Fees/Revenue continued Average Annual Charge for Services to Retirement Plan, by Plan Size (bps = basis points) $1mm $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% 5% 39% 28% 8% 5% 15% 0% 2% 1% 32% 57% 4% 1% 0% 3% Marketing and Service Models Where Do You Find Most of Your New Clients? Referrals from other professional relationships Referrals from existing clients Cold calling Seminars Other $20mm 1% 3% 12% 73% 9% 1% 0% 0% 1% $50mm 1% 8% 45% 36% 1% 1% 0% 0% 8% $100mm 1% 24% 51% 4% 0% 1% 0% 0% 19% $250mm 8% 49% 9% 1% 0% 1% 0% 0% 32% $500mm $1b 13% 37% 1% 1% 0% 1% 0% 0% 47% 20% 20% 1% 0% 0% 0% 0% 0% 59% Which of the Following Technology Solutions Are Used by Your Practice? 53% 40% 5% 1% 1% Customer relationship management Portfolio management tools/systems Cloud-based document storage systems Financial planning software Have not implemented any of these solutions Which of the Following Success Measures Do You Use With Retirement Plan Clients? 2019 Participation rates Deferral rates of various employee segments External/Competitive benchmarking of plan design % of participants with " appropriate " asset allocations-e.g., close to target-date fund (TDF) glide path % of participants meeting retirement income replacement ratio goals-i.e., will replace X% of income in retirement % of participants saving to the company match % of participants who increased deferral rates in the prior 12 months % of participants using advice tools/seminars offered through the plan % of participants meeting projected monthly retirement income goals-i.e., $X per month in retirement Employee satisfaction with plan - determined through a survey Other None-we have no formal plan success measures 92% 90% 70% 65% 63% 57% 51% 44% 43% 32% 8% 1% 2018 83% 77% 69% 61% 56% 48% 52% 35% 33% 26% 15% 3% 93% 87% 71% 70% 1% 28 | planadviser.com November-December 2019http://www.planadviserdigital.com/planadviser/november_december_2019/TrackLink.action?pageName=28&exitLink=http%3A%2F%2Fplanadviser.com