Introduction to the Blueprint Training program.

1. The Blueprint Training Program
Jeff Mount
Regional Vice President
Advisors Capital Management

2. What is the “perfect” book of business?
• Is it 100 or 1000 clients?
• Is it middle class clients or wealthy clients?
• Are these clients in accumulation phase or distribution phase?
• Executives or business owners?
• Cross-selling opportunities or focus on a specialty?

3. If “Time” is your biggest challenge, then where should you spend
it?
Advisor 1
Advisor 2
Advisor 3
$0
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
Gross Production
Advisor 1
Advisor 2
Advisor 3

4. So, if we see new people, how do we deal with this
guy???

5. What about this person?

6. What kind of value proposition would intrigue
someone with more than $1 million???
“I protect your wealth in three ways:
• I protect your wealth from significant loss due to significant market downturns,
from excessive taxation like capital gains and wealth transfer taxes, and from the
consequences of frivolous and/or fraudulent lawsuits.
• I restore your most precious commodity: time. By doing due diligence on the
advisors who help with challenging events that involve tax, legal, property and
casualty risk management, real estate property management, and personal
security when traveling abroad, I free up your time to focus on the activities that
brought you this level of success.
• Privacy and discretion. Nobody on this team will ever disclose that you are a client
and your information will never make it’s way to a list service as a result of their
relationship with you.”

7. What is a traditional family office?
• “A private company that manages investments and trusts for a
single wealthy family. The company’s financial capital is the
family’s own wealth, often accumulated over many family
generations. Traditional family offices provide personal
services such as managing household staff and making travel
arrangements. Other services include property management,
day-to-day accounting and payroll activities, and management
of legal affairs. A family office can cost well over $1 million to
operate, so the family’s net worth usually exceeds $500
million.”
As defined by the President of the Family Office Association, February 2010.

8. Verbal tennis
• When someone casually asks, “What do you do?” How do you respond?
• What is an elevator speech supposed to accomplish?
• Consider a challengeable, questionable elevator speech. Consider it the
first serve in verbal tennis.

9. The Co-Branded Selling Process
• In order to gain the respect of wealthier investors, we have to abandon the weak
selling systems of the past!
• Consider a process that involves all of the family office partners.
• Discovery.
• Constructive criticism.
• Co-Brand.
• Ongoing oversight.

10. Discovery Questions (Investments)
• 1. What is your plan to battle rising interest rate risk?
• 2. Have you considered how to deal with liquidity risk as it relates to the bond
bubble?
• 3. Do you prefer to buy stocks at a discount or are you only concerned about
consistent earnings growth? Would you like both?
• 4. How do you manage tax consequences of your equity based investments?
• 5. Would a professional, working relationship with your portfolio manager help
keep you committed through challenging times?
• 6. How do you evaluate success or failure? Is it based on benchmarking or
volatility management?
• 7. What key themes do YOU think will drive equities higher? Would you like to
hear ours?

11. Case Study Example:
• The end of the day will focus on learning how to manage all of these skills
that have been learned by tailoring your language to their social style and
by directing the issues in question to the resources available to you
(accounting, legal, risk management, etc.). Identifying the right discovery
questions will be critical to your success.

12. The Challenge
• 90 days to a new YOU.
• It took one day to teach you the Blueprint to the “perfect” book of business. It will take 90 days to change
your habits. Are you ready???
• Find and open professional relationships with wealthier prospects. (I will show you where they are and
how to engage in verbal tennis.)
• The production opportunity: $48 million in assets under management in the first year!
The math on $48 million. 12 verbal tennis matches per week during the 90 day Challenge. From those 12 verbal tennis matches, it has been
experienced that the advisor will average 8 conversations, either by phone or face to face. Assuming they follow the co-branding sales model as
they were trained, they should expect 4 of these prospects to become family office clients. If the clients are at the minimum $1 million amount x 4
per week = $48 million in new assets under management in the first year. (It usually takes more than a few weeks to close a family office client).
The other consideration is that not all advisors successfully complete the Challenge. Those who do, finish with really impressive results!