BGM Internet Resources

BGM INTERNET RESOURCES This document is designed to help you fully utilize the Bill Good Marketing® website. Print it and use it as a guide when you visit the various areas it discusses.

►System Users Home Page◄ Your BGM website tour starts here. The Home Page features a frequently updated Items of Interest section, Marketing Support and Software Support links, a special box with More Links that are frequently accessed and a variety of menu options to take you directly to important destinations. We also typically add a “Quick Vote” survey to see where you’re at with implementation. Let’s review the top menu bar from left to right.

► Letters Library ®◄ The Letters Library should probably be renamed the “Communications Library.” In it, we have archived over 3,000 letters, 200 articles, and a small but growing library of scripts. For a short period of time, letters can be found in two forms: Simply Sync with the Library from your PC if you have internet access and filename.one. For instructions on how to install each type, use the “How to Install a Letter” link in the Frequently Asked Questions section at the bottom of the page. Letter of the Week This is the letter featured most recently in the weekly Electronic Gorilla® newsletter. Monthly Drip Strategy This area features a series of letters that can be used for a given month’s drip mailings. Re-Issued Cayton Articles This section features articles from renowned financial advisor Wendell Cayton. These articles can be used to maintain your identity as an “expert financial advisor.” Licensed Gorillas have copyright permission to modify these articles or even use them as ghostwritten pieces. Note: To get the usage permission letters for the Cayton pieces, use the “Search the Library” link and type in “permission to use.” The Wilson Campaign Every month, We craft a “no key” letter in the classic Dick Wilson tradition. These letters should go to your Connections—people you know and would like to do business with but might feel socially awkward soliciting directly. Typically we also have an alternate letter in case the first one isn’t consistent with your style. They get great responses! There will also always be a New York Version of the Wilson letters— these are versions that eliminate the “no key” while focusing more on educational materials. Classic Handholding Letters This section features five of the best handholding letters we offer. Whenever market volatility has your clients calling you for comfort, send out several of these letters, one every week to ten days. Calls will lessen greatly. Frequently Asked Questions About Letters Two different documents explain how to use the Library and how to install different types of letters. Scripts The key scripts here are “Cold Calling-Script Development Form” and “Script-First Call Options.” If you need to do a “Cherries and Pits” cold calling campaign, start here. (Most scripts are included with the various campaigns in the System. These are “extras,” and there are a lot of them to choose from!) Pre-Retirement Drip This campaign sends retirement information to your clients and prospects approaching retirement. By providing information that interests them, you solidify your relationship with them. By answering the questions they’re asking, you position yourself as a retirement planning expert.

© 2014 Bill Good Marketing, Inc. Reproduction, adaptation or translation without prior written permission is prohibited, except as allowed under copyright law. Gorilla and Gorilla Marketing are ® trademarks of Bill Good Marketing, Inc. 1 Periodic Review The Portfolio Review Letters Book contains 15 ways to invite your clients for a periodic review. Seminar Invitation Strategy A complete list of Seminar Invitations, and explanation of how and when to use the various examples of each. Birthday and Etiquette Letters A complete importable file copy of all birthday letters, graphics, no graphics, and WFA approved versions. A printable copy of the Etiquette Messages—it is highly recommended that all team members have a printed copy of the 274 page Etiquette Messages Book Browse the Library (link at top of page) If you want to see different categories of letters, you will want to use this link. When you visit this page, one item may not be immediately obvious—letter formats. A letter format is a “fill-in-the-blanks” letter. If we don’t have (or you can’t find) what you are looking for, you can choose one of these formats as a template for writing your own letter. (WARNING: This page has been optimized for use with Internet Explorer. If you use Netscape or another browser, you won’t even see the categories.) Search the Library (link at top of page) Use this link for simple word searches. You can search by type of communication—letters, articles, attachments—or check them all out. You can also specify that your search only be directed to a set of firm- approved letters. (By the way, a “BGM Approved” letter means absolutely nothing in terms of compliance approval. It just means we like the letter.) Browse the Library (link at top of page) If you want to see different categories of letters, you will want to use this link. When you visit this page, one item may not be immediately obvious—letter formats. A letter format is a “fill-in-the-blanks” letter. If we don’t have (or you can’t find) what you are looking for, you can choose one of these formats as a template for writing your own letter.

