JPMorgan Training Manual

Branches with a Chase Private Client wa it ing area will receive a copy of Jami e Dimon's letter to shareholders, thl! firm 's Art at Work book, candy and a can dy di sh. The Wall Street Journa l, Business Week, Town & Cou ntry and Conde Nast Traveller will be delivered on a da ily, weekly or monthl y ba is, depending on th e publication. Please be sure to throw out old opies of the magazines Or newspa per as new ones arri ve. Arrange the items on your co ffee table to make the wait ing area more comfor table for cl ien ts. No. (P(LETTER ?0611 How to See next page Art at Work Book Email LouA Wagner at nn [email protected] BusinessWeek N /A Email L nn Wagner at ouA [email protected] The Wall Street Journal N/A Email LouAnn wagner at [email protected] T & Country own N/A Email L nn Wagner at ouA [email protected] Conde Nast Traveller N/A Email LouA W nn agner at [email protected] 6" Carrington Bowl 150790 See next page Glitterati Fruit/Berry (andy FOR INTERNAL USE ONLY N/A 146941 (1600 Pieces) t45527 (4800 pieces) See next page MAR K ETING K ST IT ARTER INSTRU CTI ON MANUAL I 6 m"t ?n1? IPMM",::m r. h ~c:~ R ::. nk I\J A All Rlnl'llF> RI)F;:ArvArl r:nnfiriRnlifl t find f:lrnnriAIRrv. For Intemal Use OnlY. You will receive Chase Private Client branded umbrellas, pens, piggy banks and money boxes. Gifts should be used as appropriate and reserved for special situ ations, not immed iate ly given to clients when they upgradr Supplier: Scarborough & Tweed ePurchase Item NO. JP72 epe Gray Tote Umbrella JP74 epe Titanium Roller 8all Pen JP73 epc Silver Plated Piggy Bank / Description epc Gray eap JP71 To reorder client gifts: l. 2. Launch ePurchase In the 'Catalog' Keywords field, type 'Scarborough and Tweed' and hit 'Search' 3. Open the Scarborough and Tweed catalog IMPORTANT: If you are unable to access the Scarborough & Tweed catalog, you will need to emai l the ePurchase help desk on Epurchase@ jpmchase.com to request access. Inform the helpdesk that you are unable to view the Scarborough & Tweed catalog and ask them to submit a request to add the "US Non Branch" role to your profile. Once the request is processed, you will be able to view the catalog. 4. In the Scarborough and Tweed website, select 'Chase Private Client' as the category Please note, you should only order Chase Private Client merchandise. Do not order J.P. Morgan branded gifts for clients. 5. Select the gift you would like to order and hit 'Add to Cart' 6. Enter the quantity you would like to order and hit 'Add to Cart' 7. If all the information is correct, click 'Checkout' and place the order FOR INTE RNAL USE O NLY MARKETING KIT STARTFR IN STRUC TION MANUAL I 8 ttl ?n1? 1l=lMnrnRn r.,,~~~ RMIt N A All Rinhf~ RA !IlP.rvAri r.()nflrlAnfl~' !=Inri PronrIAI~rv . For Inlemal USB Onlv, WORKING YOUR BOOK .... ;"'. IA'-.I-', ...... .,.. " ooo ,.""r....... ~ ..... ...,~,"'I' .... I~_'" oo Targeling You r Book ' Working Your Book! . Referrals Initial Appointment Upgrading Appointment -Contact your existing book Q business to I ?Introduco Ille l earn o Gol doposlt introduce your now 'Introducolrolnlorce tho beneflls of CPC (leverage Prospect Brochuro and rolo and the CPC Program Investment Appointments 'Proflle Iha client pllPerwork signed ?Pllch tho program 1 0 o Provide Welcome o Introduce the benefits 01 JPMorgan KIVRuies and Rags. Investmont SolUllons (JPM Fllpbook) Fllpbook.) Banker Refarrals 'Verily oUglblllty -Recommond a solutlon 'Build Interes! -Gel papOfWOrk sto ned Gallo KNOWI Gatto YESI '': I' ..... ~ Golla COMMIT! .'