{"id":1353,"date":"2019-02-26T12:59:42","date_gmt":"2019-02-26T17:59:42","guid":{"rendered":"http:\/\/www.torrid-tech.com\/community\/?p=1353"},"modified":"2019-02-26T13:39:37","modified_gmt":"2019-02-26T18:39:37","slug":"how-i-doubled-my-closing-ratio","status":"publish","type":"post","link":"http:\/\/www.torrid-tech.com\/community\/index.php\/how-i-doubled-my-closing-ratio\/","title":{"rendered":"Alan C., Advisor &#8211; &#8220;I doubled my closing ratio&#8221; by switching to RetirementView Pro"},"content":{"rendered":"<style><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">\ufeff<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">\ufeff<\/span><br \/><!-- \/* Font Definitions *\/ @font-face {font-family:\"Cambria Math\"; panose-1:2 4 5 3 5 4 6 3 2 4;} @font-face {font-family:Calibri; panose-1:2 15 5 2 2 2 4 3 2 4;} \/* Style Definitions *\/ p.MsoNormal, li.MsoNormal, div.MsoNormal {margin:0in; margin-bottom:.0001pt; font-size:12.0pt; font-family:\"Times New Roman\",serif;} .MsoChpDefault {font-size:10.0pt;} \/* Page Definitions *\/ @page WordSection1 {size:8.5in 11.0in; margin:1.0in 1.0in 1.0in 1.0in;} div.WordSection1 {page:WordSection1;} --><br \/><\/style>\n<p><iframe loading=\"lazy\" src=\"https:\/\/player.vimeo.com\/video\/319956728\" width=\"640\" height=\"480\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h2>FULL TRANSCRIPT<\/h2>\n<div class=\"WordSection1\">\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Hey, this is Tim Turner, Torrid Technologies. We like to interview clients that use<br \/>\nour software so that you can find out more about how it&#8217;s used by actual<br \/>\nadvisors. Today, we have Alan Cantrell from Fayetteville, Arkansas. Alan, you<br \/>\nthere?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I&#8217;m here, Tim. It&#8217;s great to be here. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, I&#8217;m really glad to have you on here. Why don&#8217;t you just go ahead and tell us a<br \/>\nlittle bit about yourself and your practice, just at a high level, so we can<br \/>\nget to know you. <\/span><\/p>\n<div id=\"attachment_1361\" style=\"width: 210px\" class=\"wp-caption alignright\"><a href=\"http:\/\/www.torrid-tech.com\/community\/wp-content\/uploads\/2019\/02\/headshot-alan-cantrell.jpg\"><img aria-describedby=\"caption-attachment-1361\" loading=\"lazy\" class=\"wp-image-1361 size-medium\" src=\"http:\/\/www.torrid-tech.com\/community\/wp-content\/uploads\/2019\/02\/headshot-alan-cantrell-200x300.jpg\" alt=\"\" width=\"200\" height=\"300\" \/><\/a><p id=\"caption-attachment-1361\" class=\"wp-caption-text\">Alan &#8211; Financial Advisor<\/p><\/div>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 All right, well, I have &#8230; Okay. I have Retirement Strategies Group here in Northwest Arkansas. Been in the financial services business for right at 35<br \/>\nyears now. I am an Investment Advisor representative as well, so we gather assets under management as well as other parts of the financial services.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Okay, great. For everyone listening to this, Alan just got this program, our RetirementView program. He got it only about two and a half months ago. What I<br \/>\nwant to ask you about, Alan, before we dive into how things are going for you now, let&#8217;s go back to before you got RetirementView.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 What kind of things did you struggle with? What were some of the problems with meeting with prospects, people you&#8217;re trying to show your value to, to bring them on as clients? What were your challenges?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I think a lot of my challenges, Tim, were <span style=\"background-color: yellow;\">I&#8217;ve had software in the past that<br \/>\nsometimes I think the client had struggled to understand it. I knew what the<br \/>\nsoftware was trying to get across, but a lot of times, I think there were some<br \/>\ndifficulties with them understanding the software.<\/span> Whereas with RetirementView,<br \/>\nI have never in my career had clients scoot up in their seat and look at &#8230;<br \/>\nI&#8217;ve got a large, big screen monitor on my wall and it&#8217;s like they just move<br \/>\ntoward it when they&#8217;re looking at RetirementView.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 We start from the building it out in the beginning where everything&#8217;s red as far<br \/>\nas your income. As we add their assets to it, the red starts disappearing.\u00a0 I<br \/>\njust love the way, as we&#8217;re adding the assets, how they just continue to move<br \/>\nup in that seat and get closer to that monitor. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 My desk is set away from the monitor and they&#8217;re sitting at my desk looking at me.<br \/>\nI also have a conference table there where the screen is on the wall. <span style=\"background-color: yellow;\">I&#8217;ve<br \/>\nactually had clients get up out of their chair and move over to the conference<br \/>\ntable to even get a closer look. It&#8217;s just amazing. I love it.<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 You&#8217;re going from eyes glazed over, &#8220;I want to get out of this meeting,&#8221; to<br \/>\nlike, &#8220;Hey, I&#8217;m not only leaning forward, I&#8217;m getting out of my chair to<br \/>\nget closer to this thing.