Latest / The Perfect RIA / Masterclass Sneak Peek Part 2: Prospect Process and Client Onboarding [Episode 254]

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Masterclass Sneak Peek Part 2: Prospect Process and Client Onboarding [Episode 254] · The Perfect RIA

0:49
Hi TPR nation Amber here from your follow up Fridays. Today's
0:52
episode is a snippet of one of our upcoming master classes that
0:55
we'll be releasing on the prospect process. So enjoy this
0:58
sneak peek and make sure that you email lifestyle of a perfect
1:01
ira.com so you don't miss out on this masterclass release.
1:05
Today's podcast is brought to you by TPR live that's right The
1:08
Perfect RIA Micah and myself will be joining you live and in
1:11
person in Phoenix, Arizona on September 25, where we will be
1:15
helping you with all things related to fees, how much to
1:19
charge your clients how to adjust your fees, how to explain
1:22
fees to your prospects, and of course the extreme
1:24
accountability around how to make that actually happen. So go
1:28
to theperfectria.com forward slash live to get signed up and
1:33
get all those important details. All right back to the show.
1:36
Micah: Welcome to another episode of The Perfect Rei
1:38
podcast goes Micah Shilanski and with me as usual, the legendary
1:42
Matthew Jarvis what's going on bud?
1:44
Matt: Micah I just live in the dream one day at a time I know
1:47
you and I are getting ready for another Invictus mastermind we
1:50
are preparing for TPR live in the fall we're just having a lot
1:53
of fun here really bring into advisors what works which is of
1:57
course our our passion. That's literally why we started all
1:59
this accident like I had someone asked me the other day. Why did
2:02
y'all start the podcast? And we've told this story before but
2:05
I'll tell again, we wanted people to avoid the mistakes
2:08
that we've made. And we wanted one of those mistakes was
2:10
listening to the wrong people. So glad to be here again.
2:13
Micah: Yeah, very much. So we want to do a special episode
2:16
today. We're gonna give you guys a snippet of a masterclass that
2:19
is released that's going through the prospect and client
2:23
onboarding process now we've done this a little before, give
2:25
it another a little bit snippet, which was great. We have some
2:27
good positive feedback on that one. So we wanted to give a
2:30
another snippet and this is going to be going through the
2:31
Client Onboarding, right. There's kind of seven parts
2:34
inside of this masterclass that we have that's going from when a
2:37
prospect first contact you or Centers of Influence etc, all
2:41
the way down into Client Onboarding. Now we're on the
2:43
Client Onboarding step. So Jarvis, you're ready to jump
2:46
into this?
2:47
Matt: Yeah, let's jump into the set. All of these steps are key
2:50
in success, right?
2:51
Micah: This is again, we say this is baking. This is not
2:54
cooking, right? So you got to do certain steps and certain orders
2:57
in order to get the results that you want it kind of funny.
3:00
Jarvis have always gotten to this sourdough bread cooking
3:03
back yet last night, and she didn't have enough time. So she
3:06
skipped a few steps. And they both didn't come out the way the
3:09
other loaves did in the past, right, you know, and she was
3:12
like, Alright, now I know what happens now. She knew by
3:15
skipping steps, it would have a different results, but we didn't
3:19
quite know what that result was going to be. So in your
3:22
practice, I want you to think about this. Do I want to sit
3:25
down with a prospect and have a great client prospect and
3:28
onboarding process, met with it and have something I don't know
3:31
how it's going to turn out. That's the choice you get to
3:34
make right now. Now, we would prefer that you follow the
3:37
process in a certain way in order to deliver success to your
3:40
clients, to yourself to your team, etc. But remember, this is
3:43
a lot closer to baking than it is to cooking.
3:45
Matt: Yeah, Micah let's keep in mind the stakes. I'm not talking
3:47
about a loaf of bread for dinner which is no disrespect to a loaf
3:51
of bread and dinner. We're talking about someone's
3:53
financial future. Not just your financial future, their
3:56
financial future, but we're talking about this client, this
3:59
prospect who is now become a client, they have hired you
4:02
because in their heart of hearts, they believe that you
4:05
are best suited to get them to their financial goals and if
4:08
your ad libbing if you're winging it, like I guess we'll
4:10
see how this goes. I can skip a few steps here there, right?