.. I I ~ .... ~, Oeepen RELATIONSHIPI j.' " 20 12 JPMorg en Chase Bank. NA All Righls Reserved. Confidential and Proprielary. For Internal Use Only. 1 CPC Calling Tips o PrlQritlze a nd Orgtll'llte ~ o u, 11111 o Hiwe on org;'tr'li:tod call 1l!it and way to easily track your names (lnd stiltus o Cold, W(lI ni, hal progIBa! and next steps III Keep your 1 CIQSQIiI all limos - great reminder and oon'11058 your momen1Um 151 III Shore it with you r !(lBM and ask 1 help/collaboration on Mw to gatlhe Ilppoinlni(,nil 0f III Prepef. for yo ur collll III RS5earch you r c lil)ri l ~ III Have II prepilrqd mQ $S8gG yOU li f e comlortable with ee III dlrecl (lr'Id (:onclao, be clear abolll Wha t Is " Is you want to ElCCQmpli:;h III Get the I.'IppOIr'llrYlO nt III ge preplIrm:l ler v/ulous fOspon s8s lind how to fesct II you get: III The P5$1 $1 II"11 or Iho voice mall 1' III Tho pro$poe1'! volcomall III Thg prO$poct illmllloraell III Cllont , on th. "servi ce Call Only" calling nat III Mony 01your cll01118 have requesled 1 be called onlv lor service PUrpO$iI:r. 0 o Thc) ~(1 c:hMI:!I can nOI be contacted 'or sales or morke1ing opporl uuilir)S o To (lr'I$urO Ulo:!le clfents are balngllervlcad according 10 Ihair pro'or(Jr'lC:(lS, I; bOir'l g c:roeled tor you fl ?SOrlllce Call Only" list ',,"r o UI Jane Doe (your qualifying cl ient) Has $750,000 Iri inlleSt!Y!ont ilSSCtS With you Currently 1 S only a ::;rn o1U ::- $5,000 i)<lnkln[l relationship 1<i Wht'lt would your approach be fOr your call 10 tho ollenl? Whloh beneflls of the CPC Program would you 'O OI.l~ on w hon speaking 1 the 0 c lient? What objections might thl8 cllonl havo Rnd how woultl yol,! rl;l~o l ve Ih088 objections? .. " o o o ,All .:, oo "' ..... ,~".~840 .. " \M , _..... :~ , ' om ......... ." ,'~ ""'""''' ' ''''.' ~ 2012 JPMorgan Chase Bank. N,A. All Rights Reserved. Confid ential and Proprle lary, For Intern al Use Only, 4 Initial Appointment Checklist: Qualified Clients with Existing Advisor Re lationship C."nl"ll hu A pl'~I,!I,~utlt H.. " ,t ot COlho !><Ino!!" 011"- p. og ' .'" Inll"duo.. ' ''' ' OU ,,, .. tid II" ' th" d"",' ","""' ....... 0.1 ............. - , . J Dovour ~kM VOU1tllenl - .M<<I. ~habII..... , ..lrlalel_ "~ . ""II HMil.. andbentlUdoM Of'(: prc:Mdlol".. IMM'otI~lMehnI .J DtlermI".th.II,...'.IIM8ftd..,...,;. lor ,"'" ~""'h 1M IHIIIIn adl'lnl:' ..J O"' ..mln.whIlWltId\>wh*. _ Al'd1lGw .J Rthl"" .,...... _"..,p.,,,,. Ad._l'""""'~nI""'" .J WM:orMlheclltnl_mMI u.... ,I Iron! ..... QIl.. _IMW.,. MIl (our III IIIe CPO ~ac:. (tt IIPPNI;"'~ .J 1I~1icI AffIP9I1-IIh ... Ih. &\IfIICb 1M '~&l1aN 11II,-..eI,II, mlllllMlt 0I1t!f IM/ft .J J .J ioJ Inc'oOOcl GMIIIIO the IN'" In o ; .. ~ .. f......... b....!dw\O up IIj)!KIII Q .. 1ft ""'-lh. cHtoftI ~Itot .. .. k quetlian. aJ\d lilt." 10 IdtrI\JIy Ih, MntI~. 1I\00I _ , I~~ Ihl tfMoftl. laIIl Il0l.. ?.aI~IIIlIJ!lOQI'MlHrlMdi ..J V.. lh.llitI~owk'\l QllIII,hl ."".....t~ud IdMl'lroppo<'lun~'.. ..J v~ Ih' <:11.