&#8221; <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Exactly, that&#8217;s right. As I get more proficient with the software, it&#8217;s just, it&#8217;s even<br \/>\ngetting better because of the way I&#8217;m building it and taking the red out with<br \/>\nthem. Once I&#8217;ve seen &#8230; <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I actually learned that from watching an interview with someone on your software,<br \/>\nwhere I got on YouTube and saw how the two of you were building it out on that.<br \/>\nI thought, &#8220;This is the way to do it,&#8221; and it just, it helps. It&#8217;s<br \/>\njust, it&#8217;s really exciting watching them.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Wow, that&#8217;s great. The challenges, so before, you were so excited, you jumped into<br \/>\nthe, &#8220;Hey, I now have the software,&#8221; and what the challenges were.<br \/>\nPreviously, before you got the software, you found it a challenge to convey to<br \/>\npeople the problem that they needed to solve, right?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. It &#8230; <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Talk more about the challenge. Talk about like what was not working. Because that&#8217;s<br \/>\nreal important to anyone listening to this, because they probably have a<br \/>\nsimilar challenge. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I think the challenge was with a lot of software that I&#8217;ve had in the past, it<br \/>\nwas getting through the software, taking them to different parts of the<br \/>\nsoftware and showing them where their money is, how long it&#8217;s going to last,<br \/>\nand we&#8217;d have to go through so many pages.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Whereas with the graph that you&#8217;re showing right now on the screen, it&#8217;s so simple when<br \/>\nyou take them to their current age and move along. <em><strong>When we do have the red, after we&#8217;ve put in all their assets, then we&#8217;re going to talk about at that point, maybe some changes we could make.<\/strong><\/em> Getting them some guaranteed lifetime income. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 If there&#8217;s not anything there to help that money, even when they do run out, to have more guaranteed income rather than just with social security. We do build other income in there with maybe some indexed annuities or something to that effect.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 When we do that and can show them how we can answer that problem, that helps as well. Where in other software that we&#8217;ve had in the past, it just didn&#8217;t seem like that was there.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Okay. You struggled with showing them when they&#8217;re going to run out of money, showing them how their investments and social security is going to play into their retirement. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 You didn&#8217;t really have an easy to way to show that.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 What was the end result when you struggled with that? Like you&#8217;re meeting with<br \/>\nsomeone, it&#8217;s getting a little clumsy. They may not understand. What happens at<br \/>\nthat point? Like how did the meeting go?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I think that affects your closing ratio. A lot of times, we would book another<br \/>\nappointment and try to clear it up a little bit maybe. Take away a little bit<br \/>\nof the smoke and clean it up. <span style=\"background-color: yellow;\">I think with RetirementView, I know it&#8217;s helping<br \/>\nmy closing ratio already<\/span>, and I think it&#8217;s just going to help it that much more.<br \/>\nThe more proficient I get with it, I think it&#8217;s going to help it that much<br \/>\nmore.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Okay. Well, I don&#8217;t, I don&#8217;t mean for this to be a demo, but you brought up<br \/>\nannuities, so just in 10 seconds, all I want to do, and I mainly wanted this to<br \/>\nbe about you, but I mainly wanted to show an annuity. You&#8217;re doing indexed<br \/>\nannuities? Or what type of annuities you doing? <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yes, Indexed annuity.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Okay, so let&#8217;s just put &#8230; I just want to show them what it looks like, since you<br \/>\nmentioned it. Lifetime annuity, payments, and give me a sample income, just<br \/>\nanything.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 25,000.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Okay, so they&#8217;re going to get 25,000 for life.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Mm-hmm (affirmative).<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I&#8217;m just going to put 62. That&#8217;s a little after this guys starts. Duration, we&#8217;ll<br \/>\ndo 40. It&#8217;ll run to the end of his life. Will he owe taxes on that money? It<br \/>\ndepends on whether it&#8217;s qualified or not really. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Right.