Hi, everyone, and thanks for joining us today. We're here in our second part of the series of our Risk Intelligence overview, focusing on how you can grow your profits exponentially with the clients you already have. I'm Eddie Sempeck. National Sales Manager for Orion, Risk and Compliance Technologies and I'm joined as well by Phil. Hi, I'm Phil calling ABP of Business Development for the West and I'm excited to be here with Eddie and reviewing the Risk Intelligence platform in regards to how you can use it with clients. Today we're gonna go through four key areas. We'll introduce what the Help You Sell series is about. Well, going through a bit about the Orion technology solution and and how we help advisors to the advisor client journey. We'll talk about the value of the upsell really leveraging technology to help you better uncover and work with your clients that you already have and helping add more value to their investment management. We'll also go through a risk intelligence product demo which Bill will provide and then we'll go through any questions and next steps. So real quickly Orion's mission is about powering the advisor client journey. We do that through a four pillar approach, prospect plan and best and achieve. I'll cover that a little bit on the next slide, but I want to introduce this as a way to to the outline why we put together this help you sell series and we really created it to help fulfill the broader Orion mission and that is in this powering of the advisor client journey really we understand that great tech works best. When you know how to use it and we want to walk you through the ways in which Orion's technology powers tried and true selling techniques. This is the second part of the series. The first one that we covered was on how to accelerate your sales cycle through leveraging the technology for prospecting and ultimately closing those those business opportunities and this installment will be about the upsell. So real real quick moving in from the mission is this you know four kind of legged approach around prospect plan and thus achieve we. We define this as kind of our our fiduciary flywheel so to speak really revolving around this consistent methodology around how advisors are engaging with their clients. Each of these categories are areas that we focus by by intentional you know technology development as well as integrations. Which also involves our wealth management component. For those of you that are interested in outsourcing some of those components specifically around you know, the invest area of helping you maybe with your tax managed or custom indexing solutions or outsource you know investment management needs that you might have. As we move into this a broader topic as you know I just alluded to, we've really taken a very concerted effort. To help ensure that you are able to best serve your clients, that does typically require you know a very well thought out integration road map with existing technology that you're all using, but that might also include, you know, building out a new functionality. Orion has spent the past few years not only building technology, but also acquiring best in breed technologies that help consolidate that experience and hopefully reducing that swivel chair need that you have. In many applications today where you're going from one application to the other and what Phil will be showing you is how we've been able to bring that integration with Risk Intelligence into the actual portfolio reporting or review process to better enhance that experience. So really what is Orion Risk Intelligence? You know what what I think is, is best described is that it, it really provides a few core components. The 1st is that it, it's a it's a great. Sales solution, it helps you with your prospects as well as existing clients, which we'll be talking about here today. It helps you with model management, effectively optimizing your models and making sure that you have the necessary tools in front of you to provide the best investment outcomes based on your defined methodology. And last I think which is often an overlooked component of what risk can really provide is a greater depth of understanding around how your operations or your business as a whole is being impacted by you know the same economic drivers that your clients are going to go through. And so really leveraging our, our risk oversight component that looks across your entire firm and gives you great insights into you know in this market condition, how will my revenues be impacted or how what. Clients are are out of tolerance based on their you know defined investment objective. So those are really some key components today. We're going to focus though in on how you leverage it from you know the sales side specific to your existing clients. So just to quickly summarize the last review that we went through on the help you Sell series, we went through that prospect to clients in one week. We demonstrated the ability to leverage the risk intelligence to create a custom proposal and we also went over Doctor Daniel Crosby's five ways of improving you know conversations. This is from the behavioral finance side, really leveraging, you know a more, you know, a newer way of connecting and building relationships with your clients. Those five key items were empathize, normalize, having purpose, providing proof and having a defined process. You're welcome to go back and review those we have. You can either watch the previous webinar or you can download content as it relates to those five key ways to improve client conversations. For now, we'll go ahead and move into the bulk of today's presentation. So what is the value of upsell and really how does this impact your overall AUM? I think this is a great quote that came from Bain. It describes the impacts of existing clients and adding revenue through retention as well as upsale potential. Many of your clients probably have assets that are held in other accounts that are either unreached or untouched by your business. And risk intelligence combined as well with financial planning as well as leveraging you know key integration solutions like Redtail CRM to manage these relationships can be a key way of helping you surface as well