Onboarding Done Right: From First Conversation to Funded Account

Chris Kopanski: Hello, everyone! Good morning, good afternoon. Hope you all are having a great Wednesday so far. We're gonna get started about 2 minutes after the top of the hour, just to let everyone get settled in. Great to see you all here. Really exciting topic. Today, so again, about 2 minutes after the top of the hour, we'll start kicking things off. Alright, just another minute or so. Still seeing the attendees' number slowly going up. Once that levels out, we'll go ahead and jump into it for today. Let's go ahead and switch it over, open up our slide deck, and jump right in. Hello everyone, my name is Chris Kopanski, and thanks for joining us for today's best practice webinar. Today, we'll be covering onboarding done right, from first conversation to funded account with Wealthbox and StratiFi. Before we do get started, a couple of housekeeping items I wanted to make sure that we cover throughout today's presentation. If you do have any questions, feel free to type those in down at the bottom. There's that Q&A button within the Zoom panel. Click on that button, type in your question, and at the very end, we'll be able to address those questions for you. Also, keep in mind that this presentation is being recorded, so you will have the opportunity to rewatch Or share the video with your colleagues in the future. Let's move on to some quick introductions. The host for today will, of course, be myself representing Wealthbox. For anyone that doesn't know me, my name is Chris Kopanski. I'm the Head of Customer Education here at Wealthbox. I've been with Wealthbox for over 10 years now, in that time, working with thousands of firms. Helping them get set up with Wealthbox and really ensure that they get the most out of their CRM. And for anyone that might not be familiar with Wealthbox, Wealthbox is the number one rated CRM for financial advisors, known for its ease of use and high adoption. And if you would like to see why so many advisors love Wealthbox, you can head over to Wealthbox.com and click on Book a Demo, or stick around to the very end, I'll be sharing some follow-up contact info as well. I also have the pleasure of being joined by Karan Motreja, Strategic Account Manager over at StratiFi. Karan, I don't want to steal your thunder, can you introduce yourself and maybe tell us a little bit about StratiFi for anyone not familiar?

Karan Motreja: Yeah, absolutely. Appreciate it, Chris. I'm excited to be on here. So, Karan Motreja is Strategic Account Manager. I've been with StratiFi for about 7 years now, so I've been in this tool every single day for the last 7 years. really StratiFi, you can look at it in a multitude of different ways. Today, we'll focus more on the advisor-facing tools, so everything from onboarding to prospecting, proposal generation, IPS generation. As well as kind of the compliance angle, where you can monitor your accounts, monitor for cash concentration, portfolio concentration, inactivity with trades, share class alerts, you name it. So, we've got a couple of different modules within our tool, and trying to connect these two different types of systems in one place.

Chris Kopanski: Awesome, perfect. Thanks so much for joining, and really appreciate you joining this call, because you are our subject matter expert for today. Without further ado, we'll go ahead and jump right into the topic with these best practice webinars. We like to go screens off just a conversation about today's topic, which is, of course, onboarding. So, starting at the very top, and I always like to kind of define things here. So, Karan, what does client onboarding look like at most advisory firms today?

Karan Motreja: It's, like, kind of pretty segmented. It's largely manual and fragmented, rather, so advisors collect info via email or phone, they re-enter it into multiple systems, so they might put it in a CRM, they might put it in their custodian and portfolio management and their compliance tool. It's extremely paper and PDF heavy, so those forms, they might not connect to all the systems that you need it to. And the one thing I've noticed as well is, like, the prospect data, so when you're looking at prospective clients, that data tends to live separately from client data, so that kind of conversion from a prospect to a client in that entire workflow. seems to be pretty fragmented with most firms that I've seen.

Chris Kopanski: Sure, yeah, and you had mentioned that that information gets manually entered in a CRM, in a portfolio management tool. How many different tools or systems would you say that a typical advisor would touch during an onboarding process?

Karan Motreja: at a minimum, 4, but I've seen 4 to 6 pretty routinely, for firms that don't necessarily have their tech stack built out fully. Yeah, and, you know, sometimes they might even layer in, like, outsourced, tech consultants or CCOs, so that kind of adds to the tech stack, so to speak. But yeah, 4 to 6 seems to be kind of the sweet spot for firms that are looking to consolidate everything into one or two tools.

Chris Kopanski: Sure, yeah. And why do you think that's so important? Why is the onboarding experience so critical for setting the tone for the client relationship?