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Let&#8217;s say he owes some taxes. Then I hit &#8220;add to plan.&#8221; Again, we&#8217;re not<br \/>\ndoing really a full demo of the software, but you see the white there, that&#8217;s<br \/>\nwhat Alan was talking about, is the annuity income. You see the blue is the<br \/>\nsocial security, so that&#8217;s their social security for life. Then you&#8217;re adding<br \/>\non more guaranteed income as a base to their picture, and that also gets rid of<br \/>\nsome of the red. I just wanted to show that-<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Correct, yes. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I just wanted to show that since it&#8217;s so simple to show. Okay, so let&#8217;s move into, you&#8217;ve already, you can&#8217;t even help yourself, Alan. I&#8217;m trying to get you to focus on before you<br \/>\ngot the software, and you keep wanting to jump to having the software, which is<br \/>\nawesome because I can tell how excited you are. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Let&#8217;s talk about, you got the software about two and a half months ago. How long did<br \/>\nit take you to learn it and meet with your first client or prospect? Either<br \/>\nway.\u00a0 <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">It&#8217;s really amazing because I was probably able &#8230; Well, I had an appointment the<br \/>\nfollowing week and got through the appointment really well, and those clients<br \/>\nunderstood it. They saw the red.<\/span> <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Matter of fact, I think it&#8217;s this particular client that you have up here right now,<br \/>\nwere the first ones that I actually showed software to, and they&#8217;re becoming a<br \/>\nclient &#8230; He&#8217;s actually, his retirement is actually this year, so they&#8217;re<br \/>\nbecoming a client. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 We&#8217;re going to move all their money. Some of it will be going into annuities and the<br \/>\nrest of it will be going into assets under management. That&#8217;s one of the things<br \/>\nwe talk about with this, and it&#8217;s helped. RetirementView has really helped with<br \/>\nhow we talk about, we like to put about, we like to do 50-50 a lot of times<br \/>\nwith a lot of our clients, because we like to go into, what we&#8217;d like to do or<br \/>\nwhat we feel like our perfect model is,<strong> is about 50% of their money and assets<\/strong><br \/>\n<strong>under management and 50% driving income<\/strong>.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">RetirementView, a lot of times it amazes me when we do that. We&#8217;ll go in there and they&#8217;ll<br \/>\nactually have more assets to pass along to their heirs at the end than they would have if they had not started the income, so that, to me, <b>that&#8217;s a beautiful picture to paint for them<\/b>.<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Great, yeah. It sounds like it only took you about a week to learn the software and<br \/>\nmeet with your first client or prospect.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. I&#8217;ve had problems, I&#8217;ve had to call y&#8217;all a few times and say,<br \/>\n&#8220;What do I need to do here?&#8221; What&#8217;s so great and what I really love<br \/>\nabout you, Tim, is I can email you and you usually answer me within 30 minutes<br \/>\nand tell me, suggest what might be wrong and 9 times, well, 10 times out of 10,<br \/>\nyou&#8217;re correct as to what&#8217;s wrong.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Sometimes, you&#8217;re not there, and your girls that work there are very proficient in the<br \/>\nsoftware as well, usually when I&#8217;ll speak with them.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, good. That sounds awesome. It didn&#8217;t take long to learn how to use the program.<br \/>\nI think that&#8217;s a big challenge for advisors thinking about switching to a<br \/>\ndifferent tool or even just trying it like, &#8220;Oh my gosh, what&#8217;s it going<br \/>\nto take?&#8221; Just to elaborate on that, did you have to fly out to a two day<br \/>\ntraining class to learn how to use this? <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 No, no. It&#8217;s really incredible.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 What did you do? What did you do to learn it? Like you bought it and you&#8217;re ready to<br \/>\nget going. What did you do?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yeah, well, like the screen you&#8217;re on right now, initially, I was just punching in<br \/>\ntheir numbers right here. I would put it in the husband&#8217;s numbers like you&#8217;ve<br \/>\ngot right here. Then we&#8217;d moved to the spouse. If she worked, we&#8217;d put in her<br \/>\nnumbers. Sometimes we&#8217;d just have to put in her social security benefit. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Then we&#8217;d move to other assumptions and put in what kind of income they wanted<br \/>\nduring retirement, and boom. There it is. It&#8217;s either going to last them or<br \/>\nthey&#8217;re going to have a shortfall, and we start working from there.