InKnowVision HNW Marketing Webinar: Attracting, Serving and Maintaining

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How to help the high net worth use advanced estate planning, income tax planning, cash flow planning, asset protection planning, business transition planning in achieving goals and mitigating risk. This presentation will give you insight into who they are and what they are thinking. Learn more at www.inknowvision.com

Economia e finanças Negócios

InKnowVision’s Monthly
HNW Webinar Series
MarketingWebinar

©2012. InKnowVision LLC. All rights reserved. www.inknowvision.com

HIGH NET WORTH PLANNING

ATTRACTING, SERVING & MAINTAINING
RELATIONSHIPS WITH NET WORTH’S OF
$20M AND UP

PART ONE

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TODAY’S GOAL

1. IDENTIFY OPPORTUNITY

2. PROFILES OF THE WEALTHY

3. IDEA BANK

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SURVEY RESULTS

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KEY TOPICS

 Attitudes about wealth, worth and the use
of wealth
 Estate planning, financial planning and
intergenerational wealth transfer
 Relationships with financial advisors

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An estimated 9 million of America’s 15
million business owners were born in or
before 1964.

www.educate2motivate.com Copyright 2011

$500,000,000,000

5 TRILLION

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WORK ETHIC

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ASSET LEVELS

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FAMILY RATES HIGH

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VALUES

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PERSONAL GOALS FOR USING WEALTH

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ESTATE PLAN

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SHOCKER

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THE UNEXPECTED

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UN-PREPARED HEIRS

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SEX – A DIRTY WORD

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MATURITY

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ARE YOU MIA?

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TAXES

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SOCIETY

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DOWNTURN

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GIFTING TO HEIRS

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SECOND PHASE

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ADVISOR MIX

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PRIMARY

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PICTURE OF WEALTH TODAY

5.6 Million - $1M(+) in investable assets

4.8 Million of those - $1m-$4.99M investable assets

782,000 with more than $5M in investable assets

182,000 have greater than $10M in investable assets

InKnowVision, LLC © www.inknowvision.com

ATTRACTING

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FINANCIAL ADVISOR

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CPA

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THREE THINGS

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KNOWLEDGE

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EXPERTISE

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ISSUES

TACTIBRAND
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PROCESS

TACTIBRAND
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WHO ARE YOU?

 Describe your expertise
 Identify 3 clients who can refer their peers to
you
 Indentify 3 professionals who can refer their
clients to you

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ADVANCED TRAINING

InKnowVision

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MARKETING

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NEXT STEPS

1. Investigate new retooling options

2. Identify 6 people who can refer you

3. Describe your expertise

InKnowVision, LLC © www.inknowvision.com

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Jim and Jan are 60 and 52 respectively. Several years ago they started up a national sales and education business. After a few years getting the business off the ground and building their intellectual property, the capture of new markets and increased margins are generating rapidly increasing revenues and profits. As a result, they have recently been approached by a 3rd party buyer and it has motivated them to begin thinking about their business succession plan. Their eldest son has become very involved in the business, playing an ever increasing role in day to day operations, and would like to take the business over at some point. Their current net worth is approx. $22M with $20M tied up in the business. Until now, all of the profits were reinvested into the business to help generate their rapid growth. Jim and Jan feel they can finally afford to distribute some of the excess profits and begin to plan for their future retirement. The primary planning goals are to: - Build personal wealth outside of the business. - Create a business succession/transition plan. - Equalize the inheritances for their children. - Provide pathways into the business should their other 3 sons decide to participate. - Support their church and other community causes through charitable planning. - Protect the business and family wealth from estate taxes

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Jeff is 75 and Theresa is 72. Jeff recently retired from an executive position in a public company. As a result of his retirement he exercised over $45M in stock options and has 5 more years of deferred compensation payments. Jeff has also sold his 50% interest in his Corporation and the note payments are providing significant income for the next 9 years. Jeff and Theresa have annual living expense desires of $725,000, with the available income to more than meet this need. Jeff’s deferred compensation payments average more than $2M/yr. for the next 5 years; his annual pension payments are $660k/yr. (inflating); and he also has note payments totaling $360k/yr. for the next 9 years from the buyout of his Corporation interests. These sources of income are in addition to an investment portfolio in excess of $60M that comprises a large portion of their $90M net worth. The primary planning goals are to: - Provide an inheritance to their children in a manner which will enable them to create opportunities for themselves but not encourage them to be unproductive. - Provide for a charitable gift at death to their family foundation as long as it doesn’t greatly diminish the amount they pass to their heirs. - Eliminate or reduce estate taxes.

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Ben and Sara Watson are 55 and 54 respectively. They own and operate a very profitable well drilling and maintenance business that has allowed them to acquire and accumulate oil and gas rights totaling $30M over the last 5 years. These oil and gas rights are generating in excess of $1.5M a year on top of the $925k of income from their separate drilling and maintenance business. Ben and Sara have 3 daughters. Their youngest daughter, Katie, and her husband have played key roles in growing Watson Drilling. Ben would like to begin transitioning the business to them and ultimately leave them with the benefit of the business. With the business going to just one of the daughters, Ben and Sara want to equalize the inheritance to their other two daughters. For this, they have already purchased four whole life insurance policies. Two of these policies have significant loans against them and very little cash surrender value. With premiums totaling $400k for the four policies, all owned inside their estate, and insufficient death benefit to cover potential estate taxes and equalize the daughters’ inheritances, these policies may not meet the family’s needs. The primary planning goals are to: -Maintain their customary base lifestyle need of $250,000, with approximately another $750,000 for discretionary and other expenses. -Provide for the financial security of the surviving spouse. Provide a succession plan that will allow for a smooth transition of Watson Drilling to their daughter, Katie. -Assure they have sufficient liquid assets available at their deaths to eliminate the forced liquidation of business or real estate assets. -Maximize the inheritance that they leave for their children and grandchildren.

