Welcome	
  




250	
  Tanglewood	
  Lane	
                                                                               ...
250	
  Tanglewood	
  Lane	
                                                                                               ...
Today’s	
  Agenda	
  

              •  Introduce “Coach’s Corner” core
                 program concepts

              •...
What	
  is	
  the	
  Coaches	
  Corner?	
  

            •  A practice management, life planning, coaching
               ...
The	
  Coach’s	
  Corner	
  


            A three module program that covers:

            1.  Goal Setting – Set & EXCEL...
Module	
  1:	
  Goal	
  Se[ng	
  

            Set & EXCELerate towards your goals!
            •  Use multi-dimensional g...
Putting Goals in Perspective
                                                                      A clear vision for succ...
Reaching	
  Your	
  Goals	
  

      Three Keys:

      •  Stay diligent in goal-setting and use a system
               t...
The	
  Performance	
  Plateau	
  

            Scale the plateau to reach                                                 ...
Overcoming	
  Obstacles	
  to	
  Progress	
  

                         •  Not enough time!
                              ...
Breaking	
  through	
  The	
  Plateau	
  
                •  Cleaning up messes and putting out
                   fires
 ...
Dealing	
  with	
  Messes	
  

                       Messes distract you:
                       •  Recognize them

     ...
EXCELerate Towards Your Goals!



                                            Targe'ng	
  Your	
  Success	
  




250	
  T...
Examining	
  Success	
  Drivers	
  
                     •  What made you successful in
                        the past?
...
Examining	
  Success	
  Drivers	
  
                  The Hindsight 20/20 Interview
                  A series of question...
Hindsight	
  20/20	
  Ques'ons	
  

              Part 1: If we were to look back over the last five
              years, ...
Hindsight 20/20 Approach
                                            The Hindsight 20/20 Approach                         ...
Analyzing	
  Opportuni'es	
  

            Identifying the right opportunities

            •  Pinpoint possible NEW oppor...
Opportunity Analyzer Worksheet
                                                                                           ...
Module	
  2:	
  Self	
  Evalua'on	
  

            Determine What Makes You EXCEL
            •  Evaluate yourself on a pe...
YOUniverse	
  Evaluator	
  

                  •  List the types of things you do
                     while working in yo...
Daily	
  Deeds	
  -­‐	
  What	
  To	
  Delegate?	
  
                                    Office                           ...
What	
  makes	
  you	
  EXCEL?	
  


                                     Determine your Triad of Traits




250	
  Tangle...
Your	
  Triad	
  of	
  Traits	
  
                                                                                        ...
The	
  Key	
  is	
  Delega'on….But	
  

                     •  We do not like to delegate

                     •  He or ...
Delega'on	
  

                •  You can not reduce complexity until:
                             –  You begin to master...
What	
  Do	
  You	
  Make	
  an	
  Hour?	
  

            •  $125,000 Year
            •  50 Hours/week * 52 Weeks = 2,600...
Marketing and Branding for
                      today’s competitive markets




250	
  Tanglewood	
  Lane	
              ...
Social	
  Media	
  
            •  	
  	
  	
  	
  	
  	
  	
  	
  	
  Linkedin	
  –	
  Post	
  and	
  answer	
  ques'ons	...
• 	
  Ver*cal	
  Response	
  –	
  Constant	
  
                                                                           ...
Branding	
  
            •         Consistency	
  is	
  key	
  
            •         Logo	
  
            •         Tag	
...
Referrals	
  
            •         Referrals, we all know that we need them, but we either forget or we are
             ...
The	
  Coach’s	
  Corner	
  

              •  Will provide actionable tools to help set goals,
                 and plan ...
The	
  Next	
  Step…	
  
            • Sign up for Class, newsletter

            • Focus more on PEOPLE and less on
     ...
Thanks!	
  




250	
  Tanglewood	
  Lane	
                                                                               ...
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Coach’s Corner

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This is a brief presentation and introduction to Coach\’s Corner. I focus on goal setting, breaking through with delegation and offer some ideas on marketing and branding.

I will be giving at a Prudential Caruthers office this Wednesday in Ocean City, MD.

