Scott D. Sorrell CLU, ChFC , CASL, CLTC Investment Advisor Representative

1. Scott D. Sorrell CLU, ChFC, CASL, CLTC Investment Advisor Representative Our mission is to provide quality guidance, build relationships of trust, and develop innovative solutions for our clients.

2. Things I Wish I Knew As a Young Professional to Have a Great Start to Becoming Financially Independent And, a Few Other Tips in Business

3. No Matter What You Do, If You Are Successful, You Will Be Selling • Learn to Attract, Not Chase • Serving vs Selling • Learn the Art of Questions • Practice Communication • Ethics Beyond Reproach

4. Studies Show: The less you talk the more people like you! On to the Financial Tips…

5. The Pyramid

6. Develop a Financial Strategy • Consultation- gathering data • Analysis- comparing alternatives • Implementation- offering solutions • Review- analyzing performance

7. General Tips • Have a Plan • Use a Budget • Live Within Your Means • Manage Credit Effectively • Pay Yourself First • Start Early • Develop the Emergency Fund and Keep It Safe • Understand Your Risk Tolerance • Hire a Good Financial Advisor to be your Quarterback

8. Capitol Financial Solutions Mission Our mission is to provide quality guidance, build relationships of trust, and develop innovative solutions for our clients.

9. Ethics & Moral The word ethics is derived from the ancient Greek word ethos, which means “customs or habits.” The word morals is derived from the Latin word mores and also refers to societal customs and rules. Morals and Ethics are passed down through our culture • Some actions are considered acceptable or good • Some actions are considered unacceptable or bad

10. Ethics in Real Life  Three types of situations typically: • The No Brainer – very clear what is right and wrong • The Dilemma – more complicated, creates conflict • The Gray Area – situations where we might not even realize there is an ethical dilemma Let’s look at a few examples from the workplace…

11. Ethical Sensitivity Exercise No Ethical Reservations – Write “None” Minor Ethical Reservations – Write “Minor” Moderate Ethical Reservations – Write “Moderate” Serious Ethical Reservations – Write “Major”

12. Scenario #1 You bring a more experienced colleague into a project that is beyond your ability because you feel your client doesn’t trust you to do it alone.

13. Scenario #2 You take full credit for an ingenious use of a product that one of your subordinates developed.

14. Scenario #3 You inform the children of an elderly man about the erratic changes he has made in his will. He is a recent widower. He asked you to change his will and leave most of his money to the SPCA. He claims to be deeply in love with the director of the SPCA. The SPCA director’s son is also a financial planner and will make the requested changes if you do not.

15. Ethics & The Financial Crisis ‘08 • Bernie Madoff was an innovator! • Culture of Unethical Behavior at his firm • The Fallout • Investors lost millions, many lost their retirement • All his employees lost their jobs, whether they were involved or not • Bernie lost his family, his business, his freedom

16. How The Firm Faces Ethical Challenges The Firm considers these thoughts: • My word is my bond. • Capitol’s reputation must be one of trust. • The Firm has more than 100 employees, advisors and their families counting on it. • The Firm has thousands of clients and their families counting on it.

17. Ethical Challenge The Firm Faced “The Bad Branch Manager Situation” • Hired a branch manager for a detached office • Quickly became clear that it wasn’t a good fit • He brought in one large case for which he was due about $75,000 • He was very costly to Capitol To Pay or Not to Pay?