Karan Motreja: I mean, you kind of said it, it's for setting the tone at the first impression of the firm's kind of operational… competence, you know, if it's clunky for the advisor, it's gonna be clunky for the… for the client, right? So, delays in funding or documentation might create doubt or a little bit of uneasiness in the relationship. And then also the… onboarding conversation is kind of driving the rest of everything downstream, so, like, the risk tolerance, the IPS, the proposal, like, if it takes you so long to get all that information into a system. It, you know, it delays everything that you need to do to actually win over the client and onboard them.

Chris Kopanski: Sure, yeah, and I think one of the unspoken things is when you really do have a strong onboarding process, like you said, it kind of trickles down, but it's building that trust. It's one of the first things that they do, that the client does for you. as a client is provide you with their information, and that really does build trust if you are, you know, tracking everything appropriately. But speaking of, Having a strong onboarding process, looking at it from really the other perspective and the other side of the coin here, what are some of the biggest bottlenecks that advisors face when onboarding a new client?

Karan Motreja: The two that I always go back to is, at least from the clients or the advisors I work with, one is, like, having to manually input all of the holdings that they receive from statements. that's a tedious process, and we're in 2026, it shouldn't be that tedious, but that alone can block advisors from being able to deliver what they want to deliver in an efficient manner. But then I'd also say from advisors that leverage risk tolerance questionnaires, sometimes those are disconnected from the IPS and from the proposal, so they might be running it in one tool, but then they're doing their proposals with another tool, and their IPS with a third tool. And everything is just disconnected. So those are the two things that I tend to see a bunch.

Chris Kopanski: Yeah. Yeah, that certainly does make sense. And you had mentioned at the, kind of… in the… one of the earlier questions that, having to re-enter information is really one of the things that a lot of advisors are trying to get away from. How would you say that duplicate data entry across those disconnected systems would impact not just the advisor, but also the client experience? What's that kind of trickle-down effect?

Karan Motreja: Yeah, I mean, like, let's just say for the portfolio holdings as an example, right? You input it in one system, and if you have to re-input that into another system, there is a significant chance for human error, especially type of statements I've seen, you know, there might be 7, 8 accounts with 50 to 100 positions in each account. obviously, besides the, besides the obvious, which is, like, the time consumption of that, it's making sure that the data is actually accurate. When you're inputting it into different systems, and you're doing that repeatedly, there's a higher chance of, inaccuracies when you're doing that.

Chris Kopanski: Yeah, definitely does make sense. I mean, when you look at it from a workflow perspective, there's always still that workflow there, but it's important to really stay on top of of some of that manual entry. That's one of the reasons why workflows are so popular in systems, to reduce human error, but not eliminate. But it's that integration that really kind of helps eliminate that as much as possible. And of course, one of the downsides to manual onboarding is time, right? And of course, time is money. How much time would you say that the average advisor is spending on onboarding tasks that could be automated? muted.

Karan Motreja: A lot. I mean, just from that manual data entry, that could take anywhere from a couple of hours to a couple of days, quite literally, especially if you're doing that in multiple systems, when in reality, you could boil that down to a 5-minute process at most, right? So, right over there is a big component, but then, okay, I've inputted my information in one system, but I need to run my proposal in another system, right? Now I gotta transfer that data over, I have to validate that everything looks good, I mean, it could literally take up to weeks, just from what I've seen with respect to the onboarding process, if you don't have a good workflow in place.

Chris Kopanski: Sure I think we've talked enough about, why you shouldn't be relying on a manual workflow. Let's talk about the upside of this, of this conversation, and from your perspective, see what does a modern connected onboarding workflow actually look like from first conversation to funded account? How should we be thinking about it?

Karan Motreja: I think, I mean, there's no reason to do… duplicate efforts, right? Your time should be focused on your clients, not on inputting data and figuring out how to build a proposal from scratch. So, I think the beauty of StratiFi and Wealthbox working together is you create your clients, you have your clients and prospects in Wealthbox, and those prospects that are created can flow right into StratiFi. So you've already built your prospect profile in Wealthbox, now Now we've synced in that prospect into StratiFi, and then you can kind of start the rest of the onboarding process over there, from scanning in a statement and extracting all the data, assessing the risk tolerance questionnaire, and generating an investment proposal, followed by an investment policy statement. That entire process could be done in the span of 2-3 minutes.