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Coach’s Corner

  1. 1. Welcome   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  2. 2. 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  3. 3. Today’s  Agenda   •  Introduce “Coach’s Corner” core program concepts •  Marketing and Branding for today’s competitive markets 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  4. 4. What  is  the  Coaches  Corner?   •  A practice management, life planning, coaching program geared specifically for entrepreneurs •  A program designed to create success and improve your quality of life through specific tools, methods, and activities •  A program that helps participants reach their true potential in life and business by presenting a new way to think about life and work 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  5. 5. The  Coach’s  Corner   A three module program that covers: 1.  Goal Setting – Set & EXCELerate towards your goals! 2.  Self Evaluation – Determine what makes you EXCEL 3.  Business Planning – Develop a plan to EXCEL 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  6. 6. Module  1:  Goal  Se[ng   Set & EXCELerate towards your goals! •  Use multi-dimensional goal setting to prioritize and track your progress •  Define success today to help put your goals in perspective •  Create your ideal work day by setting goals and staying positive 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  7. 7. Putting Goals in Perspective A clear vision for success will help you EXCEL List the five most important business and professional goals chronologically: Lifetime Goals Intermediate Term Goals (1-5 years) Short Term Goals (< 1 year) 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  8. 8. Reaching  Your  Goals   Three Keys: •  Stay diligent in goal-setting and use a system that manages your time properly •  Plan for the future today…examine your past successes and your current opportunities •  Focus on what makes you EXCEL! 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  9. 9. The  Performance  Plateau   Scale the plateau to reach $500,000 your peak performance! $250,000 $150,000 $75,000 $50,000 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  10. 10. Overcoming  Obstacles  to  Progress   •  Not enough time! –  For my current business –  To take it to the next level –  For my life and family –  To find the right balance •  Why did this happen? 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  11. 11. Breaking  through  The  Plateau   •  Cleaning up messes and putting out fires •  Examining success drivers •  Determining what truly makes you EXCEL •  Delegating activities and tasks 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  12. 12. Dealing  with  Messes   Messes distract you: •  Recognize them •  Eliminate them •  Don’t make new messes 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  13. 13. EXCELerate Towards Your Goals! Targe'ng  Your  Success   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  14. 14. Examining  Success  Drivers   •  What made you successful in the past? •  How can you replicate the good and eliminate the bad? •  Analyze new opportunities for success and growth 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  15. 15. Examining  Success  Drivers   The Hindsight 20/20 Interview A series of questions that will: –  Establish and build trust –  Determine compatibility –  Pinpoint factors that led to success –  Start a new, YOUnique way of thinking 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  16. 16. Hindsight  20/20  Ques'ons   Part 1: If we were to look back over the last five years, can you identify any success drivers that helped you achieve a major goal, capitalize on a huge opportunity or bring happiness into your life? Part 2: What short-term goals would you have to accomplish in order to feel successful? 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  17. 17. Hindsight 20/20 Approach The Hindsight 20/20 Approach The Hindsight 20/20 Approach Evaluating your past approach to successes Evaluating your past approach to successes Defining Success Yesterday:If we were to Identify past successes that produced happiness look back over the last five years, can you and business advancement. Tomorrow’s vision depends on our ability to examine what you have identify any success drivers that helped you already done, what worked, and why: achieve a major goal, capitalize on a huge opportunity or bring happiness into your life? AAA: Action Today Achievement Analysis AAA Action Capture success drivers to Achievement capitalize in the future. Take Defining Success Today:If we were to look Analysis this hindsight to establish a back over the last five years, can you identify clear vision for tomorrow. any success drivers that helped you achieve a Success Drivers major goal, capitalize on a huge opportunity or AAA: bring happiness into your life? Action Achievement Analysis 1 2 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  18. 18. Analyzing  Opportuni'es   Identifying the right opportunities •  Pinpoint possible NEW opportunities •  Weigh assets, liabilities, and risks to your target outcome •  Determine the likelihood for growth and success! 