RUF CHECKLIST
Clients/Prospects

Preparation: What Will Happen

__Review client holdings.

__Review notes in Gorilla. Issues? Add to agenda.

__If applicable: Check Facebook, LinkedIn, Corporate Homepage for updates.[1] Print and attach.

__Check Relationships in Individual Tab[2]. Note connections below.

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__If written profile has been started, have it available. If not started, CO prints it using BGM Profile Process Speedbutton.[3]

__Review profile. Up-to-date on:
__ Fin Status __ Tax Status __ Invest Objectives __ Other reasonable info.[4]

__Decide on call objective. ______

Agenda:

__Agenda  Family OK  What’s on your mind?  Agree on agenda

______

______

______

__Anything coming up I should be prepared for?(tax refund, gift, inheritance)

__Talk about people they know.[5]

__What could we do that would improve your client service experience?

__Promote referrals.[6]

__Did I anticipate and fulfill client’s need?

__Fond farewell using client’s name.[7]

Note: (What did happen.)

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______

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Type  Incoming Call  Outgoing Call  Email  Meeting  Admin  Other
Copytalk notes to follow Copy of Email Sent to Client  Notes Emailed

Action: (What will happen.)

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______

Date: / / Time ______Location ______Assigned to: Me SV SA CO

 Mark action scheduled today as __Done__Cancelled __Failed

After the Call:

 Add to Existing Obj[8] /  New Objective Description
Open new account
Transfer account
 Establish Strategic Partnership
Mark Objective:
 DoneFailed Cancelled Pending / Due Date: ___/____/_____
Staffgroup Resp  FA SV CO

Opportunities discovered:

Description: ______Due Date: __/__/___

Originator:  Me Assigned Staffgroup:  Me  SV  SA Other ______

Value: $______Probability: ______% Source: ______

______

Service issues: ______

Gorilla Message to Send:[9] Message name #1 Message name #2

Other database update: ______

Speedbuttons:

 Speedbutton 1  Speedbutton 1  Speedbutton 1  Speedbutton 1  Speedbutton 1

Add these Keywords:

Keywords:

 Cent Influence  Most Wanted  Sole Provider  Other Keyword  Other Keyword

SEND THIS INFORMATION:[10]

Info 1 Info 2 Info 3 Info 4 Even more info  Still more

 Other

 Email sending info should read:

______

______

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RUF Checklist Cheat Sheet

See the corresponding number in the RUF Checklist. These items clarify usage or terminology.

CONFIDENTIAL

© 2010 Bill Good Marketing, Inc. Permission granted for System users to reproduce and/or adapt for own use.

[1]Check Facebook, LinkedIn, Corporate Homepage for updates You might as well get use to using these valuable tools. Your clients use them. You need to know what is important to them.

[2]Check Relationships in Individual Tab In the Info Sheet, if you click on the name of the individual you will be calling, you will see their relationships. At a minimum, you should see who referred them and who they have referred. If you have started relationship mapping, you will see their charities, churches, etc. You should be prepared to talk about these.

[3] The BGM Profile Process Speedbutton is in your Speedbuttons menu. This Speedbutton prints a personalized copy of the questionnaire.

[4]Review profile. Up-to-date on:
__ Fin Status __ Tax Status __ Invest Objectives __ Other reasonable info.

Google “FINRA 2310.” Read it. If you have started a profile, have it available to take notes on during the call. Someone else on your team should pull it from the file.

[5]Talk about people they know. Just talking about people they know will sometimes trigger a referral. But to have this conversation, you need to have their connections from your relationship map in front of you.

[6]Promote referrals. You should have “Referral Conversations” at eye level. Download it from the Document Library.

[7]Did I anticipate and fulfill client’s need?

__Fond farewell using client’s name.

These two items are from the Ritz Carlton. The full “Three Steps of Service” from the Ritz Carlton home page are:

  1. A warm and sincere greeting. Use the guest's name.
  2. Anticipation and fulfillment of each guest's needs.
  3. Fond farewell. Give a warm good-bye and use the guest's name.

[8]Add to Existing Obj Objectives are the best way to organize the countless thousands of notes. You will have some recurring objectives and new ones. Replace mine below with the ones you use.

[9]Gorilla Message to Send. Replace “Message Name #1” etc. with messages you frequently send.

[10]SEND THIS INFORMATION Use the items you frequently send here.