For institutional use and registered representative use only. Not for public viewing or distribution. Investment products: No bank guarantee I Not FDIC insured I May lose value.

WHAT TOP ADVISORS & TEAMS ARE DOING TODAY

John CianciulliPresident, Team Edge Consulting

For institutional use and registered representative use only. Not for public viewing or distribution. Investment products: No bank guarantee I Not FDIC insured I May lose value.

What the Top Advisors/Teams are doing Today

Strategies, tactics & best practices to drive growth, enhance client loyalty and advocacy, and run a proactive practice

For financial professional use only.Not for public viewing or distribution.

3

Top Advisors Best Practices• Client Engagement• Manage Capacity & Scalability• Operational Excellence• New Business Focus• Goal Setting & Accountability• Teams & Partnering• Embracing change

4

For financial professional use only. Not for public viewing or distribution.

Client Engagement

• Differentiation• Proactive outreach; systematized• Personalization• HNW Client Experience• Current strategy

5

For financial professional use only. Not for public viewing or distribution.

Service Model Execution

Segmentation Service Standards Automate Execute

6

For financial professional use only. Not for public viewing or distribution.

Client Service MatrixPlatinum: • Contact: monthly, or as per client preference• Reviews: comprehensive annual; in person• Return Call Guideline: within 2 hours• Portfolio Solutions: personalized, within team guidelines• Acknowledgements/Gifts: personalized, annually and/or milestones• Client Appreciation Events: annually or semi-annually• Accountant Outreach: in person, if possible; tax preparation

call/email• Online Access Assistance: in person, if possible• Drip Strategy: client preference; personalize • Other:• Other:

7

For financial professional use only. Not for public viewing or distribution.

Current Strategy

Market Volatility email

8

For financial professional use only. Not for public viewing or distribution.

Managing Capacity & Scalability • Fee compression conundrum• Rule of 1440• 93% Rule• Scalability best practices

9

For financial professional use only. Not for public viewing or distribution.

Scalability Best Practices

• Proactive client engagement• Conscious vs. unconscious capacity management• Book management process (upstream)• Teaming• Business focus/Strategic partnering• Operational excellence• Systems & processes/playbook• Business decisions

10

For financial professional use only. Not for public viewing or distribution.

Systems/Processes

• What is a system• Why they’re important• A comprehensive approach• How to build systems

11

For financial professional use only. Not for public viewing or distribution.

What is a System?

“A set of principles or procedures according to which something is done; an organized scheme or method.”

New HH On-Boarding

Enter data into CRM

Welcome packet

First draft – 3 weeks prior

Reminder letter/email

Client Reviews

Pipeline Management

Ranking criteria

Contact matrix

12

For financial professional use only. Not for public viewing or distribution.

Benefits of Systems

• Efficiency• Consistency• Scalability• Creativity

13

For financial professional use only. Not for public viewing or distribution.

T Systems/Processes

New Business

Development

Client Experience

Practice Management & Operations

14

For financial professional use only. Not for public viewing or distribution.

New Business Development • Prospecting• Pipeline Management• Discovery• Marketing & Branding• Professional Networks• Social Media• Goal Setting & Accountability

15

For financial professional use only. Not for public viewing or distribution.

Client Experience

• Client Segmentation• Service Standards• Service Differentiation• Client Service Matrix• Client Discovery• Client Reviews• Client Office Visits & Phone Interaction

16

For financial professional use only. Not for public viewing or distribution.

Practice Management & Ops • Role Delineation• Team Meetings• DISC & Communication• Investment/Wealth

Management Process• Asset Management Review

• Work Flow Management• Profitability & Price

Realization• Team Ground Rules• Capacity & Book Optimization

17

For financial professional use only. Not for public viewing or distribution.

How to Build Systems

• Assess• Prioritize• Collaborate/Story-board• Custodian

New HH On-Boarding

Enter data into CRM

Welcome packet

First draft – 3 weeks prior

Reminder letter/email

Client Reviews

Pipeline Management

Ranking criteria

Contact matrix

18

For financial professional use only. Not for public viewing or distribution.

New Business Focus• Top of mind/priority• Compelling Value Proposition• Ideal Client• Goals & Measurement• Processes/Pipeline Management• Accountability• Time blocking• Wallet share; comprehensive wealth management

19

For financial professional use only. Not for public viewing or distribution.

Comprehensive Wealth Management

• Investment Management• Liability Management• Liquidity• Generational• Estate• Philanthropic

• Income Planning• Longevity Risk• Risk Management• Education • Retirement• Tax Planning

20

For financial professional use only. Not for public viewing or distribution.

Comprehensive Wealth Management

Wealth Accumulation Wealth Protection Wealth Distribution/Transfer

21

For financial professional use only. Not for public viewing or distribution.

Positioning Wealth Management

22

Build & Protect Wealth

Maintain Lifestyle

Develop a Lasting & Impactful

Legacy

For financial professional use only. Not for public viewing or distribution.

Goal Setting & Accountability• 1, 3 year plan• Ideal Practice vision• Business decisions and execution to move toward Ideal Practice• Measurement• Business Planning as a process• Accountability processes vs. person

23

For financial professional use only. Not for public viewing or distribution.

The Team Edge • Synergy; outperformance• Role Delineation/Play to Strengths• Wealth Management Approach• Collaboration• Client Perception/Preference• Scalability• Succession Planning/FAP• Qualitative benefits

24

For financial professional use only. Not for public viewing or distribution.

Teams create deeper, more lasting relationships with clients.

25

PriceMetrix: A Winning Formula – Teams in Retail Wealth Management, October 2015For financial professional use only. Not for public viewing or distribution.

Partnering & COI’s • Broaden capabilities• Leverage strengths• Broaden wealth management platform• Differentiation• Enhance service model• Client acquisition

26COI Opportunities

Client Acquisition

Wealth Management

Platform

Enhanced Service Model

For financial professional use only. Not for public viewing or distribution.

Evolving to Grow

27

For financial professional use only. Not for public viewing or distribution.

28

Accept & embrace change“If you don’t like change, you’ll like irrelevance even less.”Eric Shinseki, Army General

“We cannot solve our problems with the same thinking we used when we created them.”Albert Einstein

For financial professional use only. Not for public viewing or distribution.

Top Advisors Best Practices• Client Engagement• Manage Capacity & Scalability• Operational Excellence• New Business Focus• Goal Setting & Accountability• Teams/Partnerships/COI’s• Embrace change

29

For financial professional use only. Not for public viewing or distribution.

The guest speaker is neither an employee nor affiliated with Morgan Stanley Wealth Management or DWS. The views and opinions expressed herein do not necessarily reflect those of Morgan Stanley or DWS. The information and figures contained herein has been obtained from sources outside of Morgan Stanley and DWS, and Morgan Stanley and DWS make no representations or guarantees as to the accuracy or completeness of information or data from sources outside of Morgan Stanley or DWS. Morgan Stanley and DWS are not responsible for the information, data contained in this document. Neither the information provided nor any opinion expressed constitutes a solicitation for the purchase or sale of any security. Past performance is no guarantee of future results.

30DWS and Team Edge Consulting are not affiliated.The companies shown in this presentation are not a recommendation by

DWS of those companies R-067156-1 (4/19)

For financial professional use only. Not for public viewing or distribution.

For institutional use and registered representative use only. Not for public viewing or distribution. Investment products: No bank guarantee I Not FDIC insured I May lose value.