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Duncan and Tina are both 65. They live a comfortable lifestyle, spending about $1,600,000 a year after taxes and gifting about $2,000,000 a year to their family foundation. With assets worth approximately $62M and annual income of over $7M, they currently pay just over $2M a year in income taxes and have an increasing estate tax and ongoing income tax exposure. The primary planning goals are to: -Make sure that they have sufficient funds to live on for the rest of their lives (approx. $1,600,000/yr. after taxes and gifts). -Assure that Duncan's, Inc. does not have to be liquidated as a result of their death. -Provide a successful transition of the business to their son, Jason, while ensuring an equal inheritance for their son, Jeremy. They would like to leave 50% of their estate to Jason & Jeremy and another 25% to their grandchildren and other family members. -They wish to continue annual giving to their family foundation and ultimately leave 25% of their estate to the foundation at death. -Make sure the company buy/sell agreement accurately reflects the wishes of the family owners in the most tax efficient manner possible. -Eliminate or reduce estate taxes.

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In this presentation we’ll be looking at the problem seen in many large estates - The lack of liquidity to deal with estate equalization and liquidity for areas such as estate taxes and charitable funding. Many of our clients have significant private businesses or extensive real estate holdings that represent a large percentage of the family wealth. There is often a large shortage of liquidity to deal with the division of these illiquid assets among family members as well as pay any estate taxes that may be levied on the estate. Of course if estate taxes do need to be paid there is a limited window when money can be raised and often times this means selling property at a less than opportune time. In this session we will look at various designs for creating liquidity.

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In this 25 minute HNW marketing webinar you will learn: What current trends are driving HNW planning How successful HNW Marketing retooling can bring new opportunities Why Content Marketing is the #1 strategy in the search for top HNW advisors When your existing book of business is your best HNW lead source InKnowVision strives to bring you the most current marketing strategies to stay on top of your HNW prospect and client opportunities. We hope you will join us for this informative live HNW marketing webinar.

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Jerry and Susan Carter are both 63. They own and operate a very profitable manufacturing business in a small town. Jerry and Susan spend about $650,000 a year, giving generously to family ($200,000/yr.) and their favorite charitable causes ($150,000/yr.). Although the business provides significant taxable income of over $5M a year, Jerry and Susan have been re-investing excess cash back into the business to keep it thriving through the latest recession. With assets totaling over $60M, a growing business and an income tax bill surpassing $2M/yr., their estate tax and income tax exposure is quickly increasing. The primary planning goals are to: Provide for the financial security of the surviving spouse. Maintain Carter Manufacturing as a viable company in their hometown after they exit the business.Maintain their customary lifestyle and gifting. This should take approx. $650,000 annually after taxes. Eliminate or reduce estate taxes. Maintain adequate gifting to their children and grandchildren. Their main priority is providing funds for their grandchildren’s educations. Maximize the inheritance they leave to their children and grandchildren. Establish a family foundation for lifetime and future family charitable giving. Learn more at www.inknowvision.com

Carter Family Wealth Goal Achiever - InKnowVision Advanced Estate Planning

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Chris is 68 and Beth is 59. Chris has recently just retired from an executive position in a public company. They have always led a relatively simple and conservative lifestyle and as a result have built up a very significant, and liquid, net worth. As part of Chris’ retirement package, he has an annual pension payment of approximately $360,000 (inflating). The pension alone is enough to cover their annual living expenses of $230,000. As a result, they have a large annual cash flow surplus created by the $400k in annual dividends from their equity portfolios and their tax-exempt income from municipal bond portfolios totaling $1.1M. The primary planning goals were to: Make sure that they have sufficient funds to live on for the rest of their lives (approximately $230,000 after taxes and gifts). Provide for the financial security of the surviving spouse. Create an inheritance for their children which protects them from any potential future creditors and/or predators. Provide a charitable gift at death as long as it doesn’t greatly diminish the amount they pass to their heirs. Eliminate or reduce estate taxes.

Jackson Family Wealth Goal Achiever - InKnowVision Advanced Estate Planning

InKnowVision

James is 64, and a few years ago started up a Consulting Company (Consulting Corp) with his business partner Dave. They have acquired some lucrative contracts over the last couple of years, and after spending frugally his entire life, James is starting to enjoy his newly created wealth. James is divorced and makes alimony payments in the amount of $100,000/yr. on top of his $500,000/yr. in living expenses. Because the wealth and income generated by the company is recent, James has not accumulated much in the way of liquid assets yet, but the company value is significant and future profits look very promising. The primary planning goals are to: Make sure that he has sufficient funds to live on for the rest of his life (approx. $600,000/yr., including alimony, after taxes and gifts). Reduce income taxes. Maximize the inheritance that he leaves to his children and grandchildren. Consider passing his business interests to his children involved in the industry while providing an equal inheritance of non-business interests to those that are uninterested. Assure that he has sufficient liquid assets available at his death to eliminate the forced liquidation of his business assets. Eliminate or reduce estate taxes.

Myer Family Wealth Goal Achiever - InKnowVision Advanced Estate Planning

InKnowVision

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Carter Family Wealth Goal Achiever - InKnowVision Advanced Estate Planning

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