Merrill Lynch Wealth Management makes available products and services offered by Merrill Lynch, Pierce, Fenner & Smith Incorporated, a registered broker-dealer and member SIPC, and other subsidiaries of Bank of America Corporation (“BAC”).Banking products are provided by Bank of America, N.A., and affiliated banks, members FDIC and wholly owned subsidiaries of BAC.Investment products:
Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value
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opportunityIndependence*
Entrepreneurial opportunity to build and manage a business
Impact
The opportunity to make a meaningful difference in the lives of clients
Income
A base salary plus an uncapped, unlimited annual income opportunity
With Merrill Lynch you will have:
If your current career
isn’t taking you
where you want to be,
Merrill Lynch offers
you the opportunity
to change lives,
starting with your own.
* Intended within a cultural context. Merrill Lynch Financial Advisors are employees of Merrill Lynch and must adhere to all Firm policies with regard to their business activities.
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achievementsOur goal is to transfer your previous successes into a career that will leverage your achievements in the Practice Management Development (PMD) program.
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A background of accomplishment
You will need drive, commitment and perseverance
to succeed. What you do not necessarily need is a
financial services background to become a Financial
Advisor. Only 15% of Advisors, industry-wide, started
as Advisors.1 And many of our most successful
Advisors have come from careers outside the financial
services industry, including:
∙ Sales professionals
∙ Attorneys
∙ Bankers
∙ Entrepreneurs
∙ Accountants
∙ Insurance agents
∙ Fundraisers
∙ Community leaders
∙ Educators
∙ Military
Motivated self-starters
Our highly entrepreneurial Financial Advisors enjoy
taking the time to listen to and converse with clients
about goals and objectives. They appreciate the
opportunity to access the global power of Merrill Lynch
and Bank of America to help clients achieve their goals.
How would you answer these questions:
∙ Do you have entrepreneurial spirit?
∙ Are you a leader in various areas of your life?
∙ Are you ready to take action when opportunity knocks?
∙ Are you creative and resourceful?
∙ Do you have clearly defined personal goals, not just
work-related goals?
∙ Are you self-motivated and outgoing enough to
network and acquire new clients?
∙ Are you decisive, even in complex situations?
∙ Do you have strong relationship-building skills?
∙ Are you committed to community involvement?
∙ Do you pride yourself on being resilient when facing
new challenges?
∙ Do you have integrity and high ethical standards?
∙ Do you demonstrate a willingness to take action?
∙ Are you collaborative and do you bring out the best
in others?
If you have many of these characteristics, you should
consider the opportunity for a dynamic new career
path offering you rewards based on your success.
Our ideal candidates have proven records of success in their careers and their lives—people
who possess the mind-set of a Merrill Lynch Financial Advisor.
We’re seeking high achievers
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The PMD program is designed to develop the critical
skills and knowledge necessary for acquiring clients,
enhancing relationships, providing tailored solutions
and building a successful wealth management practice.
A comprehensive, proven curriculum
∙ Participants benefit from a curriculum designed
by a team of industry-leading learning professionals.
It is implemented at a local level by successful
Directors, practicing Financial Advisor mentors and
PMD Coordinators under the guidance of Market
PMD Managers, all of whom are dedicated to the
success of participants.
∙ The curriculum consists of proprietary Merrill Lynch
content and includes customized courses and
solutions developed with industry leaders such
as Top Producer, Franklin Covey, the College of
Financial Planning and the American College
of Financial Planning.
∙ All PMD participants will take advantage of intensive
training with Merrill Lynch Fast Start and Consultative
Sales Skills Programs—available only at Merrill Lynch.
Coaching and mentoring
∙ Market PMD Managers provide consistent program
delivery for trainees. Wherever you are based, you
receive the same high level of training that would be
available in any other part of the country.
∙ PMD Coordinators and practicing Financial Advisor
mentors in local offices support and assist you in
launching your career through business and marketing
plan reviews, face-to-face and team meetings, and
assistance with client meetings.