► BGM University ®◄ BGM University is where all staff members come for full training on the System. At the University, you work at your own pace with multiple styles of learning technology: Online Seminars (tutorials) teach the theory. Test Center drill you on specific things you just have to know, this is where you’re going to earn your certification levels: Associates, Bachelors, Masters respectively. Archived Conference Calls walk you through strategic parts of the program so you can learn to operate it, chew gum, and talk at the same time. This area is an ongoing archive with the inaugural broadcast with Ira Walker having been recorded in October of 2001. We believe Advisors and SAs should be Masters Certified. SVs should at least have an Associates Degree (or Masters if supervising the CO). The CO should achieve PhD certification so everyone can sleep well at night knowing data has been entered correctly, is safeguarded and can be retrieved quickly.

►Marketing◄ The marketing area of the System Users Home Page includes direct links to many marketing related areas of the website—this document will discuss each one of these areas below. As you can see there are links to Chatrooms, Documents, and Campaigns to name a few.

© 2014 Bill Good Marketing, Inc. Reproduction, adaptation or translation without prior written permission is prohibited, except as allowed under copyright law. Gorilla and Gorilla Marketing are ® trademarks of Bill Good Marketing, Inc. 2 ►Marketing Chat Room◄ The Marketing Chat Room is a convenient location to get all of your basic marketing related questions answered. The chat room is designed to provide quick answers to questions that you might have related to locations of resources, answers to campaign processing questions, and general marketing “How to” type of questions. ►Document Library◄ The Document Library contains a wealth of information. Whether you need help designing a client educational seminar or hiring a Sales Assistant, it’s an excellent idea to start here. And if you lose any of your manuals, you can download them here as well. You can explore the detailed folder views or just search for whatever you need! ►e-Gorilla◄ This area of the website includes all of Bill’s weekly email column for Gorillas. The articles contain useful information that may not be discussed anywhere else in the System. The featured information usually pertains to current events, hot topics, and very often answers your questions before you ask. You can search over 800 issues for answers to marketing questions, System advice and the latest developments in the industry. ►110% Gorilla Training◄ Over the years we have added many, many tools to the Gorilla CRM® System. What I promised in 1986— double production or work half as much—is reality for thousands of financial advisors. Let’s keep it that way. There are no system failures, only failures to implement the system. This page, formerly known as “Year-of-the-Re-Gorilla,” will be devoted to assembling all the resources necessary for you and your team to implement the system, and grow your business. The page is really more than training, including best practice documents like Data Purity, Event Marketing, Staging the Office and MUCH more! ► Campaign Center◄ When you click this link and select your Gorilla version (likely 4.x), your first stop should be “Summary of Gorilla Campaigns.” This document describes each campaign in detail so you know what campaigns are available and how they can help you. Most campaigns also have an “Overview Seminar” designed to give the Advisor enough information to decide whether to run them. Once the “go decision” is made, you can download the Campaign Order, fill it out, and, when instructed, hand it off to the CO. If you then insist that everyone follow the steps as issued by the campaign engine, you have a working campaign.

© 2014 Bill Good Marketing, Inc. Reproduction, adaptation or translation without prior written permission is prohibited, except as allowed under copyright law. Gorilla and Gorilla Marketing are ® trademarks of Bill Good Marketing, Inc. 3 ►Team Building◄ The Team building link is a “one stop shop” for nearly all of the resources on our website. As you can imagine there are a lot of materials. This option from the Marketing menu will allow to access The Employee Handbook, Remote Computer Operator (RCO) materials, the CO Daily Task Checklist, Sales Assistant Hiring Page, and information about our Mastering Relationship Management and Prospecting Mastery Courses. ►Sales Proposal Resources◄ The documents on this page are designed to help you produce a winning sales proposal. I have listed them in numerical order. Download, and read them in this order. Objective: Be able to produce a winning sales proposal very quickly by building a sales proposal template, one client at a time.

