Help clients understand the potential advantages of moving from traditional A-share mutual funds to an optimized fee-based portfolio—while keeping the conversation positive, transparent and focused on their financial goals.
The process behind this guide has been successfully used to transition approximately half a billion dollars in client assets from A-share mutual funds to optimized fee-based accounts. It provides financial advisors with a proven, repeatable framework for identifying appropriate opportunities, communicating the potential benefits and implementing the transition responsibly.
This comprehensive 18-page guide helps advisors analyze the client’s current investments, explain the differences between the two approaches and present an optimized fee-based solution with confidence.
An optimized fee-based portfolio provides the flexibility to select the managers and investment teams believed to be best suited for each investment category and asset class—without being limited to a single mutual-fund family. This broader investment approach may help improve diversification, manage risk, enhance tax efficiency and increase the client’s probability of achieving their financial goals.
A complete advisor conversation framework
Client-friendly language for explaining A-share commissions and ongoing annual fund expenses, including 12b-1 fees and internal operating expenses
A clear comparison of embedded mutual-fund expenses and separately reported fee-based account fees
Guidance for positioning advisor compensation as aligned with the client’s ongoing success
Responses to common client questions and objections
A dedicated non-qualified account and tax-planning section
Guidance for evaluating embedded capital gains before making a transition
Strategies for spreading a transition across multiple tax years when appropriate
A framework for explaining the potential long-term tax-control advantages of an optimized portfolio
Meeting-preparation checklists, documentation standards and implementation steps
A concise 60-second advisor presentation
This is a practical implementation system designed to help advisors identify when a transition may benefit the client, conduct a complete analysis and clearly communicate how an optimized fee-based portfolio could help the client pursue their financial goals in less time and with greater potential for success.
Digital PDF | Immediate Download After Purchase
Purchase includes a license for use by one advisor or within one advisory practice. Redistribution, resale, or sharing outside the purchasing practice is prohibited.
Every recommendation should be based on the client’s individual circumstances, investment objectives, costs, tax considerations and best interests. This guide helps advisors lead that conversation thoroughly, professionally and confidently.
The WayPoint Conversation System™ is a comprehensive advisor implementation guide designed to help financial professionals lead deeper, more productive client conversations—and uncover planning opportunities that might otherwise be missed.
Developed from 27 years of experience in financial planning, investments, and insurance, the system brings together insights gathered from hundreds of highly accomplished advisors who built successful, multimillion-dollar practices.
Inside, you’ll find more than 2,000 carefully organized questions across 28 essential Client Conversation Guides™.
Each guide provides a practical, repeatable framework for preparing for and conducting conversations involving:
Financial planning discovery
Retirement planning and retirement transition
Investment and tax planning
Estate and legacy planning
Business-owner planning and succession
Family meetings and generational wealth
Charitable giving and special-needs planning
Income protection and employee benefits
Client referrals and fee conversations
And much more
The WayPoint Conversation System™ helps advisors understand:
What to ask
Why the question matters
Which follow-up questions to consider
How to move the conversation toward meaningful action
Whether you are preparing for a first meeting, an annual review, a retirement discussion, or a complex family conversation, you’ll have a clear framework to guide the meeting confidently and purposefully.
The WayPoint Conversation System™ can help you:
Prepare for meetings more efficiently
Ask better, more purposeful questions
Identify overlooked planning needs
Demonstrate greater value to clients
Deliver a more consistent client experience
Strengthen relationships with clients and their families
Turn planning conversations into appropriate implementation and revenue opportunities
One well-timed question can uncover an important client need—and potentially create tens of thousands of dollars in new revenue for an advisor’s practice.
Now imagine what having more than 2,000 thoughtfully developed questions available could add to your practice—and to the success of the clients and families you serve.
If you have a client meeting tomorrow morning, the WayPoint Conversation System™ helps ensure you will know the best questions to ask.
Digital PDF | Immediate Download After Purchase
Purchase includes a license for use by one advisor or within one advisory practice. Redistribution, resale, or sharing outside the purchasing practice is prohibited.
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