∙ Our PMD Mentor program allows you to work with an
experienced Merrill Lynch Financial Advisor.2
This invaluable resource helps you benefit from the
guidance and leadership that can put you on the
path toward becoming part of the next generation
of successful Financial Advisors.
∙ Participants who find it challenging to build practices
are enrolled in a 90-day program that provides
highly personalized coaching to quickly break down
barriers to success.
Valuable resources necessary for success
∙ Customized Registration Exam Preparation includes
Series 7 and Series 66 exam preparation programs
that cater to your learning style.
∙ We provide turnkey marketing and business
development strategies for implementation that can
support accelerated development of your practice.
∙ Learn how to use BofA Merrill Lynch Global
Research’s industry-leading research and analysis
and Merrill Lynch’s comprehensive investment
platform to deliver innovative client solutions.
A competitive base salary and
meaningful recognition
∙ You will earn a competitive base salary as you
earn registrations/licenses and build your business.
∙ In addition to a competitive base salary,
Merrill Lynch’s pay for performance culture offers
bonus opportunities to reward success.
∙ The Merrill Lynch PMD program offers multiple
recognition opportunities to attend the renowned
PMD Excellence Event, advanced training and
leadership opportunities for those interested in
becoming Firm leaders.
Merrill Lynch has been training Financial Advisors since 1946. We believe that our Practice
Management Development (PMD) training program is the most comprehensive in the industry,
helping you at every step along the way to become a successful Merrill Lynch Financial Advisor.
You get top training and coaching
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If you’re a high achiever with the Merrill Lynch mind-set, the structured and disciplined
PMD training program is the first phase toward embarking on a wealth management career
as a Merrill Lynch Financial Advisor.
Merrill Lynch’s culture offers continual development opportunities to enhance your personal impact and develop
your wealth management practice. The PMD program includes:
∙ Investment, sales and business management training and development
∙ Coaching and mentoring from industry leaders
∙ A rewarding compensation structure that includes salary, bonuses and incentive payouts*
∙ A monthly performance hurdle, a rigorous curriculum and high expectations with a caring meritocracy
Five distinct stages
TrAining STAge†
FIRST FOuR MOnTHS ∙ Orientation ∙ Series 7 and Series 66 registrations ∙ Investment process and Client Portfolio Solutions ∙ Activity-based goals for client acquisition
∙ Business development training ∙ Wealth Management Workstation essentials ∙ Salesforce CRM essentials ∙ Skill Assessment 1
DeVelopMenT STAgenExT THREE MOnTHS
∙ Merrill Lynch production number assigned ∙ Client acquisition skills training ∙ Marketing strategy and resources ∙ Consultative sales skills training
∙ Activity-based sales training ∙ Wealth Management Process and Tools training ∙ Insurance license ∙ Skill Assessment 2
STAge 1*MOnTHS 1 TO 12
∙ Pipeline management ∙ Client Portfolio Solutions positioning ∙ Wealth Management Snapshot Tools ∙ Client Service Model training ∙ Client Review Center
∙ CFP® financial planning course ∙ CFP® investments course ∙ Optimal Practice Model introduction ∙ Skill Assessment 3
STAge 2MOnTHS 13 TO 24
∙ Training on the functional roles of the Optimal Practice Model
∙ Advanced Wealth Management Workstation training ∙ Advanced Consultative Sales Skills training
∙ Advanced Client Service training ∙ Alternative investments ∙ Skill Assessment 4
STAge 3MOnTHS 25 TO 36
∙ Advanced training on the functional roles of the Optimal Practice Model
∙ Personal and professional development for peak performance
∙ Business plan review ∙ Program graduation
* Full salary through month 12 of Stage 1, reduced quarterly thereafter. Starting salary correlates to performance hurdle path. Additional awards are based on meeting performance hurdle and actual production numbers.
† Length may vary depending on participant’s level of registration and prior financial experience.