->1 " .. ndooo'lll~nO III 'hi bMllln. all!! hO'/lo' rnllY '" ~'"Ii;.bl, I" lhrn J 8'ondoe~lntllla!lOOlolIIl" ,,,. II'"!IUI..... ..J CPCF~ ..J WIlClOlMKlt .J Upg<W!nglb;"""nl.llgn ;J 'no.. hno"",h J P Mati/I. FlitIbOok oJ CPC 1Ior...dtd 11111000001Y .... II .......e- and bu.,..... eo... .J CP(;W.,.oI1. ,..... .. :/" '. ,''' Initial Appoi ntme nt Checklis t: Non-Qualified Clients wil h Existing Advisor Relationship .J 00 y...., n _ _ Q/I Vl)Ifrcllrm o IIII!', b.nloing 1I.o~I. goal" "ok !111.. ~ ... . I~!tv, ~.t DIYIi: ...nll NiltI"' 6cNI OPe PIOOIh:Jt th~ .... n.rt ,'" el...., U Cl!lImln.tll. Ilm./rlm."'" '1I"'.u.11;II' ,II' ApptIinlmlltll\ll\!lIlh. tllm in 1It.'11III1 U OtI.. "'~""'v ... UdQwhM , ~ ... , ln~1II!w .J A"'-t' o ..J W*_tII.d.Io'II _ mNtlhtm ~ hOl'lI.iI, gil. . . """,,-o-Ind,DUI til INrCPC ~_ (1I!IlPIICIbl.) .J GUIld AIWO'I - Ih.,. t". '1II"df. 'I! 14>fI:IMI&NI oJ Inu....... ' ... "'.......... 01 th. 'Min .J .J .J I~uoduc. P/OIPICIII) ,h, I...,.. In o ; ..u-' hu<ldillO YCI r~ Q .. I; lInaoilh. ;I.... ,blMllI'. uk 1!U.I,kIruIlfill blllo!l II) l<MIltll)' til. btfl_'llliI" bill' .u~ Ih. E,;pIlu"h.p.rogrlmblo!llllu ~ UNlh.1I 10 ' '"Ion "",h. ""........ \II~n ... dkllnl CiIIIn'.lib l'1(li" UMI .. V"I!)'.fIt ;I,..... ~I'''''''''901'1II DlMfh Mil 1Iow'~ '" IIIPII'kWit '1;1'...... ..J Mil 'WPI'{IIIIIIn' VW .... Mdy- br~ ""'.. mol. /J Y"'" ..... II) CI\aHT' II) _It ob/<<IlDoIlIlI... 0I101l1ll .J .J ~"n 1111 progrlPl_w ........ . .J o.l!lI\IM I pi .... (UI,UOUI. dulHlg 1M '~1I11O IIIV.I to bnm;t in lJpCIII cllllll ConI..' . cornplt(. tnlollml!ll ..J CPO . "' ~ipboI)II ..J ..J .. In~ ..lIng""hJP MoI~FLpb(IaIi .J .J I'IIGI' ....... f6111f\' c.... III/Or til' bill.,,,. allh. II'OU''''' Upfl..til\ll OOc~"'lfIIallDn (",.~ IlOl bllIMdl C~ brlMIId .... >OnlryW01I1 _.~ I!Id bu.Itt... Catlll Wtlcl!rMKII(~Mt~IfIMJ .J CPC W.eJH.JP,OIf*i Grecllw. I. I~t~ _ ....._ 'I~'" ,'.';_011 . t..... " ' oo '~IJ> ...... ' ' ' _ ' ' ' ' .. :.', (C) 201 2 JPMorgan Chase Bank, NA All Rights Reserved. ConOdential and Proprietary. For Internal Us. Onty. 7 What it a Pr osp~cUC Ii~flt Soys No B e pe r~l :.ll'lll' 1 no1 III yQ!I 0 o lhocovor 1 t)bjecl.oos and proVldE:/ SOIVhOflS; h6 A CIrOll l wllO Is perSls1 8111 In snymq N O" !TIll",! /;H) remo.. ed ltom Ihe CPG conl aCI hStG \0 ~ vC/I (ll llO !O llowing n ega 11 1/8 cl lBl1l exper;sl'lcQ::; Repeillod SOhCll<,WO" by PB'l (Gold 80xI Contulw tl "hOno ClI lI!J from CPC Bankers (illi Conltl{.1 M "\:\I,Jor H:J!llonm>lnt does not chm19E'j F{jt'url) to prov.tie U'\em wllh olher o ll el ~ Il'l9y U1t'ly bo 1)1i!,l11 IQI (New PralntSr, Prs-Qlklhhl;ld elOIJ!! )le C/lr<l . ti IC.) Clian! .... '11 no1 be rsasslglwd 10 Oft ~<I"I Sor or banker who IS belter sUiled 10 rl1l)OI rtll)lf n(.rnds To documoll! " chOIl! wl'l() !)as deCided 10 D eclSIOll out or CPC AecOrtl ll li) call record III Conlacl Mrmagef P,QVI(/O 11m rl"JlloVvlng chenl m lOlinOlu.; fI 1 IhO C r f ; Bnnk(:1 (only leal1l l1larnb?l l wllh i.i e(:(/!.$) 0 Chent's nama Clianl's EC lu RO?lSOr' lOr OQ'Cr$ion (nol Interested or 110t ohgrbtO j 11 Tho dlont't, opt-olll leason ..... 1 be elllEmilt by thl) ll,m!<.Or IIIfr U'e Submit CPC Decl!;lOr'I hnk on F$O o oo ,l}!' L, .. "" II'?", o '''T' " .j . ' , 22 Upgrading Appointment. If requirad Proparation I. P,s p.'