as know what you need to be doing to you know create more meaningful conversations and ultimately the goal is not just about you know. Putting you front and center, but ultimately helping you run your business better. And that means growing assets that you have under management and providing more meaningful results back to your client as it pertains to their broader investment objectives and goals. When we look about expanding your existing client relationships you know winning the upsale really won't happen if you make it all about yourself. I think we're we're all accustomed and and attuned with that that thought process. So how does this arrangement benefit your clients really you know we we have to build trust first. We talked about the basics of winning trust in part one of the series. Again encourage you to go back and watch that some great insights on from the Doctor Daniel Crosby's 5 key components. Which really requires empathy and active listening, but you know it builds from that and hopefully as you you you're moving through that client relationship that's already happening throughout the year. That leads us into the second bullet point which is we need to check in on our relationships and see how they're going. You know, you define that process. I highly recommend leveraging a CRM to keep you in tune with with you know. Activity and tasks that you need to be following up on. I think workflow components, like what's in Redtail provides a fantastic experience around automating a lot of those key components. And then, you know, making sure that you're addressing any feedback that's coming in and ultimately you know you'll show them how they benefit as a result of, you know, bringing more of those services. In house with your firm or with your team to ultimately provide them a more holistic wealth experience as they as they go through their own journey to financial success. So with that, I'm going to turn this over to Phil who will run through a demonstration of the Orion Risk Intelligence platform. Phil. Thank you, Eddie, and I appreciate you doing that quick review with everyone here. And now we're going to jump into the demo and really see the different tools that you use when working with existing clients and the Risk Intelligence platform. And so one of those pieces is going to be just directly embedded into the Orion platform and that's going to be the risk profile screen of all of your clients. And so this is going to be within portfolio view where you already have the ability to come out and see all these different tabs out here. But what this allows you to do is just come in from a risk standpoint and see what is their portfolio doing as well as what has their portfolio done. And so some things I always like to hit on are the ability to come out here, change the date range for what you're looking at on screen as well as being able to just pick and choose. From whether it's viewing the entire portfolio or digging into an individual account within that client's portfolio. But really from here it's going to be a lot of the different data points that we provide within the platform. Whether it's looking at the different risk measures where we're actually going to compare it to a benchmark instead of a recommendation like we would be for a prospect. But then also being able to see what are those different style boxes that we're bringing over from Morningstar for you to be able to utilize, whether it's on the equity side or the fixed income side, then we're also going to provide the drawdown analysis as well as correlation risk. Now one nice part with this is you do have the ability to come out here and click into any of these different cards and just dig into them a little bit more. So if we wanted to dig into this equity style analysis for a client versus that benchmark, we can get into the weeds just a little bit more here for them when looking at it on screen. The other piece is going into the stress testing that we have out there where with our stress testing. There's a few different routes that you can go. One of those is going to be the ability to just open up the portfolio and do free hand stress testing of being able to see what could happen if the S&P were to go up 10% versus down 10% within this portfolio. This were to happen as of right now. The other route is going to be with our scenarios where we do build out new scenarios each month for you to utilize. A lot of these scenarios are going to be based off of what's happening globally, what's happening within the economy and really what are those major headlines your clients are seeing out there. So that way when they call in or they come in for their quarterly or annual reviews, you're able to come out and see, you know, maybe it's the housing whiplash scenario where they're worried about another O 8. And how could that affect them where we can jump right into that forced selling scenario, which is really the ugly piece of this particular scenario here and see how that could affect them versus looking at low inventory protects prices. And so that's just another area to use the tool when it comes to your existing clients and being able to have those different conversations with them. Now the other piece is going to be. On the outside assets that your clients have and how do we bring those over? And so when it comes to those outside assets, that's where we're actually going to just jump right back in to the risk intelligence platform here where we're bringing in your client data today. That's all coming over from Orion, just like you saw it inside of the Orion platform. Where we can go in, we can take the risk tolerance questionnaire and be able to see really where the risk score is. But if we already know that this client is bringing outside assets, those are going to come over for you. So you can see those on screen and be able to just make a recommendation out there to them be able to go in and say, you know what, I understand that you have this over here or maybe they inherit some money and they're looking to you to see what should we be doing with this. And so now we can come in, we can look at that outside asset or that new money that they are bringing over and be able to create our different