The PMD program may be for you
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As a Merrill Lynch Financial Advisor, you will have access to the deep resources and full
capabilities of both Merrill Lynch and Bank of America.
Your Merrill Lynch support team includes a group of specialists with expertise in banking, credit, retirement,
insurance and investments. Additionally, you will have access to the full capabilities of Bank of America and its
industry-leading banking services. Because of this combined support, we can offer you a range of strategies that
is unavailable from the competition.
Build your practice with a wide range of resources
Support from Merrill Lynch Financial Specialists
Wealth Management ∙ Retirement Solutions and Annuity ∙ Insurance ∙ Trust ∙ Portfolio Strategies ∙ Market-Linked Investments ∙ Alternative Investments3
Support from Bank of America Financial Specialists
Wealth Management Banking ∙ Commercial Bank ∙ Consumer and Small Business Bank ∙ Credit Card Division ∙ Home Loans ∙ Insurance
Merrill Lynch Financial Advisor
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Use innovative marketing materials to support your businessMerrill Lynch offers targeted, preapproved, easy-to-use tools to help you build your business and
enhance all of your client relationships.
These marketing materials include fact sheets that provide a brief overview of you
and your background; a Web page that showcases your professional information;
a monthly e-newsletter with timely financial articles; a presentation library to help
you prepare for client and prospect meetings; and a variety of other resources.
With MyMerrill.com®, clients know you are just one click away from their computer
or mobile digital device. They can also stay on top of their finances anytime,
anywhere, by accessing a full range of investment products, analyses and market
insights from their iPad®, iPhone®, AndroidTM and BlackBerry® devices.
Custom materials
The Custom Marketing Solutions (CMS) program creates marketing
materials designed to help you tell your story and stand out among
competitors through personalized messages customized to fit you
and your practice.
You can choose from a menu of items including brochures, Web sites
and other marketing materials. Various levels of customization are
available for purchase.
Professional Experience
Jane Sample adheres to a disciplined process that offers a consistent yet customized wealth management experience. Before any financial decisions are made, she considers your whole life, taking the time to fully understand who you are and what matters most to you as an individual and as a business professional. With this intimate knowledge about what you value most, Jane is able to help you establish objectives and develop an appropriate strategy while recommending strategies that draw upon the breadth and depth of Merrill Lynch to connect all the pieces of your financial life. Jane can conduct regular reviews with you to help you monitor your progress toward reaching your goals and keep your strategies consistent with any changes that may take place in your life and/or business.
Jane has been a Financial Advisor for 22 years, joining Merrill Lynch in 2002. She is a graduate of The College of New Jersey and serves on the board of the New Jersey chapter of the American Cancer Society. Jane enjoys spending time with her husband and three children.
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Jane Sample, CFP®, ChFC®Vice President Financial Advisor 1700 Merrill Lynch DrivePennington, NJ 000000(000) 000-0000 (000) [email protected]/jane_sample
Jane Sample
Web page (FA.com)
Pitch book presentation
Fact sheet
E-newsletter (Perspectives)
MyMerrill.com2
Good [morning/afternoon/evening].
Thank you for coming. Some of you know me—and I’ve had the pleasure of being your Financial Advisor for a number of years. But for those of you who don’t, let me introduce myself. I’m [Name] with the [Name of team], and I’ve been in the financial services industry for XX years, XX of them with Merrill Lynch.
I’d like to begin by asking:
How do you envision your legacy?
Do you wish to pass on your wealth to heirs?
Are you interested in preserving a legacy of giving and community involvement?
These are some of the questions that have brought many of you here today.
I’m certain that by the time we’re through, you will understand more about the types of things you should keep in mind concerning establishing a Florida domicile, and how I, as a Merrill Lynch Financial Advisor, can help you address your wealth management needs.