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  19. 19. Opportunity Analyzer Worksheet The Seasons Opportunity Analyzer Defining/Weighing true opportunities Opportunity: Liabilities: define weaknesses Opportunity Liabilities Goal: define a successful outcome: Goal Assets: define strengths Risks: define risks to success Assets Risks 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  20. 20. Module  2:  Self  Evalua'on   Determine What Makes You EXCEL •  Evaluate yourself on a personal and professional level •  Evaluate your traits and activities •  Improve the quality of your life 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  21. 21. YOUniverse  Evaluator   •  List the types of things you do while working in your practice. –  Examples: Open mail, set up appointments, meet with clients, research, seminars •  Be as comprehensive as possible 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  22. 22. Daily  Deeds  -­‐  What  To  Delegate?   Office Home Client meetings Research Statusfactory.com Pay Bills Planning Cut Lawn Bills Cooking personalchef.com Computer setup Wash Cars Training Paint Garage Continuing ed Movies Compliance Tend to boat 1 on 1 Meetings Clean cellar Set appointments Organize desk Answer Phone calls Kids games Napo.org Seminar prep Etc. Deliver Presentations Etc. Provide quotes Review positions Work on newsletter Improve relationships 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  23. 23. What  makes  you  EXCEL?   Determine your Triad of Traits 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  24. 24. Your  Triad  of  Traits   All-American – Excellent skill – Energy & desire – Passion – Constant improvement In the game –  Competent & solid –  Could use some help –  Lack full passion –  Demands attention On the bench –  Failure & frustration –  Constant procrastination –  Dread - Stress 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  25. 25. The  Key  is  Delega'on….But   •  We do not like to delegate •  He or she will only mess it up anyway •  It is way too personal •  I’ll just stay a few extra minutes •  We are control freaks 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  26. 26. Delega'on   •  You can not reduce complexity until: –  You begin to master delegation –  You begin to constantly think delegation •  The KOLBE A Test: kolbe.com 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  27. 27. What  Do  You  Make  an  Hour?   •  $125,000 Year •  50 Hours/week * 52 Weeks = 2,600 •  $125,000/2,600 = $48 hour 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  28. 28. Marketing and Branding for today’s competitive markets 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  29. 29. Social  Media   •                   Linkedin  –  Post  and  answer  ques'ons   weekly   •                     Facebook  fan  page   •                     Twiier   –  Tweet  Deck   •  Don’t  over  do  it,  less  is  best   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   610-­‐354-­‐9275   29   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   Lewes  DE  19958   302-­‐645-­‐4548  
  30. 30. •   Ver*cal  Response  –  Constant   Contact   •   Driving  ac*vity  to  website   •   Bringing  value/ideas   •   Feature  local  Restaurants,  Massage,   ideas  for  families,  Golf   •   Open  Houses     •   Rate  Changes   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   610-­‐354-­‐9275   30   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   Lewes  DE  19958   302-­‐645-­‐4548  
  31. 31. Branding   •  Consistency  is  key   •  Logo   •  Tag  Line   •  Photo  on  everything  -­‐  Let  people  iden'fy  with   you   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   610-­‐354-­‐9275   31   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   Lewes  DE  19958   302-­‐645-­‐4548  
  32. 32. Referrals   •  Referrals, we all know that we need them, but we either forget or we are too uncomfortable to ask for them. 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   610-­‐354-­‐9275   32   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   Lewes  DE  19958   302-­‐645-­‐4548  
  33. 33. The  Coach’s  Corner   •  Will provide actionable tools to help set goals, and plan for success! •  Will help you pinpoint activities and traits you can celebrate, integrate, and delegate! •  Will deliver client management activities to generate additional income while you improve the quality of your life! •  Will establish a game plan and accountability for your success! 250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  34. 34. The  Next  Step…   • Sign up for Class, newsletter • Focus more on PEOPLE and less on products, services, and solutions! mlojus28   michaellojuscpcfinancialplanning   mplcpc   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
  35. 35. Thanks!   250  Tanglewood  Lane   16529  Coastal  Highway   King  of  Prussia  Pa  199406   Securi'es  and  advisory  services  offered  through  Royal  Alliance  Associates,  Inc.  Member  FINRA/SIPC   Lewes  DE  19958   610-­‐354-­‐9275   CPC  Financial  Planning  is  not  affiliated  with  Royal  Alliance   302-­‐645-­‐4548  
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