►DNC Resource Center◄ The Do Not Call Resources page is a collection of all of the information we have archived over the years related to Do Not Call legislation. Nine E-Gorilla articles, BGM Radio Broadcast, Online courses—and a link page for the FTC, FCC, and the DNC Registry. This is arguably the best Do Not Call resource page on the web. ►White Papers◄ The White Papers page is our comprehensive collection of White Papers. Topics include Executive Summaries, Business Planning, Seminar Success Zone, Hardware Spec Sheets, Transitioning your Business to Fees—and growing. ►Bill’s Bookmarks◄ Periodically Bill comes across some dynamite productivity tools that enhance your goals to increase production, or work half as much. We’ve introduced many of you to Copytalk®, Laser App®, etc. Since this is an ongoing quest for Bill and the entire BGM team, this area is evolving constantly. Great place for you to visit for idea and programs that you might want to incorporate into your practice. ►Recommended Sites◄ This is our Link Page—we have links to other organizations that we recommend for advisors.

►Software◄ The Software area of the System Users Home Page includes direct links to many software related areas of the website.

My files is a secure, encrypted area of our website that allows us to exchange documents and files with you and your team in a safeguarded area.

►Software Chat Room◄ Software Support Chat Room Unless you are having real trouble, your first two steps in resolving any software issues should be the Knowledgebase and then our Software Support Chat Room. The Chat Room is designed for quick “How do I ______” types of questions. If you ask a question we have solved in the Knowledgebase, your chat room moderator may “push a link” to you. By clicking it, you will be taken straight to the article you need. The Chat Room is available Monday–Thursday from 10:00 AM to 6:00 PM, Friday from 10:00 AM to 4:00 PM—ALL time are Eastern time zone (EST).

►Knowledgebase◄ Most of you will be using the 4.x version although there are links for previous versions of the program. If you have software questions, this should be your second stop (after trying Help on the website or your own System). We’ve created several hundred articles designed to answer your questions quickly 24/7.

►Help◄ The online Help area of the website is a compilation of all of the help that you can also access from your program. It is compiled into the versions of the program, since most of you are using the newest version of Gorilla, you will likely be selecting the 4.x option from the first screen. This will take you into a fully searchable area for identifying your issue. This ensures that you always have access to the 4.300+ help screens if you have an internet connection. ►Software Updates ◄ Most new System updates and releases will be posted here. You will always be notified in the e-Gorilla (and sometimes by fax) when a new release has been posted. In some situations, you may be directed to this area by someone in Software Support. The BGM website includes Software Updates pages, with links to updates and additions not limited to messages and other documents. Software Updates typically include: Reports, Speedbuttons®, Worksheets, System Updates, and Database Maintenance or special instructions.

►Speedbuttons◄ The Speedbutton link takes you to a complete downloadable list of Speedbuttons that have been updated over the years. You’re going to want to verify that your system is up to date, and that you have all of the Speedbuttons that you’ll need to fully operate your Bill Good Marketing System®.

►Custom Reports◄ Special reports created to allow you unique views of your database, many times these are created as a result of a request from existing system users. For a complete course on reports see the Reports Strategy School from 2013. ►FAQs Frequently Asked Questions◄ Frequently asked questions is a location you can go to get answers for login procedures, password management, issues with radio broadcasts working, etc.

►Events Calendar◄ The Events Calendar is a list of all of the events that are scheduled for the near future. There are a couple of different views—Calendar view, and List view respectively. Calendar view is the default, and allows you to see what coming up in a week at a glance fashion. All times are Mountain Standard Time (MST). However, we have included a current time clock for five time zones so you can adjust. List view gives you archived, and current events. ►BGM Internet Radio and Audio Library◄ BGM Internet Radio and the Audio Library will take you to the same location. BGM Radio is used when we need to talk to a lot of people. Since it is tied in with a chatroom, it is very interactive. Once a month on a Friday afternoon, we hold a Strategy School session in which we feature guests who will stretch your thinking and give you some great tips and tactics for building your business. Click the BGM Radio Schedule link for upcoming broadcasts.