. "py<utUn9 mOl."",. Inch,d,ng bank,ng loldo< "," lo,m, Appointment - Conductod by Private Client Banker & Advisor Deepen lIl1dorstarKlu'9 01 client's Imnncin l hfa Cl1lpture kny infonnfillori : c lient sl{Jns lIpgrAding paperwork Set 6xp ecta1ion s lor MrvrCOS new CPC clrenl can expecl Advisor typically d l sc u ss~s inves tment options, OMNI products Next Slep. Schedule follow-up callfaPPollltrl1olll : enter 111 Contact Manager Onbon rrJ client (Bankor or Spoclntis! wlllilandle this Slep) IN,,, ooooo " ~ ?,l '~". ... ~ " .. "'f" o I I , . ..... ~ ....... \I .r " (C) 201 2 JPMorgsn Chase Bank, N.A. All Rights Reserved . Confidential and Proprietary, For Internal Use Only. 12 INTERNAl US~ Scenario B Speaking Points o 2. Cl ient with Advisor Relationship And does not gualify for CPC based on assets currently at Chase (Has less than SlOOk in investments but believed to have sufficient assets at another bank) ~ oo LY o o o o o I am calling to let you know that I am becoming a J.P. Morgan Private Client Advisor and I am now in t he private offices of Chase Private Client at <ADDRESS>. In my new role, we will cont inue to work together. I would also like to introduce you to the Private Client Banker available to support you with your banking needs His/her name is <CPC BANKER FULL NAME> I would be happy to give you our fu ll contact information now, or I can mail it to you if you prefer Feel free to reach out to either one of us if you need anything regarding your investing or banking relatio nsh ip Do you have any questions I could answer today? Chase Private Client is part of a firm with a proud history ... For more than 160 years, our firm has provided clients with consistent and innovative advice and solutions. From our earliest days, we have contributed to business, our communities, and to economic growth. We have shown leadership during times of financial crisis . This experience puts us in a unique position to help you realize your financial goals. 1915 1895 1848 J PM!fPOOl Morgan, Sf 1799 The Waterbury Bank opens.. a predecessor !>e<X>mes '"""" pal'1J8 The New yOt1\ The Manhattan of the Chase Mant\attan Bank finn " "'"""'"" JP. ~&Co. ___ -----_. ...... - ..-.......... _ .. _ . .. ..... ..... - Company IS dlattered v a _ .. _ ~, ... _ -- -~ --~ z GMtS $8.5 m.1kln 10 !he United kaDlS 10 1955 Chase National Sank merges WIth The Bank purdlasethe 17-aae propeny tot lhe organaabon s head- at me Mow\IlatIan Company to form 1996 quarters., Manhattan Chase Manhattan Sank Jom:ty leads the first -century" bood for a sowere.gn borrcMter - _ -... ,. -_ , .. '\Tit"" a 1GO-year, $100 mAon ISSue lot th e b\.'''' ---- ~s Repubicof Chna - as well as a S1 billion Eurobond The ChemIcal Bam.: IS establIShed >- 1947 Clrunng WWl . J .P. Morgan 3trangeS the b9.JeS1 bagn loan 10 waS Street t'istoty a SSOO milhon dollar AnglO5retdl'loan 1824 o " ::> " o 0: >Z z <: >- z 1893 1906 1929 1968 1980 2008 JP. Morgan 1$ pnmaty financiet 01 U.S . J P Motgan is cen~ iO !he creatIOn of U.S Steel. G E and AT&T Two Ohio bankng InslltUtlOnS merge Launches Eurodeat a system lhal pttMdes lor the orderty seoJe. ment of transacoons in Eurobonds ~'nn Hambtecnl & OUtSl (H&O ltat8SAppie Plays an Important -. 10 10nn City National Bank & Trust. a predec:es:sor of Ban' One """"'""" ..- rOIeln ~ manage the credit """1IWOugh'" acqulSloon of BeatSl84ms w u. >- < > ex: "ill '" "" I U ...of helping our clients for more than 160 years.