1. I am not here to tell you that
this business is easy….

3. Do you GET IT yet?
In top half of North American economy 17 wealth or risk events in
our lifetime (so people change something FINANCIALLY every 4
years)
That means that 25% of the people you befriend are going to shop
with our industry anyway THIS YEAR!
600 clients = 100-150 cases a year

4. We are not in the
SOLUTIONS business !

5. We are in the PROBLEMS business

6. Change How You Introduce Yourself

7. “ I help protect middle- aged
people from their parents “

8. “ I reposition family balance sheets ”
8

9. “ I remove longevity risk from
people’s financial plans “

10. “ I pressure-test shareholder
agreements “

11. THE GAPS IN BUSINESS OWNER’S PLANNING
1. Work harder and differently
1. Monthly rental onclient experience ofsignature
(improve activity & your second you)
2. Improve your conversion performance
2. “Actuarially-deficient” partnership agreements
(seen-to-secured rate)
(MUST fund for possibility AND probability)
3. Increase value of your average client
3. Coveragemore loan accounts time)
(place on and get referrals every

12. HOW TO REACH OUT TO THEM
1. Work harder and differently
1. PD Days activity & client experience of you)
(improve
2. Improve your conversion performance
2. Spring Golf Tune Up Clinic
(seen-to-secured rate)
3. Association Trade Shows + Meetings
3. Increase value of your avecl
(place more and get referrals every time)

13. PERSONAL PRODUCTIVITY
1. Work harder and differently building your pipeline
(improve activity & client’s experience of you)
1. Work harder and differently
(improve activity & client experience of you)
2. Improve your conversion performance
2. Improve your conversion performance
(seen-to-secured rate)
(seen-to-secured rate)
3. Increase value of your average client
3. Increase value of your average case
(place more and get referrals every time)
(place more and get referrals every time)

14. FINANCIAL PLANNING STEPS COMPLETED YES NO
1 Has a written financial plan been documented and updated at least
annually to adjust for changed circumstances, market trading
conditions and latest carrier solutions?
2 Is the life insurance program inclusive of fully comprehensive critical
illness benefits (as opposed to being just payable on death)?
3 Have the long term care expenses been accounted for by the plan in
order to protect the children’s retirement from the unfunded health
issues of the parents?
4 Was the appropriate inflation indexing used in creating and funding
the plan?
5 Was the appropriate life expectancy used in creating and funding the
plan?

15. YES NO
6 Does the plan contain the correct blend of guaranteed income and
lifestyle “playchecks” to ensure maximum financial peace of mind free
of market volatility?
7 Have the necessary allowances been made for legacy contributions to
grandchildren’s financial wellbeing?
8 Are the estate plan distributions arranged WITH or WITHOUT values
guidelines
9 Has a family meeting been convened at any point to reach consensus
on key family issues surrounding long term care, asset sharing
amongst siblings and family financial roles in the future?
10 Does the plan coverage on grandchildren/children’s critical

16. Sell The Plan

17. Use A Sample Plan …
 PDF to all prospects with meeting confirmation email
 Send 3 copies to them at work with further
confirmation

18. Share this spare
copy with a work
colleague who you
care about…

20. Use A Sample Plan …
 Give to accountants & attorneys to share with their
clients – leave a stack on their reception area table

21.  Ask clients to forward it as an attachment to their
referrals
“In our recent work with Peter Smith, you came to mind
as the one couple who would completely relate to his
unique approach to bringing harmony, focus and
control to your financial direction.
Compare the attached Sample Financial plan to the one
you currently have and consider spending 30 minutes
with Peter exchanging some ideas – you’ll be glad you
did”

22.  Website
“Download your Sample Financial Plan here”

23. Text Thank You

24. “ Hi Peter, Thanks for giving me time today to gain
some insights into your financial dreams and
responsibilities.
I appreciate you considering our services and
solutions at Dundee Wealth – we know you have a
choice in selecting a financial guide to bring clarity,
confidence and control to your wealth creation and
risk management.
Have a great day

25. Please feel free to refer us to anyone in your close
circle back at work – or family members you care
about- who may not be receiving this level of speedy,
personalized attention and felt neglected by their
current advisor during recent market turmoil. I’d sure
love to spend 20 minutes with them sharing some
ideas. Forward them this link and I’ll be sure to do the
rest…”

27. Topics for Google Alerts
 Healthcare Crisis Canada
 Retirement Planning Problems Canada
 Elder Long Term Care Crisis Canada
 Wealth Creation Financial Planning Canada

28. The Fidelity Survey
Google “ He Wants To Retire But She Doesn’t..”

29. C.D. Howe Institute Commentary

30. The Authors
 David Dodge
David Dodge is Senior Advisor at Bennett Jones LLP and is a former Governor of
the Bank of Canada.
 Richard Dion
Richard Dion is a Senior Business Advisor at Bennett Jones LLP and formerly an
economist with the Bank of Canada.

