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Can financial planning be performed in an institutional environment? Shawn Brayman

Can financial planning be performed in an institutional environment? Shawn Brayman President, PlanPlus Inc May 30 th 2010 Thanks to Natalia Smirnova and Mark Ralphs. 2004 FPA Financial Performance Study. Advice Driven Practices Attract Larger Clients. Advice Makes More Money.

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Can financial planning be performed in an institutional environment? Shawn Brayman

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  1. Can financial planning be performed in an institutional environment? Shawn Brayman President, PlanPlus Inc May 30th 2010 Thanks to Natalia Smirnova and Mark Ralphs

  2. 2004 FPA Financial Performance Study Advice Driven Practices Attract Larger Clients

  3. Advice Makes More Money • Earn 4 times more revenue with planning advisors than transaction based sales • Earn 60% more profits Source: Cerulli & Associates

  4. Advice Makes $ Stick/Share of Wallet Plan Elsewhere Plan ++ Fee Account Elsewhere Fee Account Stock Sales MF Sales IPS 0% 25% 50% 75% 100% Source: Corporate Insights

  5. 3 Components for Success • Process • Knowledge • Tools & Technology

  6. Financial Enterprise Large financial institutions service millions of customers starting from simple calculators up to and including some of the best financial planners in the industry. They can and do provide financial planning.

  7. Anatomy of an Enterprise 25 Private Client Advisors > $1 million AUM 400Financial Planners 250K to 1 million AUM 50Retirement Specialists 125 Insurance Specialists Legal, Tax & Trust Specialists 800 Investment Specialist/Brokers 10 HNW Planners $1000 to $7500 per plan 1000 Banking Assistants <60K income, < 100K AUM 400 Personal Bankers <100K income, < 250K AUM 2 million clients $200 billion AUM, online calculators & tools, 450 branches, 18,000 staff

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