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Then, one of the initial problems I ran into, and if I can help anyone here, is if<br \/>\nyou put in numbers here, you don&#8217;t want to go over to and start putting numbers<br \/>\ninto their investments. Then it&#8217;s going to screw it up a little bit. You might<br \/>\nexplain that a little bit further, but I, on a couple of them, I would put<br \/>\neverything in right here and then I&#8217;d go into investments and I would start<br \/>\nputting each asset as to what it was, and you don&#8217;t want to do that. Correct?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, it&#8217;s a choice, it&#8217;s a choice. The beauty about this program is you can do<br \/>\nthings very simply or you can do things more detailed, and it&#8217;s up to you to<br \/>\ndecide how simple or detailed to do it. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 If I was meeting with, say, this guy Mark that we made up and I said, &#8220;Hey<br \/>\nMark, how old are you? How much are you making in your job and about how much<br \/>\ndo you have in your 401K?&#8221; If you said, &#8220;Oh, I got about<br \/>\n750,000,&#8221; I&#8217;m like, &#8220;Oh. Okay, cool. How much are you saving to<br \/>\nthat?&#8221; I could do that, &#8220;How much you have in taxable, Mark?&#8221; I<br \/>\ncan just quickly enter it right here. That&#8217;s the quick and dirty, quick and<br \/>\nsimple. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Or, and that&#8217;s the part that you discovered Alan. Or instead of that, you can click<br \/>\non &#8220;investments,&#8221; and then I can get really detailed with each<br \/>\naccount.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I can have Mark&#8217;s 401K at, I&#8217;m just making this up. I know this is a total<br \/>\nhypothetical guy, but then let&#8217;s say he left that job and he left his 401K at<br \/>\nGE and then he went to &#8230; He has a 401K at, I don&#8217;t know, IBM. I&#8217;m just making<br \/>\nthis up.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Right.<br \/>\n<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Let&#8217;s say Mark has a regular IRA. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 A Roth. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yeah.\u00a0 Then Mark has a Roth IRA. You can see how you can get it all, it may add up to<br \/>\nthe same amount of money we had that we were just putting in as a thumbnail.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Right.<br \/>\n<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Like, we put like 750, so we can make all this add up to 750 right here and put the<br \/>\nreturns. Then we could put his wife on here and set it to spouse. Let&#8217;s say his<br \/>\nwife&#8217;s name&#8217;s, Susan, and she has a 401K. Then we&#8217;d set owner to spouse, and<br \/>\nwe&#8217;d make all this qualified. Anyway, this wasn&#8217;t meant to be a demo, but when<br \/>\nyou bring something up and I can show it really, really quickly, so just give<br \/>\npeople a taste. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 The investments screen lets you do this stuff in detail. I would say if they have<br \/>\nmore than two, three, four accounts &#8230; Or you&#8217;re going to give them a printout<br \/>\nand you want to make sure on the printout they can see that you looked at each<br \/>\naccount, even if it&#8217;s only two or three accounts. If they definitely have a<br \/>\nbunch of accounts, you may be better off listing them on here. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">Then when you meet with them regularly after they&#8217;ve become clients, you can just<br \/>\nupdate these numbers from each account. You say, &#8220;Hey, give me your<br \/>\nstatements, and you just go in here, boom, boom, boom, boom. Hit &#8220;add to<br \/>\nplan.&#8221;<\/span> Now, I&#8217;m going to hit &#8220;cancel&#8221; because I don&#8217;t want to<br \/>\noverride the other numbers, but that&#8217;s what he&#8217;s talking about. Does that make<br \/>\nsense?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yes. That&#8217;s what I do too. Of course, I&#8217;ll do the thumbnail as you described it here<br \/>\nmaybe the first time they&#8217;re in and just show them where they&#8217;re at. Then for<br \/>\ntheir next appointment, I&#8217;ll have everything built out individually, like you<br \/>\njust went there. I&#8217;ll have their current situation that they&#8217;re in now, and<br \/>\nthen I&#8217;ll save that particular client in their current situation. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Then I&#8217;ll go in and build out a new plan for them, showing money going into maybe an<br \/>\nannuity or wherever we&#8217;re taking them. Maybe some life insurance or something<br \/>\nlike that in there. Then we&#8217;ll go to the cash infusion, showing where that<br \/>\nmoney has been moved from and into what, and then showing the income as well. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <b><span style=\"background-color: yellow;\">It&#8217;s just, it&#8217;s beautiful. It is a great program. I just love it. This is software I&#8217;ve been<br \/>\nwanting for a long time that I finally found. It&#8217;s just, it&#8217;s so easy to walk<br \/>\nyour clients through this.