your portfolio reviews more effective and efficient.

STEP 1 Preparing Client Reviews

STEP 2 Scheduling Reviews

STEP 3 Getting the Most Out of Your Client Reviews

STEP 4 Following Up

For financial professional use only. Not to be used with the public.

Preparing Client Reviews

3

1STEP

One of the most difficult challenges to portfolio reviews is finding the time to meet with all your clients. These 5 tips can help you make better use of your time and resources.

5 Preparation Tips

1. Conduct in-person reviews for your top clients

Segment your client base and schedule face-to-face reviews with only your best clients. Consider conducting reviews over the phone with lower-tier clients or delegating a junior associate in your office to handle in-person meetings. This will allow you to focus your time on strengthening relationships with “A” clients who contribute the most to your business.

2. Use assistants or interns to schedule appointments

The SunAmerica Client Engagement Program includes an easy-to-follow phone script to help assistants build rapport, gather feedback and schedule reviews for top clients (see Step 2).

3. Prepare an agenda to keep meetings on track

Through the initial phone call, assistants can provide you with valuable information on your clients’ emotional state, how they’re feeling about their investment portfolios and what financial issues or concerns they want to discuss. Use this information to create an agenda and then make sure you follow it to keep the meeting running smoothly.

4. Write down key objectives before each review

Having written goals of what you want to accomplish through each portfolio review is critical to keeping your meetings focused and efficient.

5. Take advantage of reports and visual aids

Independent market reports from research companies like Morningstar can help put your clients’ investment performance in perspective. For greater impact, consider using online resources like www.bigcharts.com to help you create charts and presentations to complement your clients’ personalized statements.

Note: Please be sure to follow all B/D procedures when implementing the tips described in this brochure and before using the phone script and emails.

For financial professional use only. Not to be used with the public.

Here’s an effective phone script that your office assistant can use to schedule appointments with your top clients:

Assistant Phone Script

Start with the introduction

• Hello [Mr./Mrs. Client], this is [sales assistant name] with [name of firm].

• As you know, [financial advisor name] likes to conduct a financial checkup [quarterly/annually] to take a fresh look at your investment strategy and to make sure that it’s still in line with your needs and goals.

• He asked me to check with you for a possible meeting on [date]. Would that be convenient for you?

• Can I ask you a few questions to help us prepare for the meeting?

Ask financial checkup questions

Since your last financial checkup, have there been any changes or new developments concerning:

• Your family?

• Your business or work?

• Your income?

• College plans for your children/grandchildren?

• New assets that you have to invest, such as bonuses? Inheritances? Legal settlements?

• Your investment goals?

How do you feel about the level of volatility in your investments?

• Are you comfortable?

• Would you like to discuss a more aggressive strategy when you come in?

• More conservative?

How do you feel about:

• The amount of income you are currently receiving? (If applicable)

• The taxes you are currently paying?

• Your current retirement planning strategy? (if applicable)

2STEP

Scheduling Reviews

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Step 2: Scheduling Reviews continued

Assistant Phone Script continued

Are you satisfied with your current level of:

• Life insurance?

• Disability insurance?

Is there anything else you would like to discuss at your financial checkup?

Request that clients bring all financial-related documents to the review:

• [Mr./Mrs. Client], with all the changes in the economy, [financial advisor name] likes to evaluate your current investment strategy in context with your entire financial picture.

• So, [he/she] requests that you bring in any other investment or bank statements so that we can make sure that our recommendations make sense for you in the broader scheme of things.

• Would you be able to gather and bring those documents?

6For financial professional use only. Not to be used with the public.

Step 2: Scheduling Reviews continued

Send Confirmation Emails

After your assistant makes the appointment, it’s a good idea to confirm the appointment with an email. Here’s a sample of what you can send:

[Email Subject Line] Portfolio Review Agenda

Dear [client name],

Thank you for setting up a time to meet with me. Your [quarterly/annual] portfolio review will be held on [date] at [time] in my office. Based on the feedback you gave [assistant’s name], we’ve created an agenda for the meeting.

Please take a look at the attached agenda and let me know if you have any additional items you want to discuss. As you can see from the agenda, I’ve allocated extra time for questions or other issues, so please don’t hesitate to bring up any new concerns that arise between now and the meeting.

As a reminder, it would be helpful if you could bring your latest tax returns, retirement plan statements and other financial information to the review. If you prefer, please also invite your CPA or tax attorney to join us at the meeting.

I look forward to seeing you on the [date]!

Sincerely,

[Insert your full name and title]

[Insert your BD name or DBA]

[Check with your home office for required disclosures and include applicable B/D name and disclosure if DBA name is used above.]

Consider adding a Sample Agenda to the email

1. Quarterly Updates

• Review investment performance

• Discuss market conditions and how they affect your portfolio

• Provide market outlook

• Discuss investment recommendations and possible adjustments to your asset allocation

• Evaluate tax implications of current strategy

2. Issues to Discuss

• Concerned about market volatility

• College education for kids

• Opportunities for inheritance

3. Other Concerns

4. Questions

7For financial professional use only. Not to be used with the public.

3STEP

When it comes time to conducting the review, you may want to expand your discussion beyond the standard investment performance, market outlook and investment recommendations. In fact, the quarterly portfolio review offers a great opportunity for you to build trust and strengthen your relationships

3 questions to ask to engage clients and foster trust

1. “Do you have any other financial concerns we haven’t discussed?”

At the end of each review, take the time to ask this simple question, and make sure that you actively listen to your clients’ answers. By discussing their financial concerns, you show clients that you care and that you’re available to help deliver personalized solutions.

2. “Are there other investment-related services we can provide to help achieve your goals?”

This question can help you gain greater insight into your clients’ overall financial needs. You may find that you’re unable to meet all of these needs in-house, but by expanding your network to attorneys, CPAs and other professionals, you may be able to increase your referral opportunities—and enhance the satisfaction of your clients at the same time.

3. “Did you find this review to be beneficial?”

The answer will probably be “yes.” You can then follow up by asking if your clients have friends or family who might also benefit from a year-end review like the one they just received. Many times, this is all you need to generate qualified referrals that can lead to new business and more assets under management!

Getting the Most Out ofYour Client Reviews

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After a client review, it’s a good idea to follow up with an email, summarizing the conclusions of the portfolio review and outlining your action steps over the next year. Here’s a sample email:

Sample email

[Email Subject Line] Portfolio Review Summary

Dear [client name],

Thank you for taking the time to meet with me. I enjoyed the opportunity to review your portfolio and to highlight the steps we should take over the next year to achieve your long-term financial goals. Here’s a summary of these action steps:

1. To help address your concerns about market volatility, we’ll reduce your exposure to equities and shift some money to bonds and cash.

2. We will open a 529 plan to build assets for your child’s college education.

3. In regard to your inheritance, we’ll touch base again in a few weeks to see which of the investment options we discussed you would like to use.

Please review these steps and let me know if you have any concerns or questions. I appreciate all your time and support, and look forward to working with you in the weeks and months ahead to refine your investment plan.

Sincerely,

[Insert your full name and title][Insert your BD name or DBA][Check with your home office for required disclosures and include applicable B/D name and disclosure if DBA name is used above.]

Contact your SunAmerica Wholesaler or call 1-888-502-2900

for more ideas on how to enhance your quarterly portfolio reviews.

Following Up 4STEP

Following Up

M5170PR1 (4/12)

Distributed by SunAmerica Capital Services, Inc.