4:13
You're doing a massive disservice to this person,
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right? Just as a terrible disservice. So, when we think
4:19
about you know what, I don't really want to send out loom
4:22
video or I don't want to take that extra step. I don't want to
4:25
plant that seed. You're doing that not just at your own
4:28
detriment, but to the detriment to their financial future. So
4:31
heavy stakes here Micah.
4:32
Micah: Amen. Amen to that. So Jarvis, in our previous videos,
4:35
yeah, we were talking about how do you meet with clients, when
4:38
you talk to prospects? What deliverables Do you get what
4:40
delivers? Do you not give and it's important to have these
4:43
distinctions that's going to be there. And we ended with a
4:46
client saying yes, the prospect saying yes becoming a client.
4:48
And now we're moving into the onboarding. Now, your nice
4:51
processes are really, really late nuances and differences.
4:54
But I would say that biggest difference is the client
4:56
onboarding experience. It's going to be different for our
4:59
office than it is for yours. So why don't you walk through your
5:02
office real fast? What is your Client Onboarding look like?
5:05
Then we'll go through mine.
5:06
Matt: Yeah, that's for sure. That that in some of that really
5:08
came down to the nuances in different niches and really
5:11
getting your prospect process should evolve based on what your
5:14
prospects are facing, right? So I always joke that the clients
5:17
that I like my ideal prospect is someone who wants to retire
5:20
tomorrow. The $3 million in their 401k they've ever worked
5:22
with an advisor and they just want someone to take it with
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that demographic with that niche. Then you can very quickly
5:28
do rollovers and you can do everything from there because of
5:31
this trigger event. So in our onboarding process, my goal is
5:32
So Jarvis a couple of questions on this one that you had
5:34
that the client rotation the normal surgery rotation as
5:36
quickly as I can, and so we'll do an onboarding meeting to do
5:39
paperwork to answer questions, I will initiate all the transfers,
5:42
that ideally happens within about two weeks of when they
5:45
agreed to become a it's gonna depend on my travel schedule.
5:46
mentioned that you you transfer assets right away and you
5:48
But that's typically when we do that. We initiate all the
5:51
transfers there. Within about four weeks we've gotten as many
5:54
transfers are gonna move quickly. There's always some
5:56
stragglers that's when we'll meet to do an investment policy
5:59
statement will meet for the first time we've discussed
6:02
investments in any detail is once the money has moved over, I
6:05
haven't looked at their funds. We haven't talked about
6:07
Morningstar radius other than we ever would, so then we get the
6:10
recommendations. And then the second half of that meeting,
6:13
work down the one page financial plan list. So for about the
6:16
first year, I want to meet with him every calendar quarter,
6:19
until we can drop them into the semi rotation. Each week. We're
6:22
going to pull up whatever the value add was for that quarter
6:25
to make sure that they're on track with all the other clients
6:28
and it will go down the list of the items on the one page
6:30
financial plan. Within about a year... We've gotten everything
6:33
taken care of on the one page financial plan and we've dropped
6:36
them into the normal classroom. And that seems to work really
6:39
well and it gets them into the process.
6:44
haven't really looked at their funds and I know you kind of
6:49
have right but you're not doing that as detailed analysis. How
6:52
do you comply with some of the potential compliance regulations
6:54
that day with the SEC right, so you're not exactly under the BD
6:59
side of it, but let's say that you were with a BD or back when
7:01
you were and they had these requirements. You got to review
7:03
the funds and give the disclosure out before you're
7:05
making a transfer of a 401 K over to an IRA. How do you
7:09
handle that in this process?
7:10
It's better than one Ks, we need to be targeted the DOL rules.
7:14
We're still going through a client of our disclosures that
7:17
our attorneys have signed off on saying hey, here's what you're
7:19
paying here. Here's what you're getting here here when paid with
7:22
us, but we do it in very round numbers, which our trainees have
7:25
signed off on. And we just let them know that it's very clearly
7:28
our disclosure. You are going to be paying more to work with our
7:31
team than you're paying right now. We're like hey, squinted
7:35
the numbers on a Tuesday. No, you'd be paying more probably
7:38
dramatically more but you're getting all these things. Great
7:41
new. Value is not an excessive fee. We could part ways this
7:45
friend you could always find a new 401k plan, I guess.
7:49
Micah: Yeah. And I really wanted to point that out, right?
