Mark McKenna Little’s

Ten Client Deliverables

In support of the accomplishment of ideal client goals we have ten items we deliver to ideal clients consistently:

Deliverable / Delivery Plan / Who
1. Financial Roadmap:
A complete and thorough annual update of your Financial Roadmap (focus on client values, goals, and benchmarking of progress)
  • Backoffice Activity: Annual Update of Every Ideal Clients’ Written Comprehensive Lifetime Financial Plan Annually (document not given to the client):
  • Updated Capital Projections – Financial Planning SME
  • Written Plan for Cash Reserves – Financial Planning SME
  • Written Plan For each individual financial asset – Money Management SME
  • Written Plan for each goal – Financial Planning SME
  • Written Plan for estate – Estate Planning SME
  • Written Plan for the right kinds and amounts of all insurance – Insurance SME(s)
/
  • Each ideal client is assigned an annual review month for this update
  • Goal: ten reviews per month
  • No reviews in February or March (tax time)
/ Trusted Advisor
(TA)
2. Implementation Plan:
A step-by-step plan of action describing every action item envisioned by the Deliverables Team of experts after reviewing the clients’ comprehensive lifetime written fiancial plan. A simple chronological list of action steps required to create the greatest probability that you will stay on-track with your financial plan over the years. /
  • Created / updated internally each year at the Deliverable’s Team roundtable prior toeach client’s annual review. Delivered at each progress meeting.
/ Director of Client Services (DCS)
3. Progress Reports:
Delivery of a progress report to you. This simple summary of your assets is designed to show you the progress you are making benchmarked against the goals you have set for yourself /
  • Simple 1-page reports generated prior to each progress meeting (3x per year) as follows:
  1. Change in dollar values of all growth assets since the last progress meeting.
  2. Valuechanges since the inception of our relationship.
  3. Current values of growth assets as compared to the values required to achieve all goals shared.
/ Financial Planning SME (Subject Matter Expert)
4. Growth Asset allocation & management:
Two “Asset Structure and Strategy” discussions with you annually. The goal of this discussion is to give you the “big picture” about your financial situation, give you a summary of the strategy going forward and also to review your Implementation Plan with you (no performance reviews). /
  • 1st Discussion at each annual review
  • Discussions prepared prior to each progress meeting anticipating important topics and preparing for any action items needed from clients.
/ Money Management SME (Subject Matter Expert)
5. Income Tax Planning:
During the last two months of each year we will do serious income tax planning for you with two objectives in Mind:
  • Seek ways to reduce taxes, and…
  • Make sure there are no “surprises” come next April.
/
  • Target: No later than November 30 each year.
/ Tax SME (Subject Matter Expert)
6. Income Tax Preparation:
During the first quarter of each year we will prepare your tax return for you. /
  • Target: all tax returns completed prior to April 1st each year
/ Tax SME
7. Estate:
Once every five years we will review and update your Estate Plan with the objective of:
  • Establishing a plan for your money to make it into the next generation and to survive beyond that, and…
  • Create a structure that will bring your heirs closer together, as opposed to many Estate Plans which create animosity and conflicts about the money after you’re gone.
/
  • Within the 1st twelve months of a new client relationship.
  • Updated whenever laws are changed.
  • Whenever the clients’ situations change.
  • Estate documents fully reviewed routinely at least once every five years.
/ Estate Planning SME
8. Goal Progress:
We commit to contacting you proactively prior to every goal date you have established to give you the “game plan” for the accomplishment of each of your goals. /
  • Written Plan for each goal updated internally each year when financial plan is updated
  • Interaction with client prior to each goal:
As needed prior to each goal
Full discussions once per year (at the Goal Progress Outlook Meeting) / Financial Planning SME
9. Cash and Debt Management:
We work with you to establish adequate cash reserves to handle financial issues that come up in life. This involves establishing a debt elimination plan as well as major purchase assistance. For example, when it’s time to buy a car, we want to help make sure you get a good deal on the price and we will make a recommendation as to the smartest way to pay for it. Buying or refinancing a house or any other major purchase would trigger additional help from us. /
  • Internal written plans developed/ updatedat least once per year. 1. Cash Reserves plan and 2. Debt Elimination plan annually
  • Interaction with client regarding only action items resulting from the plan.
/ Financial Planning SME
10. Comprehensive Safety (and Insurance) Review
Review every kind of insurance and 1. Recommend the right kinds & amounts of insurance, 2. Be sure there are no “coverage gaps” which might endanger the financial plan, and 3. See what, if anything, can be done to reduce premiums for the clients. /
  • Insurance Fact Finder sent out requesting information back from the client
  • Phone interview with every Insurance Agent to go through the insurance review questions.
  • Written recommendations are merged into the implementation plan and mailed to the client (after review and approval of the Trusted Advisor).
/ Insurance SME(s) - usually 3 people:
1. Life, Disability, & LTC SME
2. Health Insurance SME
3. Property & Casualty SME

Ten DeliverablesPage 1r. 11/10/08