Sales Opps 101

Question 1

Recruited GDC

Answer 1

New FP Verified gross dealer concessions per CBA

Question 2

Attrited GDC

Answer 2

T12 GDC from terminated advisors

Question 3

Net Recruited GDC

Answer 3

Recruited GDC less attrited GDC

Question 4

Recruited NNA (Advisory)

Answer 4

New FP Verified on-platform advisory assets per CBA

Question 5

Recruited NNA (Non-Advisory)

Answer 5

New FP Verified non-advisory assets per CBA

Question 6

Total Recruited AUA

Answer 6

Total verified assets per CBA

Question 7

% of Advisory

Answer 7

% Recruited AUM/AUA

Question 8

AUM

Answer 8

Total assets under management

Question 9

AUA

Answer 9

Total assets under administration

Question 10

Advisory Mix

Answer 10

AUM divided by AUA

Question 11

Terminated NNA

Answer 11

The total of closed account redemptions and withdrawls

Question 12

Annualized Asset Retention Rate (AUA)

Answer 12

Closed account redemptions plus withdrawls divided by the end of period AUA

Question 13

Net New Assets (Advisory)

Answer 13

Net Contribution & Withdrawals of advisory assets (includes Recruited, Existing, Terminated, ORIA flows)

Question 14

Net New Assets (Non-Advisory)

Answer 14

Net Contribution & Withdrawals of non-advisory assets (includes Recruited, Existing, Terminated, ORIA flows)

Question 15

Total NNA

Answer 15

Advisory NNA plus non-advisory NNA

Question 16

% of Advisory NNA

Answer 16

Advisory NNA divided by total NNA

Question 17

Net New Advisory Sales (NNS)

Answer 17

Net Contribution & Withdrawals from existing advisors

Question 18

Same Store Sales (Net of Attrition)

Answer 18

Current FP advisory asset sales (new account sales + contributions - closed account redemptions - withdrawls)

Question 19

Trails and Transactional GDC

Answer 19

GDC from Brokerage, Direct business (MF, protection products, alts, etc)

Question 20

Revenue Mix Shift

Answer 20

Advisory fees divided by the sum of advisory fees, trails and transactions