7:51
Because some people will say, hey, they're getting clients
7:52
issues. Hey, we've seen compliance things, right. It
7:54
might be different, but it's the same things that we're dealing
7:57
with. And we're able to work with these and Jarvis I love
8:00
what you did right there is just saying, yes, you're going to be
8:02
paying dramatically more. Here's a range of what your 401k is fee
8:06
is going to be an RS is going to be some X Factor, you know,
8:10
several times larger than that more than likely in this is the
8:12
services that you're getting. So it's important to have that
8:15
don't shy away from that one.
8:16
Matt: Yeah, and we could do a whole old side rant on this.
8:19
It's important also to know what the compliance rule is and what
8:22
it's not like know where the regulation is. Let's say you
8:24
have to do a Morningstar report on every fund before that.
8:26
That's not in the regulation.
8:27
Micah: He starts working on.
8:28
Matt: It's not they're trying to get there, right. It says hey,
8:31
you need to disclose fees, which we're huge advocates of you need
8:34
to make sure the client understands the pros and the
8:36
cons, which we're huge advocates of that's the entire prospect
8:38
process, right. And then my own thing, which is not in
8:41
regulations is I want to make sure that that's in writing and
8:44
an email so that we're covered on all the bases so that when
8:47
not if we're audited again, we can say that not only do we do
8:49
the disclosures, we also emailed them we also send it in a letter
8:52
etc.
8:53
Micah: Here's the client sign off on it. Here's where we go
8:55
through it. Yeah, man, all of those great things. Okay. And
8:58
then you had made another comment. About you want to get
9:00
them everything done in the first year. Right. And so then
9:03
they're kind of on a normal routine. What does that mean?
9:07
Matt: So if we look at a one page financial plan, of course
9:08
my team and I did an entire masterclass on that I that first
9:12
year there's gonna be major things that that are time
9:14
sensitive, like don't have estate documents right or don't
9:17
have life insurance plays or the beneficiaries are all messed up,
9:20
right? There's things that are critical that need to happen
9:22
right away cash flow, reallocating their portfolio,
9:25
these are all things that we can typically get knocked out within
9:27
the first year if they have deeper things, a special needs
9:31
child, complex estate planning issues. Those are things where
9:33
again, the first iteration in place and then as it comes up in
9:37
the normal search rotation, let's up the ante on it each
9:39
time. I'm a real fan of doing things one layer at a time
9:42
because like you and I've talked about this, if I go to layer
9:45
five, what tends to happen is nothing. Nothing happens. Let's
9:48
get a will. How will we start with a will? And then let's go
9:51
to trust provisions and let's talk about these other things.
9:53
Micah: Yeah, I like it. So so what I heard you say just
9:55
rephrase it differently. One Page Plan, you're saying, Hey,
9:57
what are the critical items that need to get dressed a little bit
9:59
sooner? And equally important to that? What are things we can
10:03
make progress on? Yes. So you got to be making progress,
10:06
especially with that first year as a client showing them that
10:08
they're doing things showing, you know what they're getting
10:10
for these even small things, small things matter, updating
10:13
beneficiaries, right.
10:15
You may think it's not that big of a deal. Well, if they die,
10:17
it's a heck of a big deal. Right?
10:18
Matt: Yeah. So there's we're meeting throughout that first
10:20
year. We're pulling up the one page financial plan each time
10:23
and we're drawing lines through things that we've taken care of
10:25
right graders we're taking care of this, Mr. Miskell actually,
10:28
this every single year, right strategic Roth conversions every
10:31
single year, we're going to do this beneficial every single
10:34
year we're going to do this so to balance other like YouTube
10:37
posts in the past video of knocking things off the list,
10:40
but also seeing that this is an ongoing process like financial
10:43
planning has never done you don't ever arrive at financial
10:46
planning.
10:48
Micah: Okay, so you get through that first year, you get those
10:49
things kind of tended to and then you start rolling into the
10:53
normal search cycle. And that didn't mean that as a negative,
10:55
right, that you're hyper intentional to deliver value to
10:58
clients, but you want to get them caught up to be with the
11:01
other clients.