<\/span><\/b> Being, if you go to the spreadsheet, I can show them<br \/>\nin their new situation that we&#8217;ve built out, where they actually have more<br \/>\nincome at age 90, 95, 100, whatever we&#8217;re building it out too. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 We always want to, we do two or three or four different scenarios and look at how<br \/>\nmuch assets are left over at those different ages. Usually, wherever we&#8217;re at<br \/>\nwith that, that&#8217;s what they&#8217;re going to want to do. It&#8217;s really nice. It works<br \/>\nout great.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Cool. Let&#8217;s, I didn&#8217;t want this to go too long, so let&#8217;s kind of move towards<br \/>\n&#8220;results,&#8221; as I call it. Because a piece of software or anything that<br \/>\nyou do in business, whether you want to use it, keep using it, how you evaluate<br \/>\nit is, &#8220;What&#8217;s the success from it?&#8221; <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">You&#8217;ve had the software for two and a half months. How many people have you met with<br \/>\nand used the software on during that time, approximately?<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 25 is what I had added up, Tim. 10 of those were current clients. We were,<br \/>\nbasically, looking at their situations and making sure everything was going as<br \/>\nplanned. Even have, actually, one of them that we&#8217;re fixing to have a new sale<br \/>\nwith probably here in a couple of months.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Then, 15 of them are new prospects, and we&#8217;ve actually sold five of them. Those five<br \/>\nare probably close to around 750,000. Then I have five more [that are close], where the client we were just discussing is going to be a big one this year. It&#8217;s over a million<br \/>\nin assets that we&#8217;ll be managing and into annuities. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">Then I&#8217;ve got another one we&#8217;re writing in April that&#8217;s going to be about 1.4<br \/>\nmillion. It&#8217;s a really nice case<\/span> that probably, we&#8217;re going to do probably half<br \/>\nand half on that one. 50% into annuities and 50% into managed money.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 This gentleman is in his 50s probably. All of his assets were pretty much in his<br \/>\n401K, and now he is going to be switching jobs, and so he&#8217;s wanting to get all<br \/>\nthis money moved, and become a very good client already on some other cases.<br \/>\nWe&#8217;ve done some life insurance already.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<b><span style=\"background-color: yellow;\"> The software, like I say, it&#8217;s probably doubled my closing right already, just in<br \/>\nthis short period of time as far as new clients.<\/span><\/b> <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Wow. Just recapping what you said, you met with about 25 people. 10 of them were<br \/>\ncurrent clients, but in meeting with them, you help solidify the relationship<br \/>\nis what I&#8217;m hearing. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s correct. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 You even got another sale from one of those clients by reviewing their situation.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s correct. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<span style=\"background-color: yellow;\"> Would you say then that the tool is great at solidifying existing client relationships?<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Oh, absolutely, absolutely, yeah. You can go in there &#8230; We build a three-ring<br \/>\nbinder for each one of our clients with everything that we&#8217;ve done with them as<br \/>\nfar as &#8230; We&#8217;ll put their annuity contracts in it, their investments, where<br \/>\nthey&#8217;re at. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 They got all that, and at the same time though, we can go back in there now, each<br \/>\nyear when they come in for their annual review, and put everything we&#8217;ve done,<br \/>\nbecause we have copies. We&#8217;ll go in and build it into RetirementView, and now<br \/>\nthat&#8217;s something we&#8217;ll have from now and can look at that each year and update<br \/>\nit as we go. I love it for annual reviews as well. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Great, so annual reviews. Then you met with 15 prospects, and out of those you already<br \/>\nclosed five and you&#8217;re going to, you think you&#8217;re going to close another five.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yes.<br \/>\n<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s 10 out of 15. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<span style=\"background-color: yellow;\"> <b>That&#8217;s about a two-thirds closing ratio!<\/b>You&#8217;re saying prior to RetirementView, you<br \/>\nonly closed about half that percentage? Somewhere around 30 something percent? <\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yes, yes. Probably 30 to 40% is where we normally are. