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Editor's Notes
- Slide 1 – CIBC Wood Gundy – A Commitment to Excellence Note: To customize your Presentation Package, save the file and then delete the slides on topics you wish to omit during your presentation. Welcome to CIBC Wood Gundy’s Presentation Package – a customizable PowerPoint presentation for your first meeting with a prospective client. The Presentation Package is designed to be distributed in hard copy format only, not electronically. This is because each slide contains notes to assist you in reviewing the slide with your prospect, and therefore, sending the Presentation Package in electronic format would allow them access to the notes. In addition, while the Presentation Package can be printed in black and white, it will be more visually appealing to have it printed in colour. For a more professional presentation, you may also want to use the CIBC Wood Gundy Presentation Covers to bind your Presentation Package. These are available through the Marketing site of WorldNet. The Presentation Package provides you with a variety of options for covering topics you believe to be of interest to your prospect, and instrumental in obtaining their business. The Presentation Package is designed for use in an initial meeting with a prospective client; however, you may not want to use all the slides included – only those that provide a clear overview of you, your team, CIBC Wood Gundy and the CIBC group of companies, and again, those topics you believe will be of particular interest to your prospect. You should also review the optional modules and include those that you deem appropriate. These are available on the HNW site of WorldNet. Please read the notes that accompany each slide, as they are provided to assist you in explaining the points being covered. In addition, Competitive Advantage/Benefit to Client, highlights your unique competitive advantage, as well as those derived from your relationship with the CIBC group of companies. Please use this information when discussing the content of the slides with your prospect. At the end of the notes you will also see Key Touchstones, which will assist to remind you of the most important themes of that slide and provide direction for your discussion.
- Slide 2 – Today’s Agenda Note: A word about Fees. The subject of fees has not been included as a potential topic in the above agenda. This is because it is not recommended that you discuss fees at your initial meeting with a prospect. The focus of the meeting should be on the products and services offered by CIBC Wood Gundy, the benefits of our association with the CIBC group of companies, and the value proposition of you and your team. Please customize the agenda on this slide to match the topics you wish to cover in your meeting. For example, the agenda above includes a discussion of an Investment Policy Statement (IPS). If you do not use an IPS you should remove this item from your agenda. Every meeting needs an agenda, and a new prospect will especially appreciate knowing what to expect in their initial meeting with you. The agenda provided encompasses the core information that an initial presentation should include, and can be expanded – or contracted – as befits the circumstances and knowledge of the prospective client. All agendas should begin by providing your prospect with a broad overview of CIBC Wood Gundy, and our relationship to the CIBC group of companies. Use the information on Slides 5 and 6, (or any of the optional CIBC group of companies slides available on the HNW site of WorldNet) to emphasize the importance of being associated with a trusted name and financial institution with the scope and resources required to meet the unique financial management needs of every type of client.
- Slide 3 – New Client Meeting Overview Note: The following two slides provide notes on the New Client Meeting Overview contained on this slide. Slide 4 is a blank slide and does not belong in your Presentation Package. Please print the Notes from slide 4 and use them for reference. Because every IA may have a unique process when working with new and prospective clients, this slide should be customized to clearly outline what is involved in your individual process. Similar to the Agenda, the New Client Meeting overview takes the prospect through the steps that define the process you use when working with a new client. Be clear that today’s meeting is a “getting to know you” session that highlights the benefits of the firm, provides an overview of you and your team, outlines your investment process and describes any specialized products or services that you believe will be of interest to your prospect. The initial meeting represents the beginning of a carefully constructed process designed to establish the potential client’s financial management needs and provide them with the assurance that you are willing to invest the time required to develop a solid financial plan and service arrangement. The purpose of this meeting is to establish a long-term relationship; you are often not trying to close the sale with this meeting. Generally the process is defined by the following steps: 1. Introduction: (see slide 2) The first meeting with a prospective client. This meeting provides a broad overview of you, your team, CIBC Wood Gundy and our relationship to the CIBC Group of Companies. 2. Discovery Meeting(s): Essentially, the prospective client has agreed to meet with you again, and this is your opportunity to learn more about them from both a financial and personal perspective. Please note that the “discovery” process could take place over more than one meeting, depending on the prospect. In addition, you may want to brief the client beforehand and ask them to come prepared with specific documents that will be of assistance to you during this process (e.g., tax returns, separation agreements, current competitive account statements, etc.). 3. Present Proposal: After you have gathered all relevant information and prepared a proposal or financial plan, it’s time to present your recommendation to the prospective client for their review. They will probably want to take some time to review your recommendation and may also evaluate it with other personal service providers (e.g., legal and/or tax advisors, etc.). In addition, they may also be gathering recommendations from other financial advisors and may need time to compare your recommendation against those received from other advisors. Consequently, you need to ensure that during the Introduction and Presentation processes you sell them on not only your recommendation, but why they should elect to work with you as their CIBC Wood Gundy Investment Advisor over another competitors.
