We have spent the time and put forth the effort to schedule an appointment with our top customer/client. He will be meeting with me Wednesday at 9:30 am. What will we talk about? Will I make this meeting beneficial? Will the discussion encourage future meetings? Success will depend on how well we prepare.

1. Preparing for a discussion as a
personal financial advisor
Cash Flow • Liquidity • Capitalization

2. Cash Flow
• “Cash is king!”
• Actual vs. Potential [earning] power
• Working Capital

3. Liquidity
• Ability to absorb buying and expenses
• Minor [fluctuating] growth
• Short-term [flexible] investments

4. Capitalization
• Maximum growth potential
• Indissoluble income
• Long-term [fixed] investments

5. How do these three entities balance our financial portfolio – ultimately
achieving financial stability?
• The plan is for our capital to grow
large enough to generate income
that will sustain our lives after we can
no longer generate income through
wages, salary, etc.
• In the meantime, when our cash flow
decreases, our liquid assets need to
be able to sustain us until our cash
flow resumes.
• Depleted liquidity needs to be
replenished according to current
financial need.

6. What is the inevitable outcome of a completely depleted
income stream over a prolonged period of time?

7. What does this basic financial principle have to do with us?
• Principles are fundamental truths that never change – despite unknown
or extreme economic situations.
• Every individual we speak with desires the financial stability this principle
creates, even though many do not or claim they do not have the means or
time.
• Many are now experiencing the financial crisis caused by a depletion or
elimination of cash flow – job losses.
• The ‘high level’ principle we need to constantly keep in mind – “Money,
directly or indirectly, is 1 of the 3 most important things in everyone’s life.
And…….
• We manage and protect, directly and indirectly, 1 of the 3 most important
things in every everyone’s life.

8. During the majority of our discussions, how much information do
we normally obtain from the customer?
Information we need Information we obtain and
work with

9. How are we able to manage each category?
Cash Flow Liquidity Capitalization
Demand Deposits Money Markets IRAs
Savings Accounts Time Deposits Trusts
Debit Cards Savings Accounts Financial Consultants
Steady Save Steady Save -Estate Planning
Online Banking Demand Deposits -401K Rollovers
Direct Deposit Lending -Stocks, bonds, funds
Lending High Yield Savings -Annuities
Credit Cards Financial Consultants -Others
Financial Consultants -Interest
-Interest -Replenishment
-Replenishment -Sweeps
-Sweeps -Annuitization
-Annuitization

10. What platform tools do we have to assist us as we discuss
financial stability?
• Customer Relationship Management (CRM)
• Transaction History
• Check Image Screens
• Statements
• Fee History
• Any [other] Research Tools Within Your
Infrastructure

11. What may we find when preparing our discussion?
• How cash flow is managed
• What loans they pay through us
• What extent do they use our services
• How much money are they earning with us
• What is????

12. “As financial advisors, we manage and protect 1
of the 3 most important things in each of our
client’s lives. By gathering as much
information as possible prior to the meeting,
we will be better prepared to do just that.”