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Wow, that&#8217;s incredible. All right. I&#8217;m kind of putting you on the spot here. Out of<br \/>\nall these 10 people and maybe even the one case from an existing client, how<br \/>\nmuch is one client worth to you? Or and\/or like just estimate at a high level,<br \/>\nlike really thumbnail how much those 10 cases or 11 cases are worth to you,<br \/>\njust to give an idea to someone listening. Like they spent a few hundred<br \/>\ndollars on a piece of software, and what was your return in only two and a half<br \/>\nmonths?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, and to maybe &#8230; I have a local radio show here, so I get in some pretty good<br \/>\nclients, as far as that have a significant amount of assets, from the show. I&#8217;m<br \/>\ngoing to tell you, with the one we&#8217;re looking at right now, I&#8217;m going to say<br \/>\nthey&#8217;re going to average between 12 to 13,000 per case. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I&#8217;m going off the top of my head right now, but I mean, I&#8217;ve got the one case I was<br \/>\njust telling you about that&#8217;s going to be probably, it&#8217;s going to be over, ooh,<br \/>\n<span style=\"background-color: yellow;\">probably close to $50,000 in commissions on it alone with the life insurance,<br \/>\nthe annuities and the managed money that&#8217;s going into it.<\/span> <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Then I&#8217;ve got several other cases that &#8230; Of the 5 of the 15 we did not sell, we&#8217;re<br \/>\nnot giving up on them. We&#8217;re dripping on them now so they could very well<br \/>\nbecome clients at some point. Like I say, I guarantee you after a year, I&#8217;ll be<br \/>\nable to go in there and tell you what it&#8217;s meant to me as far as the raise for<br \/>\neach client that it&#8217;s given me.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">Because, I mean, when we do that thumbnail sketch in the first interview, Tim, they&#8217;re<br \/>\ntelling me about more assets than I knew they had, coming in, once they see<br \/>\nthat. They want the red to go away, just like I do.<\/span> <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Did you ever find &#8230; Let&#8217;s just get into that. I was going to wrap up, but I want<br \/>\nto dig into that because I&#8217;ve had other advisors tell me this too, that people<br \/>\ncome in and they kind of tell you they have x dollars in a certain account and<br \/>\nwhen they see that red, all of a sudden they&#8217;ve got a bunch more money.<br \/>\n&#8220;Oh, Alan, I forgot to tell you about this other account.&#8221; Right? <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right &#8230; Or the wife, or the wife&#8217;s sitting there and saying, &#8220;Well, Charlie,<br \/>\nyou didn&#8217;t tell him about the other account, my 401K,&#8221; or it&#8217;s just they&#8217;ll start<br \/>\ncoming up with more assets. I understand that. I think a lot of people just<br \/>\nwant to kind of come in, in the beginning really, and see, maybe see what you<br \/>\nknow as well. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 They&#8217;re cautious, they&#8217;re cautious.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right, that&#8217;s right. I don&#8217;t blame them a bit. <span style=\"background-color: yellow;\">They say, they really open up<br \/>\nonce they see RetirementView, it&#8217;s incredible.<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 They not only open up, they get out of their chair and they want to open up even<br \/>\nmore and sit even closer, right? <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">That&#8217;s right, absolutely. <b>They&#8217;re either sitting on the edge of their chair or their moving to one that&#8217;s closer.<\/b> Absolutely.<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yeah. Well, cool. Well, based on-<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I&#8217;m not exaggerating. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yeah, that&#8217;s awesome. Well, based on the numbers you mentioned, I probably should<br \/>\nhave wrapped that up. You said you had maybe 10 cases, the average commission<br \/>\nis probably in the 12, 13 range, and you had one big case you might make about<br \/>\n50 on.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <span style=\"background-color: yellow;\">It sounds like you&#8217;re going to make somewhere around $160K or so in a couple of<br \/>\nmonths, and that won&#8217;t include the assets under management that you continue to<br \/>\nmanage over the next few years.<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s correct, that&#8217;s correct. That&#8217;s what I think a lot that will really happen, is<br \/>\nI think it&#8217;s really going to help your assets under management. Because it&#8217;s<br \/>\nalmost automatic, once they see this, that their assets under management are<br \/>\ngoing to come to you. I&#8217;m seeing, grabbing the assets under management is a lot<br \/>\neasier now with this, so it&#8217;s exciting.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Why do you think that is? Why do think that the assets under management are like<br \/>\nmagnetically attracted to you&#8230; After doing RetirementView?