- Slide 4 – New Client Meeting Overview cont. Note: This is a blank slide and does not belong in your Presentation Package. It is a continuation of the Notes on the New Client Meeting Overview (Slide 3). 4. Documentation Overview: At this stage, the prospect has elected to accept your recommendation and become a client. At this meeting they will sign all required documentation to open an account(s) and put your proposal into action. You should also ask the client to bring with them any additional documentation you may require in order to open an account. 5. Schedule On-going Regular Meetings: You need to determine a schedule for on-going meetings and contact with your new client. The number and frequency will be unique to each client, subject to their needs and personal circumstances. In addition, you may want to ensure that they are comfortable and familiar with the members of your team, so that they can contact these individuals when required or when you are not available. On-going meetings are important to assist your new client in monitoring their progress and determining whether their personal situation or investment objectives have changed since they first opened their account. Competitive Advantage/Benefit to Client : You provide a clear and well-defined strategy to prospective clients to assist them in understanding the process involved in becoming a new client. This will enable them to fully understand what is involved and feel comfortable that they are a partner in this process. Key Touchstones: Defined process, trust, comprehensive solutions, long-term relationships.
- Slide 5 – The Strength of the CIBC Group of Companies Note: In most cases you should, for the sake of brevity, highlight the strength of each of the CIBC group of companies using the following two slides. However, when dealing with institutional clients or someone new to Canada, you may want to include additional slides from the selection available on the HNW site of WorldNet. These slides provide further information on the strength of CIBC, CIBC World Markets and CIBC Wood Gundy. This slide allows you to provide a quick overview of where CIBC Wood Gundy fits into the CIBC group of companies. It offers a brief menu of facts you will want to use to emphasize that CIBC Wood Gundy is part of a large, trusted, successful Canadian institution. Competitive Advantage/Benefit to Client : Using this slide or some/all of the optional slides on the CIBC group of companies, positions your services within the broader CIBC group of companies, letting your client know that the benefits of working with you include the benefit of establishing a relationship with CIBC – a trusted Canadian full-service financial institution that will remain committed to helping you achieve your goals. Key Touchstones: Organizational clarity, successful track record, strength by association.
- Slide 6 – The Strength of the CIBC Group of Companies (cont’d) This second slide in the abbreviated Strength of the CIBC Group of Companies series addresses the CIBC Wood Gundy component. Competitive Advantage/Benefit to Client : Using Slides 5 and 6, or some/all of the optional slides on the CIBC Group of Companies, positions your services within the broader CIBC group of companies, letting your client know that the benefits of working with you include the benefit of establishing a relationship with CIBC – a trusted Canadian full-service financial institution that will remain committed to helping you achieve your goals over the long-term. Key Touchstones: Organizational clarity, successful track record, strength by association.
- Slide 8 – Our Strength: Comprehensive Solutions Note: Please ensure you insert the name of your prospect in the “The X Family” section, and, just below that, the name of you and/or your team in the “IA X Team” section. Slides 9, 10 and 11 provide notes on the Comprehensive Solutions contained on this slide. Slides 9 to 11 are blank slides and do not belong in your Presentation Package. Please print the notes from Slides 9 through 11 and use them for reference. An Investment Policy Statement (IPS) is included in the list of Comprehensive Solutions. If you do not use an IPS please remove this from the list. Clients must meet certain criteria for access to Rapid Response. If your prospect does not qualify, please remove Rapid Response from the list above. This slide completes the overview of CIBC Wood Gundy and our relationship to the CIBC group of companies. Be prepared to tailor your discussion about the elements presented on this slide based on your knowledge of the needs of your prospect. This is a powerful slide that emphasizes the breadth and depth of investment solutions available to clients through a single relationship with you – a highly qualified Investment Advisor backed by the resources of the CIBC group of companies. Competitive Advantage/Benefit to Client: This slide is the last slide discussing the benefits of CIBC Wood Gundy and our association with the CIBC group of companies. Reiterate the breadth of solutions that will be available to help you create comprehensive financial solutions for your prospect. The key benefit to stress is that a relationship with you represents a one-stop shopping solution for everything a prospect will require in order to have his or her financial goals met. Key Touchstones: Comprehensive solutions, one-stop shopping, maximum needs fulfillment.
