Average annual charge for services to retirement plan, by plan size (bps = basis points) $1mm 0% 1% 1% 7% $5mm <1 bp 1 - 5 bps 6 - 10 bps 11 - 25 bps 26 - 50 bps 51 - 75 bps 76 - 100 bps >100 bps Do not service this size 0% 1% 1% 32% 30% 8% 2% 19% 26% 60% 5% 1% 1% 6% $20mm 0% 2% 12% 75% 6% 1% 1% 0% 4% $50mm 0% 5% 50% 34% 3% 1% 0% 0% 7% $100mm 0% 28% 47% 5% 1% 0% 0% 0% 19% $250mm 1% 43% 20% 1% 1% 0% 0% 1% 33% Marketing and Service Models Where do you find most of your new clients? l Referrals from other professionals/Strategic relationships 2018 2017 l Referrals from existing clients l Cold calling l Seminars l Webinars l Search engine optimization l Email marketing/Newsletters l Social media l Other Which of the following success measures do you use with retirement plan clients? 2018 Participation rates Deferral rates of various employee segments External/Competitive benchmarking of plan design % of participants with " appropriate " asset allocations (i.e., close to target-date fund glide path, etc.) % of participants meeting retirement income replacement ratio goals (i.e., will replace X% of income in retirement) % of participants who increased deferral rates in the prior 12 months % of participants saving to match % of participants using advice tools/seminars offered through the plan % of participants meeting projected monthly retirement income goals (i.e., $Y per month in retirement) Employee satisfaction with plan (determined through survey) Other None-we have no formal plan success measures 2017 83% 84% 77% 78% 69% 72% 61% 69% 56% 58% 52% 55% 48% 52% 35% 37% 33% 32% 26% 25% 15% 8% 2% 3% $500mm $1b 10% 39% 4% 0% 0% 0% 0% 1% 46% 16% 19% 1% 0% 0% 1% 0% 0% 63% 2018 2017 66% 63% 24% 25% 2% 5% 1% 0% 1% 1% 1% 0% 0% 0% 0% 0% 5% 7% 34 | planadviser.com November-December 2018http://www.planadviserdigital.com/planadviser/november_december_2018/TrackLink.action?pageName=34&exitLink=http%3A%2F%2Fplanadviser.com