Business Planning Activity – Notes Only Document

(Please answer each question thoroughly and retain a copy of this information for your records)

1. Describe your vision for building your practice at Edward Jones. How do you plan to add value to the clients and communities
you will serve?

Vision: Provide sound practical financial advice today that enables individuals, families, and business to achieve their long-term
goals of tomorrow.

Core Values:
Client’s interest and concerns always comes first.
All Clients will have the upmost respect no matter what their contributions or net worth.

Strategy:
Develop a reputation of personal service built on integrity and commitment.
Develop lasting relationships
Stay involved and engaged with Clients and potential Clients.
Provide financial planning and advice that is meaningful
Know the Clients

2. Please detail the types of prospective clients you believe will allow you to build your business to fulfill your vision.

Military Service Members

Military Service Members support groups
Tax professionals and CPAs
Local Households in my community
Local Business in my community
3. Why do you think these types of prospective clients would provide a basis on which to build a business that would allow you to
realize your vision?

Military Service Members: I understand the importance and implication of being financially fit for service members. I understand
the mentality of junior members to senior members. I also know the financial training that is being delivered to service members
(less than adequate). Most service members are hungry to advance their financial goals. I can relate to them, rapidly build trust,
and set them up to make better financial choices. Word of mouth spreads pretty quickly.

Military Service Member support groups (such as Fleet and Family Support Group): Organization such as these provide a more in
depth training to service members and their families: car buying, budgeting, investing et.. They are missing a key link to their
training, the “take action” part. I have been invited in the past to take part in delivering the portion of the training. In addition I can
provide that missing link.

Small Business is the life blood to the economy. Majority of individuals are employed by a small business. This would give the
owners a chance to show that they care about their employees by providing retirement products or financial training to their
employees.

Tax professional and CPAs: Referrals

4. What actions will you take to identify and approach these prospective client types?

Face to face meetings that are personal and responsive.

Provide education and training when needed or requested
Meet with leadership (military and business) that creates win win solutions for the people under their care.
5. Explain what daily and weekly actions you will take to identify and approach these prospective client types by completing the
calendar below. This is your opportunity to explain what you will be doing to build your practice with Edward Jones. Please be as
specific as possible.

Monday Tuesday Wednesday Thursday Friday Saturday Sunday

(50 Homes) (Seminars 10 (Goal 30 Homes) (Seminars 10
People) (Seminars 10 People)
(10 Business) People)
Market updates Market updates Market updates Market updates Market updates Finalize the Plan Reflect on the
Morning for the following week and
(0700 – 0900) Email Email Meet with Email week. evaluate
(Respond to email Meet with (Respond to email Clients. (Respond to marketing
and email Clients. and email email and email strategy
prospective prospective prospective
clients) clients) clients)

Social Media Social Media Social Media

Networking Networking Networking
(Stay current on (Stay current on (Stay current on
Social Media and Social Media and Social Media and
build a internet build a internet build a internet
presence)
Cold Prospect Prospecting Cold Call Cold Call Prospecting Community
Mid Morning Clients Call business Prospect Clients Prospect Clients business Event
(0900 – 1100) (Explain who I (Explain who I (Explain who I (Explain who I (Explain who I (Build Network)
am and what I can am and what I am and what I can am and what I am and what I
offer) can offer) offer) can offer) can offer)

Client calls Client calls Client calls

Lunch Lunch Lunch

Prospecting Lunch with CPAs Prospecting Lunch with Tax Lunch with CPAs Meet with
Late Morning Neighborhoods (Build Network) Neighborhoods Professionals (Build Network) Potential Clients
(1100 – 1200) (Explain who I or self-education
am and what I can
offer)

Prospecting Prospecting Prospecting Meet with Send out thank Meet with
Mid Neighborhoods business Neighborhoods Clients. you card/greeting Potential Clients
Afternoon (Explain who I (Explain who I (Explain who I cards/birthday or self-education
(1200 – 1400) am and what I can am and what I am and what I can cards/Fliers
offer) can offer) offer)
 Prospecting Seminars Seminars Seminars
Late Neighborhoods (Build (Build (Build
Afternoon (Explain who I Prospective client Prospective client Prospective client
(1400 – 1600) am and what I can base) base) base)
offer)

Meet with Meet with Meet with Meet with Meet with
Evening Potential Clients. Potential Clients. Potential Clients. Potential Clients. Potential Clients.
(1600 – Done) (Convert to (Convert to (Convert to (Convert to (Convert to
Clients) Clients) Clients) Clients) Clients)

Update Potential Update Potential Update Potential Update Potential Update Potential
Client and Client Client and Client Client and Client Client and Client Client and Client
Information Information Information Information Information

Plan the following Plan the Plan the following Plan the Plan the
day. following day. day. following day. following day.

6. How will you turn these prospective clients into Edward Jones clients, especially if they have been or are considering doing
business with others?

Get my name in front of them more than once (Face to Face, thank you cards, phone conservation, email, social media). Make
each encounter interesting that centers around their individual need. Do what I say I am going to do. Be honest and transparent
with them. Show and prove that I care about the goals and success.

7. On the basis of your vision and plan for identifying, approaching, and turning these prospective client types into clients, please
quantify your performance expectations for each of the timeframes provided below.

Timeframe from Can

Sell Date Months 0 to 12 Months 13 to 24
New Assets
$866,667 $1,300,000
Rationale for Reach 100 perspective clients each week, converting .2.5% to Clients, That
each amount would be 130 Clients annually, On average, each clients contributes
 $10,000. annually.0-12 is based on 8 months (due to learning curve and
proficiency).
Months 0 to 12 Months 13 to 24
Net Commissions $29,250
$11,700
Expected
This assumes a 1.35% commission level.
Rationale for
866,667 * 1.35% - 11,700
each amount
(866,667+1,300,000) *1.35% = 29,250
8. How will you track your performance to evaluate your progress towards meeting your performance expectations?

9. At Edward Jones the Branch Team consists of a Financial Advisor and a Branch Office Administrator. How will your Branch
Team work together to build a successful business?

Teamwork, Teamwork, and Teamwork.