PowerPoint presentation of chapters 1 and 2 of Albert Granum\'s book.

1. Welcome Building a Financial Services Clientele: Chapters 1 & 2 Nathan A. Altig Northwestern Mutual Financial Network: The Waltos Group 1500 Quail Street Newport Beach, CA 92660-2738 (949) 863-5800

3. 6 Steps to Financial Success Chapter 1: Building a Career Formula derived from the Chapter 1 text: Financial professional’s income potential = the NMFN agent’s TALENT + EFFORT

16. Who is Going to Win in Obtaining the Most Clients???  The professional who is referred, who understands the client, and who follows up/creates a trusting relationship

21. Taxes Are Not Equal Source: Joint Economic Committee, U.S. Congress, 2004 53.8% of federal income taxes are paid by the wealthiest 5% of taxpayers. The wealthiest 5% are households with over $126,525 in adjusted gross income. 53.8% MANAGE YOUR TAXES Source: Congressional Joint Economic Committee, 2003 It is estimated that 80% of all small business start ups in the United States fail within the first five years. 80% One Card System as a Franchise Model

24. The Solution at Northwestern Mutual: The One Card System (OCS)

29. The Research Project: 150,000 Qualified Suspects Step 1: Tracking the suspects (150,000) Step 2: Tracking the facts Step 3: Coding the cases opened Step 4: Tracking the cases opened THE RESULTS OF THE PROJECT?

30. 150,000 Suspects 45,000 Fact Finders 15,000+ Clients, or 10% The Results:

31. What does this mean to me? 10 - 3 - 1 Again, true understanding comes when we can both predict and control events in a given situation

33. So what should be my goal then as a new agent in order to achieve a fast start? 250-300 FF’s in 1 st Year

35. Most of the hard work has already been done! The critical trust has already been created. Subsequent sales will only take 2 to 4 hours, compared to the ~20 it took to make them a client.

38. Thank You Thank You