- Slide 7 – Detailed CIBC Group of Companies Option Note: This is a blank slide and does not belong in your Presentation Package. You may wish to provide additional information on CIBC, CIBC World Markets and CIBC Wood Gundy to your prospective client and these slides may be inserted at this point. Additional slides are available on the HNW site of WorldNet. They may be used in whole or in part depending on the current knowledge of your prospect, and are particularly useful when dealing with institutional clients or someone new to Canada.
- Slide 9 – Notes to Comprehensive Solutions cont. Note: This is a blank slide and does not belong in your Presentation Package. It is a continuation of the Notes on Comprehensive Solutions (Slide 8). Investment Policy Statement (IPS): The IPS describes a client’s investment objectives and provides clear and detailed guidelines for managing that client’s investments. It is strongly recommended, as part of the best practices principles, that you construct an IPS for your clients. The IPS is specifically addressed in Slide 21 – Investment Policy Statement. Strategic Asset Allocation: How you allocate your money between stocks, bonds and cash, as well as investment style and geographic weighting is a critical part of the investment process. CIBC Wood Gundy offers clients access to asset allocation tools and services through PCI’s Money COMPASS, Frontiers (Client Proposal Builder) or CIBC Wood Gundy Investment Consulting Service™ (ICS Investment Proposal Builder). More detailed information on asset allocation is addressed in Slide 22 – Asset Allocation and/or the detailed asset allocation option available on the HNW site of WorldNet. Portfolio Manager Identification: Once your prospect becomes a client, you will assist them in selecting appropriate investment managers based on a thorough assessment of their financial needs and goals. Performance Risk Management: Once an asset allocation and IPS have been prepared in accordance with the client’s needs and objectives, it is necessary to monitor risk and performance on an on-going basis. This involves comparing the client's portfolio against appropriate benchmarks and rebalancing the portfolio as market conditions dictate. Monitoring and performance reporting are provided as part of the services of a discretionary management approach, such as ICS. Tax, Retirement and Financial Planning: Access to a number of in-house specialists and outside relationships ensures that a client’s total wealth management needs are addressed. In addition, information such as Special Reports and the services of our Estate Planning Specialists (Financial Security Advisors in Quebec) are available through CIBC Wood Gundy’s Personal Financial Planning and Estate Planning department to assist and educate clients. Rapid Response and Client Services: Provides a service level that is unique to the Canadian brokerage industry, offering a centralized base for communication and immediate resolution of operational and administrative issues for Investment Advisors to assist their HNW clients.
- Slide 10 – Notes to Comprehensive Solutions cont. Note: This is a blank slide and does not belong in your Presentation Package. It is a continuation of the Notes on Comprehensive Solutions (Slide 8). Insurance Products: Working closely with an Estate Planning Specialist (Financial Security Advisor in Quebec), we can determine which of the many life insurance solutions available might be appropriate for your prospect’s financial and estate planning needs. Tax savings can be achieved from the use of annuities, while life insurance proceeds are received tax-free and tax-deferral is afforded to investments within insurance products. We can provide solutions to address a client’s specific needs and objectives, as well as possibly allow for significant tax savings today and ultimately within their estate. Hedge Funds: A Hedge Fund is a private pool of assets with an investment objective to generate positive returns under all market conditions. It employs a wide range of financial instruments and alternative investment strategies to achieve this objective. The fund relies less on the current market conditions and more on the skill of the fund manager than a typical long investment portfolio. Investment Banking: CIBC World Markets is an investment bank that delivers innovative, full-capital structured solutions to growth-oriented companies. With strong investment banking roots and solid corporate banking support from our parent, CIBC, they are uniquely positioned to help clients achieve their most ambitious goals. Cash Management: Cash management varies from working with the client to ensure that there is sufficient liquidity in their portfolio, such as a RRIF for minimum monthly withdrawals to using an AAA account so that the client can integrate their banking, VISA and brokerage accounts and to actively working with a large HNW individual (e.g., individual. corporation, endowment, etc.) to help seek out the best rates possible. Please note that this can be time consuming and you may find that you cannot charge fees for this given the current marketplace. Please ensure that you and your team have a strategy on the services you are willing to offer your clients with respect to cash management services. Private Banking: Clients with an account balance of $5M at CIBC Wood Gundy are not required to meet the typical $1M account minimum to qualify for CIBC Private Banking. A CIBC Private Banker works closely with a client’s CIBC Wood Gundy Investment Advisor, to ensure that all of the banking needs of the client, including credit services, are executed with a high degree of personal service and attention. Liquidity for Concentrated Stock Positions: This area may be useful to prospects who require alternatives to protect against the risks of holding a concentrated stock position, while providing downside risk protection and taxation advantages.