11:02
Matt: Yeah, that's really the key. I'm trying to get them
11:03
caught up with everyone else as quickly as I can. That way
11:05
again, our office can see streamlines this quarter. We're
11:08
working on Roth conversions this quarter working on 1099 letters
11:11
for everyone. Again, first year, there's gonna be some extra
11:14
things we're gonna need to do for those new clients. But
11:16
otherwise, we dropped into the rotation
11:17
You know Jarvis, just as one of the things that I said I do, I
11:19
know you do as well and clients says, hey, we have a normal
11:22
cycle to review things and so when you're going to drop you
11:24
back in, we might have just finished your estate planning,
11:27
but it might be time for all of our clients and estate planning
11:30
review. So we might bring it up again, that doesn't mean the
11:32
work you did is bad, but you're paying us to dot the I's and
11:36
cross the T's and I'm not going to make an exception not to look
11:39
at your things. Again. If it's time to look at it. We're going
11:41
to look at every one and make sure you're tended to is that
11:43
going to be okay with you?
11:44
Yeah, that's an important thing to point out because that's
11:46
Murphy's Law, right? Whatever you're working on, that's gonna
11:49
immediately be the next step and the client rotation would make
11:51
it one of the things speaking of setting expectations, and I'd
11:53
really love to transition in your process is when we're
11:57
having the investment meetings, I always let the clients know
12:00
always always always Mr. Mrs. Client Murphy's Law of investing
12:03
is as soon as we make this transfer, the markets will go
12:06
down and it could even go down dramatically. And it's gonna
12:09
seem like I made a big mistake, but really the timing of when
12:11
the markets went down, and that's ok because we're going to
12:14
have this setup to weather the storm we talked about the war,
12:17
chest etc. And What's brilliant about this and I learned this
12:19
only through terrible trial and error is if the markets don't go
12:23
down. No one remembers that if the markets do go down, which
12:26
again is Murphy's Law. The client says Oh, Matthew You
12:29
know, just like you told me the markets went down. It's like the
12:32
only time clients are excited the markets without like, oh,
12:34
you told us that would happen
12:37
Micah: With that, so
12:38
Matt: That's solid right now he's telling me the two things
12:40
is the day you transfer the money right and the day you
12:42
retire the day or entire things are gonna go down. Like anything
12:46
else you want to add to your process before we change over?
12:48
No, just that you've got to approach us with the whitest of
12:51
white gloves like you really got to there is no concern that's
12:54
too small. All emails are responded to with phone calls.
12:58
There's none of this Hey, the clients gonna figure this out.
13:00
It is their first time their entire life savings is in
13:02
motion.
13:03
And not just the transfers themselves. And not just the big
13:06
deal. They're already hesitant when they make a big decision.
13:10
Everyone has cold feet. Everyone has buyer's remorse to some
13:12
extent. And I need to do everything I possibly can to
13:15
resolve that.
13:16
Micah: Yeah, the first year is really set your referral program
13:18
in place as well. So there's good reasons for that as well.
13:21
Alright, transition a little to my process. So a little bit more
13:23
in depth. Same concept, though, right is we have a system to get
13:28
clients ready to be on our normal client rotation. That's
13:31
what we're going for. If we go a little bit more in depth in
13:34
these this is what I would say Jarvis feel free to push back I
13:37
would say the number one thing that gets missed saw is remember
13:40
to think that clients in the first couple of meetings it's
13:43
important we also send out a new client welcome gift to clients.