recommendations off of the models that you already have inside of Orion. Whether it's going 100% into this model here or we want to do a blend of two different models within our platform of maybe a 6040 blend between these two different models. Now we're creating that recommendation. Where we can still go out there just like we did for a prospect and be able to look at a PDF proposal or we can actually go on screen and do what we call the risk profile comparison to really be able to show them why we're making that recommendation to them, whether it's looking at it from a whole portfolio or we do want to just dig into an individual account be able to show. What that recommendation would look like versus what they've been doing with it or what they could be doing with that new money that they have inherited. The other pieces with the platform though for those outside assets are going to be that stress testing as well. So just like you saw in Orion being able to jump into the stress testing where now it's side by side comparisons, being able to see with free hand stress testing like we did how each portfolio could react as well as jumping into our scenarios. Now with that, I'm going to pass this back to Eddie. Thanks for that demonstration, Phil. To review what you just saw in the demo, you can use the Risk Intelligence you know platform to put all your client assets to work. This powerful tool handles, you know a range of asset types including custom asset components. So if you have alternatives annuities and other security types that you need to you know model out in the in the demonstration you can. It allows you to create different versions of the portfolio and analyze them side by side, which Phil went through. It allows you to put a proposed approach through stress test. So as you're looking to maybe add additional outside assets, you know Phil did a great job showing like how that stress testing capability works. Really those top of mind situations that clients are going through in their day-to-day and they're going to ask like hey, if we did this, what is the impact not only my overall portfolio, but how would it react in these types of situations. And then you know why you know this is important for the clients and showing them the holistic approach that you can offer even though all of these are maybe under you know different models within within your management. And then also it helps you know really ultimately convince that client that you're on their side and it's you know paves that path to achieve their financial goals in their life so. Final tie back I'll just say is that the next series will be on the model builder. So we hope that this this help you sell series has been beneficial. If you were not able to catch the first one, I'd highly recommend going back and watching the first one. There's some great content in there about working with prospects filled in an excellent job again this time going through you know working with existing clients not only just for just general portfolio reviews but how to also add additional assets. And the next series will be on model building and using the Risk Intelligence platform to ultimately not only build but maintain and modify your models and you know, help you keep up to date on what's going on across your entire firm in that capacity. So ultimately we're here to help you, you know, empower that advisor client journey and help you grow your profits exponentially with the clients that you already have. With that, we are going to take some time to go through some questions and answers and you'll also have an opportunity to connect with us. There'll be a link down within the view if you want to either submit a question and answer or request a demo for a one off demo if you'd like or just some any additional information that you might have a request on. So with that I'll invite fill back on and we'll go through some question and answers that you guys have. Well, we've got a question that has come in. We'll ask this one here. Does the risk intelligence tech have the ability to model out alternative assets and annuities? Phil, I think I kind of covered that, but you want to go ahead and respond to that question. Yeah. So within the platform, we definitely have the ability to cover any alternatives that you may have out there as well as annuities. Now with that, you will have the ability to go out there and build out any of those custom assets or alternatives that you may have. And then from there, they can be included into any recommendations that you build out for your prospects or for your clients. It can also be added into any existing holdings that they may have out there. So that way you're getting really the best recommendation put. Place for them if you are wanting to move them into a new alternative or keep that alternative that they have today. But I think we'll answer one more on on on camera and then we'll take some just question and answers. We've got a few questions that have already come in, we'll respond directly on those. But last question here is how often are we updating our scenario library. Yeah, with the with the scenario library, that's that's the nice part about the platform. It's being really updated every month with a new scenario while also going in there and updating any scenarios that have already been created for you to utilize. And so it's definitely not staying stale by any means. Our research team does a great job of rolling out those new scenarios as well as updating those that we already have for you. Yeah. And you know a little, a little plug here for those of you that might follow. Rusty Venomin, he is works, works at Orion, he works on an investment team. He'll actually start running the what we legacy called our War rooms, which kind of goes through the scenarios that we built out for that month and and walk through you know the methodology, the thought process and such behind it. So excellent opportunity to kind of get a little bit more familiarity, maybe a deeper understanding of what's really contained within these scenarios as well. Well, with that being said, we will stay on the line for the next few minutes responding to some of your questions just through the the chat window. _1714202103174