35. Rising Tide

37. Fraser Alert

38.  For the average Canadian Family, between 2002 and 2012. the cost of public
health care insurance increased more than twice as fast as the cost of shelter,
roughly four times as fast as food, more than five times as fast as clothing, and
1.6 times faster than average income.
 The 10 percent of Canadian families with the lowest incomes will pay an average
of about $487 for public health care insurance in 2012. The 10 percent of
Canadian families who earn and average income of $55,271 will pay an average of
$5,285 for public health care insurance, and the families among the top 10
percent of income earners in Canada will pay $32,628.

39. The Perfect Storm Report

40. Self Reported Heart-Health Risk Factors 2007/2008
Heart – Health 20-34 years 35-44 years 45-64 years
Risk Factors Number Number Number
(Men & Women (% of age group) (% of age group) (% of age group)
3,073,677 2,536,847 4,6343.481
Physical Inactivity
(47.0%) (52.9%) (52.8%)
2,520.852 2,402.101 5,005,941
Overweight/Obese
(40.5%) (51.5%) (58.2%)
1,922,684 1,240,458 2,062,001
Smoking
(29.0%) (25.6%) (23.1%)
164.431 343.638 2,043,771
High Blood Pressure
(2.5%) (7.1%) (22.9%)
66,430 130.563 745.820
Diabetes
(1.0%) (2.7%) (8.3%)

41. The School of Public Policy

44. Why Will Healthcare Delivery
get SICKER before it gets
BETTER?
 All Canadians are EQUAL
 Nation of Immigrants
 No Forced Breeding Camps- Declining Birth Rate
 A Culture Of Fairness To Old People

45. Family Member Email
George, there's something I've been wanting to run by you for quite
some time, but was reluctant to make you feel uncomfortable in
any way. (This will arouse some curiosity.) As you might already
realize, I do some pretty important work for my clients. I help them
gain a high level of confidence, clarity, and control over their
personal finances.
Obviously, this type of work is very personal and confidential. I just
want to make sure that whatever advice you are currently getting
is as complete and of the highest caliber possible. Would you be
open to sitting down with me at some point to for a
complimentary assessment of your situation? I promise that no
other members of our family will become privy to our
conversation.

46. What do you do for a living?
“Shall I TELL you what I do
– or rather SHOW you?”

47. What do you do for a living?
“Shall I TELL you what I do
– or rather SHOW you?”
THE LIFE INSURANCE FORMULA

48. 1 000 000
1 000 000
_____
200 X 30(days) = 6 000 ( a month )
X 12 ( months )
____________
72 000 (a year)
Based on a 7.2% average return

49. Write down how much life insurance you own
1 000 000
4% is safe
= $ 40 000 a yr

50. Write down how much life insurance you own
1 000 000
4% is safe
= $ 40 000/365 =?

51. The “Two Day Before”
Birthday Cake…
“ I wanted to be the first
to wish you a Happy Birthday !
If you have colleagues who you
share the cake with who are not
receiving this level of personal
attention from their current advisor
And may have felt neglected during
recent market turmoil, I’d sure
love to meet with them to exchange some
ideas.”
atouchofcake.com

52. Meet The Parents

53. E

54. What’s the expiry date on your
parent’s financial plan?
I have a moral obligation and fiduciary
responsibility to look after FAMILIES not just
FUNDS in my work.
Would you be willing to put us together for 30
minutes to pressure test the advice they’ve
received – so that you never end up inheriting
them financially?

55. Parent Meeting Release Letter
To Whom It May Concern
I have today been offered a complimentary consultation
for/with my living parents by my financial advisor ( insert
name ).
I understand that the purpose of such a meeting is:
1. To “pressure test” the financial advice they have been
receiving for longevity risk in their documented financial
plan.

56. 2. To establish whether there are any existing long term
care/caregiving risks in their planning which may
negatively impact my own retirement funding.
3. To provide them with scientific and mathematical
realities influencing future healthcare delivery in our
country that may present financial risks in their future.
4. To evaluate their estate planning needs to ensure
that their wealth and assets are transitioned with
maximum preservation from tax and other final
expenses.

57. This advisor has informed me that this meeting is in my own
best interests and conducted in order to keep them in
compliance with standard protocols of licensed financial
advisors.
Having duly considered the above issues, I have respectfully
declined to provide the necessary introduction of my parent/s
to (insert advisor name). I release them of any future liability
within my own financial planning arising from this decision.
Sincerely,
(Name of client)

58. 60-90 10% average annual return

59. 60-90 10% average annual return
- 5% withdrawal for income

60. 60-90 10% average annual return
- 5% withdrawal for income
0 OUT OF MONEY

61. 60-90 10% average annual return
- 5% withdrawal for income
0 OUT OF MONEY
60-63
25% market decline during 5% annual withdrawal

62. 4 Scary Choices
 Eat cheaper cuts of meat as they get older
 Have a “Die Younger” plan
 Start doing multi-level marketing in their 80’s
 Move back in with you when they are old and
sick

63. 4 Scary Choices
 Restricted monthly budgets
 No legacy planning to bring “meaning to their
money”
 Top up their plan in their 80’s
 Have a binding family agreement on caregiving
and the financing of future health problems

