Traditional Business Development

OVERVIEW

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  • 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
Traditional Business Development OVERVIEW

The purpose of this section is to provide a base-level understanding of the critically important beliefs regarding who we are and why, along with providing the foundation for business development activity.

While the business development activities are separated into two fundamental approaches, traditional and the referral partner program, each begins with knowing our story.

With the traditional business development model, this process includes establishing ourselves as a center of influence for our prospective client. With that in place, we help the prospect understand how Mariner Wealth Advisors can help them reach their financial goals, and then offer our services.

Once a trusted relationship has been established, we’ll focus on how we build these relationships into future centers of influence for their individual circles.

Basic Skills

The overall skills needed for traditional business development include:
  1. Becoming a center of influence (COI)
  2. Cultivating the COI relationship
  3. Knowing and sharing “The Mariner Wealth Advisors Story” and what makes us different
  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.
MARINER WEALTH ADVISORS' STORY

The first step in selling the services of Mariner Wealth Advisors to a prospect is knowing the story and foundation in which the company is built.

Our Beginning

Marty Bicknell, along with seven other A.G. Edwards’ employees, founded Mariner Wealth Advisors in 2006 with a goal of keeping the client at the center of all we do. He wanted to build a firm that could simplify our clients’ lives by having all the resources they need under one roof. The day we opened our doors, we made the promise to put our clients’ interests before anything else…a promise we hold dear to this day.

CLIENT FIRST.

ASSOCIATE SECOND.

SHAREHOLDER LAST.

Putting the client first in all we do means their success is our top priority. It means using our resources to create a team and a path to success. It all circles back to our brand promise…Mariner Wealth Advisors empowers people to live their best life.

Our Evolution

Founded in 2006 with $300 million in assets under management, Mariner Wealth Advisors has grown to more than $24 billion as of Jan. 31, 2019. The firm’s mission is to help clients and their families navigate their financial future, charting a course to achieve their goals today, tomorrow and for years to come. Over the past 13 years, Mariner Wealth Advisors has grown tremendously organically and inorganically. We now have clients in all 50 states, as well as 30+ offices in over 20 states. Our inorganic growth has come from acquiring a number of wealth advisory firms. Over the years many firms have wanted to partner with us. However, only a select few have been the right cultural fit for Mariner Wealth Advisors. In addition, Mariner Wealth Advisors is built on the foundation of giving back to the communities in which we live and work. Since the company’s inception, we have donated more than $4.7 million to charity. We also created the Mariner Foundation, an employee-based charitable giving foundation with a purpose of supporting underprivileged children and their families.

Our Future

Our goal over the next several years is to have more than 500 advisors working with clients at more than 50 locations across the United States. This enables us to better serve our clients, continuing to put them first in all we do.

Building The Brand

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 - creating the demand
  1. Building the pipeline – creating the demand
  2. Becoming a COI to your prospects
  3. Conduct research prior to initial meeting. Research prospect to determine ways to best position Mariner Wealth Advisors
  4. Toolkit of materials for Business Development
  5. Sharing the Mariner Wealth Advisors Story
  6. Deliverables for a prospective client
  7. Coordinate a discovery meeting with prospect (in person or call)
  8. Conducting preliminary discovery by asking questions
Step 2 - Sharing the Story
  1. Wealth Management Services
  2. Capabilities Overview – PPT Presentation Personalized for Prospects
  3. How Mariner Wealth Advisors is different – YouTube video
  4. Introducing MarinerGPS – PPT Collaborative Planning
  5. Client Stories
Step 3 - SWA Handoff
  1. Handoff from Business Development to Senior Wealth Advisor
  2. Prep Meeting with Business Development – Debrief and strategize – Business Development Officer and Senior Wealth Advisor
  3. Introductory Video and other materials
  4. Call prospect prior to discovery meeting – Senior Wealth Advisor calls client prior to meeting
  5. Communication Prior to Introductory Call – eMail template
Step 4 - Staying in-touch
  1. Cultivating the COI relationship
  2. How to stay in touch
  3. 1 + 1 = 3