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∙ Ranked #1 in 2011 Global Research Team Survey
∙ Ranked #1 in 2012 All-Asia Research Team Survey; Top Asia Brokerage
∙ Ranked #2 in 2012 All-Japan Research Team Survey
∙ Ranked #2 in 2012 All-China Research Team Survey
∙ Ranked #2 in 2012 All-Europe Research Team Survey
∙ Ranked #2 in 2012 All-Emerging Markets Equity & Fixed Income Research Team Survey
∙ Ranked #2 in 2011 All-Latin America Research Team Survey
∙ Ranked #2 in 2011 All-America Equity Research Team Survey
∙ Ranked #1 Global Broker (June 2012)
∙ Ranked #1 in U.S. and Europe (June 2012)
∙ Ranked #2 in Asia (June 2012)
Thomson Reuters Extel (June 2012)
∙ Ranked #1 Pan-European firm for Equity Sectors Research (second consecutive year)
∙ Ranked #1 Pan-European firm for Derivatives Research (second consecutive year)
∙ Ranked #2 Pan-European firm for Equity and Equity-Linked Research (second consecutive year)
∙ 7 Equity Analysts and 5 Equity teams ranked in overall top 25 leaderboard
∙ Ranked #1 in the 2012 Asia Best Stock Picking analyst survey
The knowledge and experience you gain as a
Merrill Lynch Financial Advisor are enhanced by the
thought leadership and innovative strategic thinking
of some of the brightest minds in the industry.
The BofA Merrill Lynch Global Research platform
offers you access to high-quality investment ideas.
Approximately 775 analysts4 in more than 20 countries
focus their efforts on these primary disciplines:
∙ Equities
∙ Credit
∙ Rates and currencies
∙ GEM fixed income
∙ Macro (economics, strategy and commodities)
This extensive Global Research covers:
∙ More than 3,350 stocks
∙ Currencies across more than 60 countries
∙ More than 940 corporate bond issuers
∙ More than 20 commodities
∙ More than 5,000 fixed-income bond indexes,
500 investable commodity indexes and over
100 theme- and sector-based equity and equity
derivative indexes
All data as of June 29, 2012.
Access best-of-class research
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opportunity
∙ #1 Global Wealth Manager5
∙ #1 in u.S. Affluent/High net Worth Lending
and Deposits6
∙ #1 in Personal Trust Assets7
∙ #1 Specialty Asset Manager8
∙ Led the annual list of Top 1,000 Advisors9
∙ Most Financial Advisors with the no. 1 ranking
in their state9
Join an industry leader
To learn more about Merrill Lynch’s PMD program, visit http://facareers.ml.com.
1 The Cerulli Edge, Advisor Edition, 3Q 2010.2 PMD participants are eligible to work with a mentor once they earn their production number and enter the Development stage. PMD participants who were LOS month 8 or below in January 2012 are also eligible to work
with a mentor.3 Alternative investments may not be suitable for certain investors and are available only to qualified purchasers. 4 Headcount includes publishing and non-publishing analysts. 5 Scorpio Benchmarking Report, 2012.6 Bank of America Investor Day Conference, March 8, 2011.7 FDIC, March 31, 2011. Includes managed and unmanaged Personal Trust Assets. Ranking excludes competitors not required to file with FDIC.8 $12B in Oil & Gas, Farm & Ranch and Timber assets under management, November, 2011.9 Barron’s, 2012.The Bull Symbol, Merrill Lynch Wealth Management and The Power of the Right Advisor are trademarks or registered trademarks of Bank of America Corporation.Android is a trademark of Google Inc.BlackBerry, RIM, Research In Motion and related trademarks, names and logos are the property of Research In Motion Limited and are registered and/or used in the U.S. and countries around the world. Used under license from Research In Motion Limited.iPad and iPhone are trademarks of Apple Inc., registered in the U.S. and other countries. CFP is a certification mark owned by the Certified Financial Planner Board of Standards, Inc., and is awarded to individuals who successfully complete CFP Board’s initial and ongoing certification requirements.
© 2012 Bank of America Corporation. All rights reserved. | ARD007C7 | BRO-07-12-1132 | L-11-12 | Code 452800PM-1112 | 10% post-consumer content.