13:47
Now if you can send out a welcome gift, I like to send it
13:49
to their work if they're still working. So everybody gets the
13:52
this welcome gift that they got. We have a great bakery up here
13:55
in Alaska, Alaska cupcake factory and we have sent out
13:57
cupcakes to them. It goes over smashingly! So pick something
14:01
that you can send out, send it out to their works and under the
14:04
home if you need to, but thank them when they're coming in. For
14:06
that next meeting and you're going through your how things
14:08
are set up. Remember to thank them right so you this is a big
14:11
transition for you and I totally understand that and we're going
14:14
to be here with you to make sure that you're taking care of. So
14:17
recognizing that they might have some concerns. Another thing
14:21
that I like to go into we start breaking out of already planted
14:23
the seeds we have our five areas of financial planning, right
14:25
estate planning, risk management, retirement income
14:27
investments, and taxes those above. And I like to now start
14:31
distinguishing between Hey, this was before you were a client and
14:34
now you are a client these meetings are going to be
14:36
different. And so as I get into this meeting, ever want to ask
14:39
about any questions or concerns they have. That's always the
14:42
same format. Then I go into setting the stage about why this
14:46
meeting is different than our previous ones. A and our
14:48
previous ones. Our meeting was a bit of a scatterplot. We talked
14:50
about a lot of different things. As you know, the most important
14:53
part about a financial plan is that getting a plan but
14:56
implementing that plan. And so what we're going to do is be
14:59
laser focused in these meetings. It is my job to make sure
15:03
bringing up just one area of financial planning to make
15:06
progress on that Mr. Mrs. Client, it's your job to make
15:09
sure bring it up any other questions or concerns you have
15:11
about estate planning or not or whatever we're talking about are
15:13
not please bring those up so we can make sure that they're
15:16
addressed. Sometimes it's like hey, is that in a couple of
15:18
months? Is it okay? If we wait, and sometimes it's such a
15:20
priority? We have to address it now. But there's never any
15:23
question too small. We want to know what these are. Is that
15:25
going to be okay? So I'm always setting that for the first two
15:29
meetings reiterating that that framework, I don't really need
15:31
that third meeting. So the first meeting is estate planning. Now
15:34
one of the things I've already done I let them know in the
15:36
previous meeting about this right when they onboard, that we
15:39
were going to send them out a boilerplate letter about estate
15:42
planning. I don't care if you have already done it, I don't
15:44
care if they haven't done it. Everybody gets a boilerplate
15:46
letter and we tell them that and we kind of review that right
15:49
what's a will what's a healthcare directive? What's the
15:51
durable power of attorney what's a trust so that they can come
15:53
with a little bit more education?
15:55
Matt: Micah what do you what do you do for clients that had just
15:58
done their estate documents right? Or just like, hey, my
16:01
attorney takes care of that one. How do you deal with those
16:03
situations?
16:04
Micah: You know, I love those questions. It's one of the
16:06
things let's say it's the the first one which is Micah I just
16:09
said that. Oh, that is fantastic. Jarvis you work with
16:12
ABC attorney. They do a great job. We do a lot of work with
16:15
them. You know, one of the things that attorney does really
16:17
good as drafting the documents, and they're really good, like
16:21
some funding, but sometimes we see some other funding and
16:24
financial assets get missed, and you're paying us to make sure
16:27
the I's are dotted and T's are crossed. I'd love to spend just
16:30
a little bit talking about it. And if it's only a 10 minute
16:32
conversation, and that attorney did absolute everything perfect,
16:34
great. We can check off our box and we can move right along. But
16:38
I hate not to look at it just might be something missing. Is
16:42
it okay if we spent 10 minutes in chat about this?
16:44
Yeah,
16:44
Matt: Yeah, I think that's spot on. I think we as advisors, we
16:46
have to remember that you know, clients have a busy life. You
16:49
know, we think about all this financial aspects, they think
16:51
about 1000 other things right, right. And so it's easy to
16:54
compartmentalize, oh, my attorney care, the state
16:57
documents that's in that box, that box is checked, that's
16:59
done, I can move on to everything else, my grocery
17:01
list, whatever else and so it does help to articulate to
17:04
clients Hey,
17:05
my job is to look into all of these boxes, right? We're going
17:08
to use the attorney same for taxes, getting for insurance,
17:11
same for investing it My job is to also look into here to make
17:14
sure that nothing got missed.
17:15
Micah: That's it now if they're just in the process of it, I'm
17:17
using filler the same way hey, my attorney takes care of it.
17:19
Yeah, attorneys do a great job and in fact, I am not an
17:19
Matt: Yeah, no, we've done entire classes mica honest
17:22
attorney. I cannot draft any of these documents. But let's talk
17:25
about where these kind of intersect. It's my job to help
17:28
make sure your beneficiaries are up to date. Well sometimes Mr.
17:31
Guy now I know it's not you. So forgiveness is probably a bad
17:33
example for you. Sometimes I find with some clients is their
17:36
estate planning says one thing, but their beneficiaries say
17:39
something completely different. And I know it's not you, but I'd
17:43
still like to check it just to make sure because I want to make
17:46
sure that every dime of your money goes to who you want it to
17:49
go to. Is that okay? If we chatted about this for just a
17:51
little bit.
17:55
staples. You did an entire masterclass on staple and
17:57
there's so there's a lot of nuances when you're doing the
17:59
state plan. There's a lot of landmines in there. There's a
18:02
lot of things where you got to draw it out on a piece of paper.
