Referral Partner Program

OVERVIEW

SET TO DISPLAY NONE
  • High yield bonds, also known as “Junk Bonds” are the debt instruments of companies with below investment grade credit ratings (i.e., rated below BBB- or Baa3 by an established national credit rating agency)
  • In addition to credit risk, high yield bonds also exhibit interest rate (duration) risk, liquidity risk, and reinvestment risk
  • High yield bonds typically trade at a yield “spread” over a reference security (usually a comparable maturity U.S. treasury security). This spread is considered an investor’s compensation for the additional credit risk and additional price volatility
  • Relative spread levels are often considered an indication of the market’s outlook for credit and of the relative attraction of high yield debt
REFERRAL PARTNER PROGRAM OVERVIEW
While the business development activities are separated into two fundamental approaches, traditional and the referral partner program, each begins with knowing and being able to tell our story.

In our referral partner program, the relationship with our prospective client begins with the Fidelity or Schwab financial consultants. Like a prospective client, we focus on our story of how we can help the prospect reach their financial goals. The Mariner Wealth Advisors story also includes a detailed description of the FC and our client experience. While the overall RPP client experience is very similar to the experience found within the traditional business development model, the onset of the relationship is adapted to be more streamlined/concise so it can be easily explained by our program partners. The details for this approach are described in the RPP Sales Process.

Basic Skills

The overall skills needed for both the traditional and RPP business development include:

  1. Knowing and sharing “The Mariner Wealth Advisors story” and what make us different
  2. Becoming a center of influence (COI)
  3. Cultivating the COI relationship
  4. Sharing the Advisory Solution story
  5. Sharing relevant client success stories

Bifurcation of Duties

Why we separate business development and senior wealth advisor roles:

  • Client-First: Because of our ‘client first’ culture, the client should be an advisor’s top priority. By bifurcating duties, wealth advisors are able to focus exclusively on taking care of clients and are not distracted by developing new business.
  • Unique Abilities: Most firms are set up so that their advisors are also charged with business development. At Mariner Wealth Advisors, we believe our clients are best served when everyone on the team is utilizing their unique abilities. Often, the best advisor is not a good sales person; uniquely, a good business development officer may not be great at giving wealth advice. Our system let’s each individual focus on their strong suit.
  • Continuity: Even though the business development officer is not the advisor, they are still part of the client’s overall wealth team.
Referral Partner Program Team

Sales Team

        

Sales Support Team

Standalone Investment Solutions Team

 

Discovery Process

SET TO DISPLAY NONE
  • High yield bonds, also known as “Junk Bonds” are the debt instruments of companies with below investment grade credit ratings (i.e., rated below BBB- or Baa3 by an established national credit rating agency)
  • In addition to credit risk, high yield bonds also exhibit interest rate (duration) risk, liquidity risk, and reinvestment risk
  • High yield bonds typically trade at a yield “spread” over a reference security (usually a comparable maturity U.S. treasury security). This spread is considered an investor’s compensation for the additional credit risk and additional price volatility
  • Relative spread levels are often considered an indication of the market’s outlook for credit and of the relative attraction of high yield debt
Step 1 - Referral Received
WEALTH CONSULTANT

  1. Referral notification received via email
  2. Confirm receipt of referral in tool
  3. Send lead to senior wealth consultant

SENIOR WEALTH CONSULTANT

  1. Confirm/Follow up with Financial Consultant
  2. Gather information for initial prospect conversation
  3. Coordinate a discovery meeting with prospect (in person or call)
  4. Include Financial Consultant in this intro meeting if they request to be involved
  5. Research the prospect in advance (Google, LinkedIn, etc.)
Step 3 - Introductory Call
ATTENDEES Sr. Wealth Consultant


TALKING POINTS

  1. SWC: Questions to Consider Asking a Prospect
  2. How Mariner Wealth Advisors is Different – Starting the conversation and selling our services
  3. Introduce MarinerGPS

TALKING POINTS

  1. Preparation for Discovery Meeting – Items to be considered prior to discovery meeting
Step 4 - Discovery
ATTENDEES Sr. Wealth Consultant & Sr. Wealth Advisor


TALKING POINTS

  1. Introduce SWA – Explain why they were chosen
  2. SWA: Questions to Consider Advisory Solutions focused (see 3D on Client Experience)

TALKING POINTS

  1. Welcome to Comprehensive Planning – 12 month checklist
FOLLOW-UP