64. Get in front of Grandpa Bob
(and Grandma Molly)

65. Getting in front of Grandpa and Grandma…
• Values Trust
• Living/Testamentary or
BOTH
• Trustees generate passive
fees over 21 years
• Great campaign for
strategic alliance
development

66.  Building the bridge from the
movie to engaging YOU
 Menu of milestone choices
 Sample trust documents
 “Pay It Forward” campaign

67. Facilitate Family Meetings

68. 10 Family Meetings this year
• Jewelry
• Beachhouse
• Mom’s checkbook
• Medical incapacity

69. Just to let you know that I never want to take our relationship for
granted. I know you had a choice in selecting your financial advisor.
Thanks for your loyalty & support in placing your business with ( ).
I will continue to work hard to maintain your confidence in me.
This is the year I would like to take the next step in your financial
plan by facilitating a family meeting. Please call me after reviewing
the enclosed book – and I will be sure to deliver a copy to every
family member who should join us
Warm regards,
Mark Smith

71. Last & Final Letter
THE MISSING DOCUMENT FROM
YOUR ESTATE PLAN

72. The Last And Final Letter
Dear (family member/s),
You are reading this letter after my passing and I wanted to let you know
how dearly I love you and cherish our life’s journey together.
I also needed to leave you with some practical guidelines in dealing with the
necessary preparations as you face your life ahead.
This is a challenging time and I urge you to be strong as you move through
the steps into your future.
Get someone close to us to assist you and feel free to share this letter with
them if you are not strong enough to act on my advice alone.

73. Step One- Locate all documents
1. All financial records, bank account details and
asset registers can be found in the following place:
(insert information)
2. Will
3. Company benefits documents
4. Birth certificate
5. Marriage certificate
6. Bank account information
7. Life insurance policies
8. Trust documents
9. Property ownership documents

74. 2. My wishes for my funeral are as follows:
3. Please attend to the following as soon as you can:
Change your own will if appropriate
Increase the amount of life insurance to that of primary family breadwinner
Increase disability, health and critical illness
insurance if appropriate
Have updates and changes made to
all shareholders/business partnership agreements
Consolidate any outstanding debt with proceeds
from the life insurance and/or consider debt consolidation strategies -
our advisor can reposition your family balance sheet with these solutions

75. 4. My digital legacy is:
Bank Card access code _____________________
Computer password ________________________
On-line banking password ___________________
On-line address book________________________
Email account password _____________________
Facebook password ________________________
Other: ___________________________________

76. You may wish to consider setting up a trust so that you and the
children may benefit in a secure manner from our financial work
together. Whilst I encourage you to re-marry if you so wish, the
assets we built together are to work for you and our children and
should be protected appropriately from any potential breakdown of
this re-marriage. Again, our advisor will instruct
attorneys/accountants with your best interests at heart.
Consider my final wishes with regards to charitable giving and please
ensure that they are carried out to the letter according to my final
instructions in my last will and testament.
Do not leave the house unoccupied during my funeral and consider
immediate upgrades to security.

77. You will probably be asked to sign many releases and documents during this
time. Read everything carefully and ask for help if you are at all unsure. You
will need several copies of my death certificate and should keep copies of
anything else which you sign. Don’t hesitate to insist on reading everything
carefully.
The following people should be consulted jointly and simultaneously for
further advice on your financial affairs in the medium to long term:
(Name of accountant)
(Name of attorney)
(Name of agent/financial advisor)

78. Techie Tips
 Two Marshmallow Kids
 Life Happens testimonials
 Linked In – export contacts
 USB with Estate Directory in fillable PDF

79. Increasing case size…
“What are you doing through your estate plan
to give back to the community who put you
where you are as a business owner?”

80. Increasing case size…
“What are you doing through your estate plan to give back to
the community who put you where you are as a business
owner?”
Charitable Giving – “Genius At Work”
(William Strickland)
Check him out on YouTube and order his DVD from MDRT
Video Club – mention my name for a discount.
All questions and orders should be directed to: Marianne at
videoclub@mdrt.org

81. The best way to help the under-privileged is
to make sure you’re not one of them…
81

82. The best way to help the under-privileged is
to make sure you’re not one of them…
…and then to re-arrange your estate
planning to give back massively to less
fortunate folks using other people’s money
82

83. 4 Intensive One Day Sessions – in Dundee office
Lifetime Access to Top Advisor Website
Your ASSISTANT accompanies you at no expense
E-books, prospecting tools, scripts, campaigns
The WORDS you need to use – “High Voltage Vocabulary”

84. The Investment
$ 2500 upfront/$ 3000 ($250 a month)
25+ attendees - $ 2400 + HST upfront
30+ attendees - $ 2300 + HST upfront
35+ attendees - $ 2200 + HST upfront
40+ attendees - $ 2000 + HST upfront
Dundee Advisors pay HALF of the above fees

85. The Investment
$ 2500 upfront/$ 3000 ($250 a month)
25+ attendees - $ 2400 $ 1200 + HST upfront
30+ attendees - $ 2300 $ 1150 + HST upfront
35+ attendees - $ 2200 $ 1100 + HST upfront
40+ attendees - $ 2000 $ 1000 + HST upfront
Dundee Advisors pay HALF of the above fees