18:05
There's family dynamics, like this is not something to go into
18:08
place against. They want to make sure you're reversed on estate
18:12
planning before you go deep into it.
18:14
Micah: Amen. So a couple of things. I want to move on to the
18:16
next one too. Right. I want to come with a net worth statement
18:19
and if I haven't beneficiary report those are really handy to
18:22
show him that many of them may not be deliverables to the
18:24
client but they're very helpful for me to see what's going to be
18:27
there and then I'm not getting into documents we talked about
18:30
this and estate planning masterclass great reminder on
18:32
that Jarvis, but I want to know from them, God forbid if
18:36
something happens to one of you. What do we want to see take
18:38
place? Yeah, God forbid when something happens to both of
18:40
you. What do you want to see take place? And that's the only
18:43
question that I asked. And then I get the feedback from them.
18:46
Now I've already read the documents. And so now I'm trying
18:49
to match up the stories. That's my job, right? They're telling
18:53
me AB and what's in the stiffeners. Okay, great. I just
18:55
love to hear it in your words. Right? And they tell me what it
18:58
is. And it's my job to read that say, oh, it matches or oh, it
19:01
doesn't match. Now we need to have a separate conversation.
19:04
Matt: Yeah, yeah. It's a critical thing to go through
19:06
because no one's ever gone through that with them. Right.
19:08
The attorneys never done that. Maybe we want attorney somewhere
19:11
in the universe is doing that. Not they don't know what it says
19:13
they've not looked through it closely. Half the time the
19:15
documents are wrong they have wrong people's names and other
19:17
misspelled whatever the case may be. And so yeah, Mike I love
19:20
that he what what is it that you want to happen? And that
19:23
discussion is coming long before we're talking about estate taxes
19:26
are paid or, or testamentary trusts like what is it that
19:29
you'd like to have happened to? It's a key that discussion.
19:32
Micah: The endpoint of that not in that meeting, but at a future
19:34
one, I created an estate planning flowchart, which is a
19:37
one pager that says when they die, where does all of their
19:39
money go? And that is really big. I do try to bring the
19:43
attorney in with that one as well to get them to sign off on
19:45
it, but pretty much trying to sum up all of their state
19:47
planning documents on a one pager.
19:49
Matt: Micah, in this estate planning, media awareness,
19:51
discussions of estate planning, are you trying to get a hold of
19:53
the beneficiaries or the contingent trustees does that
19:57
come in? Because again, when we're talking about referrals
19:59
onboarding process, sometimes we'll read people say, hey,
20:01
this, what you should do is you should try to get all the
20:03
beneficiaries as clients, or whatever the case would be. I'm
20:06
just curious how you handle that.
20:07
Micah: No, no, we make sure we have good contact information on
20:09
the beneficiaries, right in case we need to reach out and help
20:11
with that process. But no, I'm not reaching out. I'm not
20:14
introducing myself. We're not trying to bring them on as
20:16
clients. None of that this is just about are the clients
20:19
wishes going to be fulfilled by their documents when they pass
20:21
away?
20:22
Matt: Yeah, and I know that some people tried to do that. And I
20:25
would just put a lot of caution there. Because as soon as the
20:28
client thinks that you're using this to somehow farm them for
20:31
names or selling something, the whole thing shuts down.
20:33
So you need to be very, very careful. Anytime you're trying
20:36
to solicit referrals, you have to be very careful because it
20:39
quickly turns into an adversarial relationship which
20:41
is not ever what we want in the way I get most contact with
20:44
them.
20:44
Micah: Jarvis I say, one of the things that a lot of our clients
20:47
like to do is they make sure their kids or their spouse or
20:50
whoever has our contact information because we have
20:53
copies of all of these documents. We talked about pros
20:55
and cons of why we should have copies the and how we've helped
20:57
clients. Right? And you know, we're kind of the second phone
21:00
call that happens and then we started the ball rolling now if
21:03
your kids don't want that they want to handle it themselves are
21:05
more than welcome to We Don't get in the way. But you're going
21:08
to be a client for a very long time and we want to make sure
21:10
that you're taking care of it even after you pass away.
21:12
Unknown: Hi TVR listeners. We hope that you enjoy this sneak
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peek of our upcoming masterclass on the prospect process. Be sure
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to email us at lifestyle at a perfect diary.com to be updated
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on our masterclass releases.
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