FBR System Advisor Power Point
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Transcript of FBR System Advisor Power Point
FBR System Advisor Presentation
The following proprietary information is the property of FBR System and may not be used or copied by any unlicensed user.
Goals and Objectives
Topics Covered Review Current Transaction approachIntroduce proven process modelCompany overviewBackground of the FBR System How the FBR System differentiates from the
traditional transactional approachFBR system benefits and opportunities Next Steps
Company Overview
Founded by Karl Bareither in 1969 Redefined the traditional transaction approach to
both succession & estate planning that includes
the whole family as the client Introduced a fee-based process consulting
service to the industry by becoming a trained
Wealth Transfer Specialist (WTS) Developed the FBR System Model, software &
proven sales tools
Result:Over 40 years helping family businesses successfully transition wealth to the next generation.
Current Transaction Model
Presentation
Close
Understand Needs
Develop Relationship
40%
30%
20%
10%
Supports Advisor’s Agenda
Presentation
Close
Understand Needs
Develop Relationships 40%
30%
20%
10%
The FBR Transformation
Build relationships with all family members
Supports Clients’ Objectives
What is the FBR System?The Family Business
Renewal (FBR) System is a
process that considers the
whole family as the client and
guides family businesses
through succession planning
& estate planning, using the
FBR Model that includes a
holistic solution.
Why was the FBR System Developed?
$4.28 billion of
family wealth is
transferred yearly, yet
70% of the businesses
do not survive the
transfer successfully.
Benefits to the family and the business.
Makes Both Dollars and Sense!
Through this unique succession planning
process, FBR System has effectively saved
families “millions” of dollars while
maintaining family harmony and successfully
transferring business wealth to the next
generation by treating the entire family as a
client and moving beyond a transactional
approach to a relational process.
Benefits Both the Family and the Business
The FBR System process helps to:Minimize taxesEnhance open family communication by eliminating
secrecy Maximize business profitabilityImpact both the business and the entire family during
life and deathEstablish greater success in transferring wealth from
one generation to another by including all family
members
There are times that the traditional model may
be more effective; the following are some
examples:
When the estate consists mostly of liquid
assets
No heirs interested in maintaining the
business
Business Owner unwilling to engage heirs
When to use Transactional vs Fee For Service
Client Decides Approach
Transactional 1. Work with Business Owner only2. Receive commissions on products sold
Fee for service1. Consults individually with all family
members2. Charge a consulting fee for services
provided3. Receive increased commissions on
products sold
Both methods
can benefit from
using the FBR
Model
Which Approach Best Meets The Needs of Your Client’sTransactional approach
Service Consulting Fee
Engage the entire family No Yes
Meet individually with family members No Yes
Involve all advisors Optional Yes
Facilitate a family retreat No Yes
Integrate input from family members into recommendation No Yes
Receive a fee for value added service No Yes
Primary agenda is to sell a life product Yes No
Receive a commission on products sold Yes Yes
Transactional Approach VS Service Approach
Finding Business OwnersThird Party Sponsorship:
Trade Associations Banks Credit Unions
Standard Prospecting Includes:Natural marketsReferralsCenters of influencePersonal observation
This successful and
proprietary model
consists of: Three phases Nine steps
Results in benefits!
Overview – FBR System Model
12 3
4
567
8
9 Your Wealth
Transfer Plan
FBR System Model Phases
PHASE IExamine the current plan
Interview process Determine Objectives Analyze current plan
12
3
FBR System Model Phases
PHASE IIDevelop a new plan 4
5
6
4. Determine
transfer options
5. Seek advisors
input
6. Develop new plan
The FBR System SoftwareFBR System has a proprietary software This software system features:
Tools to organize facts, figures, and members of the whole family by incorporating FBR System’s Fact Finder Worksheet The incorporation of the newest tax laws The ability to customize reports to reflect company’s brand A user-friendly interface providing a variety of options for family businesses to plan for a successful present and future
FBR System Model Phases
Phase III
Present and implement new plan
7
8
9
7. Present new plan at family retreat
8. Present liquidity options
9. Implement and monitor agreed to plan
Phase IIDevelop
New Plan
Phase IIIPresent &
Implement Plan
The FBR System Model
12
3
4
567
8
9
Phase IExamine
Current Plan
Your Wealth
Transfer Plan
Benefits to the Sponsoring Organization
By implementing the FBR System it properly
aligns you in the family owned business
market. It also benefits your company by: Making you stand apart from the competition Providing a turn-key marketing program for
advisors Generating new consulting planning fee
revenue Increasing new life insurance product sales
Benefits of the FBR System
Fee For Service Model
The FBR System is a Fee for Service Model. Fee Agreement is Based on:Complexity of BusinessFamily ObjectivesNumber of Family MembersSize of the BusinessNumber of BusinessesScope of Engagement
Production Comparison Per CaseToday: Estimated Current Life Premium
FBR SYSTEM Estimated Revenue
Life premium on a wealth transfer case(Example only)
Consulting Fees(Includes all Three Phases)
AnnualPremium
Total FBR System Compensation Opportunity
Low Range$7,500 $15,000 $15,000 $30,000
Mid Range$15,000 $30,000 $30,000 $60,000
High Range$30,000 $60,000 $60,000 $120,000
Fee is Paid following each completed phase. Limited warranty applies.
Benefits to AdvisorsThe FBR System provides advisors a proven turn-key process and proprietary model to:
Position & differentiate WTS within the marketplace
Provide a new revenue source with consulting planning fee income
Increase life product sales
Favorably position you as a third party sponsor
Benefits of the FBR System
FBR System Consulting Fee
If you complete ten business owner wealth transfer
cases per year (at the lower fee range) you can assume
an estimated total revenue of $300,000.
Breakdown - Example:
Fee 10 cases X $15,000 = $150,000; assume equal life
insurance product sales at $150,000 premium;
Total Fee Plus Life Premium = $300,000 Revenue
Note: We are displaying the most conservative fee option; ranges are high, medium, or low.
There is potential to move beyond what is being projected by moving into the higher fee
range. The FBR System model gives you that opportunity.
Example
FBR System Opportunities
The FBR System is a Turn Key Marketing System
• Advisor/Broker becomes a licensed Wealth Transfer Specialist
• Licensed user pays a monthly fee (with a minimum of one year commitment; renewable annually thereafter)
• Broker is required to attend training program either on-line or in person
WTS
FBR System Commitment
To deliver:
A quality turn-key FBR System
Effective training to develop Wealth Transfer Specialists
Web-based software accessible 24/7
Ongoing consulting and coaching
Webinars to address the needs, questions and concerns of WTS
Marketing materials
Study Guides
Presentations and supporting scripts
Fact Finder
Fee Agreement
Joint work opportunities
Contact us to learn how you can become an effective Wealth Transfer Specialist.
Moving Forward Together
FBR Systemwww.fbrsystem.com805.595.2089
Karl BareitherFounder, CLU, Wealth Transfer [email protected]
Contact Us