<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Number one, I think they see you &#8230; Like I say, I build out different scenarios for<br \/>\nthem, and a lot of times I&#8217;m not even changing the investment return. Most of<br \/>\nthe time I&#8217;m very conservative with their investment return, between four and<br \/>\nfour and a half percent.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 We&#8217;re not getting aggressive out there, but it&#8217;s just the changes that we make, like<br \/>\nmaybe giving them some guaranteed income. If they&#8217;ve got enough guaranteed<br \/>\nincome from the annuities, then those assets, we&#8217;re not taking any principal<br \/>\nfrom growth, and those assets are multiplying by interest upon interest. That<br \/>\nhelps, I think, with them.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Just, we discuss with them our philosophy of having maybe 50% of assets under<br \/>\nmanagement and 50% in income. Understanding, talking about the losses in the<br \/>\nmarket and, &#8220;We don&#8217;t want all of our assets at risk, possibly.&#8221; I<br \/>\nthink that helps, and showing them that picture really helps a lot. Like I say,<br \/>\nit&#8217;s really a good picture for them. I think that helps. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Of course, we&#8217;ve got a big board on our wall that talks about managing risk. It<br \/>\nshows green, yellow and red money and their percentages that they have in each<br \/>\none of those categories, so we&#8217;ll kind of talk about that, &#8220;This is where<br \/>\nyou&#8217;re at, and this is how it looks on RetirementView.&#8221; It helps, it helps<br \/>\na lot with the managed money.<span style=\"background-color: yellow;\"> I&#8217;m excited as far as what I think it may do with<br \/>\nour managed money over the next five years.<\/span><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Yeah, that&#8217;s incredible. I mean, you&#8217;ve already seen in two months what it&#8217;s going to<br \/>\ndo. Now you can start to extrapolate what it&#8217;s going to do for the next, rest<br \/>\nof 2019. If you can think of that, you start thinking, like you just said,<br \/>\n&#8220;What about the next five years?&#8221;<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s what I try to tell people, is like if you can find something that increases<br \/>\nyour business by 10, 20, 30, 40% it&#8217;s not only going to do it for a month or<br \/>\ntwo, but a year or two, but 5 or 10 years, now you&#8217;ve got a huge impact on your<br \/>\npractice.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 That&#8217;s right, that&#8217;s right. <b><span style=\"background-color: yellow;\">I agree with you 100%. I think it&#8217;s going to make a huge<br \/>\nimpact on the practice. Like I say, if you&#8217;re looking, if someone out there is<br \/>\nlistening and they&#8217;re looking for some easy software to navigate through and<br \/>\nget their clients excited, RetirementView is it, man!<\/span><\/b><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, that&#8217;s awesome. I really love to hear that. I appreciate you being on here,<br \/>\nsharing your experience, Alan. I&#8217;m glad it&#8217;s working for you and I wish you so<br \/>\nmuch success with this.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, thank you Tim. I appreciate all your help that you&#8217;ve given me and like I say,<br \/>\nI look forward to getting better at it all the time.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 All right. Well, thanks again for your time. This is Tim Turner and Alan Cantrell.<br \/>\nWe&#8217;re signing off, and happy planning. We&#8217;ll see you. Bye. <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 1.0in; text-indent: -1.0in;\"><span style=\"font-size: 11.0pt; font-family: 'Calibri',sans-serif; color: black;\">\u00a0<\/span><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>FULL TRANSCRIPT Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Hey, this is Tim Turner, Torrid Technologies. We like to interview clients that use our software so that you can find out more about how it&#8217;s used by actual advisors. Today, we have Alan Cantrell from Fayetteville, Arkansas. Alan, you there? Alan:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I&#8217;m here, Tim. It&#8217;s great to be here. Tim:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Well, [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[4,55,56],"tags":[],"_links":{"self":[{"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/posts\/1353"}],"collection":[{"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/comments?post=1353"}],"version-history":[{"count":9,"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/posts\/1353\/revisions"}],"predecessor-version":[{"id":1355,"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/posts\/1353\/revisions\/1355"}],"wp:attachment":[{"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/media?parent=1353"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/categories?post=1353"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.torrid-tech.com\/community\/index.php\/wp-json\/wp\/v2\/tags?post=1353"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}