Volatility
What is market volatility?
What is:
Volatility is a statistical measure of the dispersion of returns for a given security or market index; often measured from either the standard deviation or variance between those returns. It is often associated with big price swings either up or down.
What is prospecting?
Seeing enough of the right clients through various channels.
How many times minimum should advisors be pulling portfolio view?
What is:
Minimum weekly.
What document has "key plays" for the financial center?
What is:
The Financial Center Playbook
What qualifies as a referral?
What Is:
Lending Conversation,
Business Conversation,
Auto Loan Application,
GWIM Conversation,
PB Conversation
Who is the Chief Investment Office? Present how to position them in a conversation.
Who is:
The Chief Investment Office provides insights and expertise at each stage of the investment process; investment strategy viewpoints, investments selection and manager research, & Portfolio construction and management.
*present how you position*
Where is the best place to prospect?
In your FC with an effective routing / referral strategy.
How do you calculate your HH retention?
What is:
100% - term % = HH Retention
Who should you be connecting with in the FC and elaborate?
Who is:
EVERYONE! One Team Meetings min monthly, FCM/Partner Connects min bi-weekly, running of MBB monthly, and coaching the FC periodically.
What should be reviewed at the "One Team Meeting"?
What Is:
Referral Pipeline
Scenario Practice - Coaching Insight
Upcoming apts, Routing, Introductions
Commitments
Name 3 of the 7 CIO Capabilities.
What are:
Capital Market Assumptions (CMA)
Strategic Asset Allocation (SAA)
Tactical Asset Allocation (TAA)
Investment Solutions and Platform Development (Due Diligence)
Portfolio Management and Manager Selection
Strategy Implementation
Portfolio Administration and Monitoring
What are all of the prospecting flows? Looking for at least 4.
FC direct routes / referrals
One Team referrals / Intros
OBC
Client Referrals
COI***
Name minimum 3 of the managed campaigns requesting/requiring action.
What is:
6 month review
10 month review
12 month review
Approaching term review
Advisor Reassignment Introduction
What is needed for the FC to achieve Circle Of Excellence? (minimum 3)
What Is:
What is your Value Proposition and how do you utilize it to position warm introductions with your One Team Partners?
*present Value Prop*
This is how they should position you with their clients so there is a seamless message heard through out the FC.
What tool will we reference to support in the volatility conversation and present 1 page.
What Is:
The Chartbook - *show page presentation*
Present "Why Merrill" , "Why Now", "Why You".
Why Merrill -
Why Now -
Why You -
What is the purpose of a periodic review and name them in order of importance. Present how to set the agenda when calling to schedule the periodic review.
What is:
DEEPEN, retain, expand
*present how to call and schedule the review with an effective agenda*
What should be DIRECT ROUTED to a Sr FSA? (5)
What is:
Including but not limited to:
• Preferred/Preferred Eligible/High Potential including card & auto lending
• Large deposits
• Investments, retirement, education planning
• Medallion Signature Guarantee
• Trust and Estate
When do we keep the client under Consumer Investments and when do we refer to GIWM/PB?
Explain.
What is happening in the markets right now, what is the outlook from the CIO, and where do we find this information?
what is:
1. Tarriffs, Fed Rate, etc
2. Macro Strategy—Seeking Short-Term Equilibrium While Adjusting for The Long Term. Market View—Back-to-Basics: Revisiting Inflation Fundamentals
3. Consumer Investments CIO Insights in flagscape
Present How you ask for referrals from your existing clients.
*Present*
What are the 7 supervision requirements for review?
What is:
Client’s goals and priorities
Tax Efficient Management (applicable to MGIA only)
Client’s asset allocation
Account performance net of fees
Portfolio restrictions
Advisor relationship
Ensure discussion includes ETF/Core Impact portfolios are also available in MGI at lower cost (only required if invested in ETFs/Core Impact)
How do you put "boundaries" around your business and what does it mean to place "boundaries"?
What is :
"boundaries" - a healthy balance of time for support and protected time where all required duties can be completed while still supporting client and FC needs.
How - COMMUNICATION, calendar management, transparent workload, leader support, efficient execution.
What kind of partnership should you have with your Business team and how can we utilize it more impactfully to have a mutually beneficial partnership? Please review both BSA/SBB
BSA -
SBB -