Chris Kopanski: Yeah, certainly, and we are going to get into a little bit more of a screen share portion as well, so really excited to show you all what that actually would look like, but that really is a perfect example of what that would look like where you don't have to re-enter that information. But you kind of started talking about that, but if you can expand on how can firms reduce manual data entry by building workflows that pass information between systems automatically. How does that typically work?

Karan Motreja: Yeah, I mean, I think, it's a matter of identifying what data we need to pass through the different systems. So, from Wealthbox's standpoint, we can pull in the prospect profile, their email, their phone number, you know, their address, things like that, and then we can kind of build that profile within StratiFi. Now we can go in, assess all the information we need, and then send that information back into Wealthbox. So, you can have these two systems connecting together and just sending information compliance notes, documents, all that thing back together, or back and forth to each other, instead of having to, you know, simply go in and download each file and then upload it in these different platforms. So I think it's important not only from the advisor experience, but then also from the client experience, because oftentimes these tools will have, like, a client vault, right, or a client portal. So being able to feed in the information that you're doing in other tools into those types of client portals, Can be extremely valuable to the end client, as well as to the advisor.

Chris Kopanski: Sure. Yeah, and if anyone here was to take a look at, you know, the StratiFi website, the Wealthbox website, we are both very AI-forward, right? And I think that's becoming more and more prevalent, just in the industry and just in the world of technology. But whether it's specifically based on what StratiFi offers, or even just expanding that to really anything in the realm of onboarding. From your perspective, what role does AI play in streamlining onboarding conversations, documentation, and proposal creation?

Karan Motreja: I mean, it's huge. At least today, I think, AI's so prevalent in, in everything that we do today, and if you're not using it, you're gonna get left behind at this point. I think it's pretty clear. So from our standpoint, with the way that we leverage AI, from a prospect creation standpoint, it's scanning in statements, so… Investment statements, you scan it in, we extract all the data from that, from the positions, to the quantity, to the values, to the cost basis, unrealized gain loss, all of that information can get extracted in the span of a minute. And then there's also, from an onboarding standpoint, what we call Operations IQ, which helps us identify, basically, AI-powered NIGO checks. So, if there's any non-good order flags, that you've kind of set up within the tool, it will flag you when there's missing or inconsistent data before it even reaches your operations teams.

Chris Kopanski: Yeah. Yeah, I think that's… that's a very… it's… it's the… again, the prevention of human error, right? It's… Not only does… exactly, it's the automation really ensures that there's a lot less human error, but it can still exist if… You don't have information in the first system, nothing will go to the second system, but AI really kind of being there to make sure that nothing is missed. And that same thing applies to the onboarding conversations, right? And whether you're using an AI note-taker or anything that's kind of Being there as a secondary… assistant to you having that conversation, and it is something that I'll talk about on the Wealthbox side, but generally speaking, it allows for you to just have that personalized conversation, and really speak to your client as a human, not just information that you're needing to write down all the time, and the note-taker is going to fill in those blanks for you, and I think that's a very valuable part of AI in this industry in general, it shares that consensus of… making sure that you're not missing anything. I think that kind of applies to a lot of different components of AI. So now, actually, getting into the tools that we're here representing on the Wealthbox side, I wanted to specifically talk about a couple of specific features. We'll kind of focus on Wealthbox being the place where you track prospects. Now, Wealthbox is your CRM, it's your Customer Relationship Management Tool. But, it's not just your active clients. It does apply to prospects, it applies to clients, it applies to your vendors, colleagues, it's your entire business, kind of. record keeper. So I'll go ahead and share my screen. I wanted to talk about a couple of those features. that we had actually kind of talked about during our, our conversation here. And the first thing that I wanted to talk about is just generally speaking, where you are saving information, right? As you are prospecting, and you're meeting with these individuals for the first time. generally speaking, your first conversation with a prospect isn't going to be, hey, fill this out for me, I want to get information about you. It's just a chat, it's just a conversation. And by having that conversation, you have a place to store that information, which is your CRM, which then is going to be distributed to tools like StratiFi, to help you build that profile and really make that onboarding process as efficient as possible. So whether it is kind of the basics of what's their name, what's their contact info, getting into some of the deeper contact info of maybe you already have their mailing address, and maybe you've gotten some other details about them, like their marital status and their household structure, all that could exist in the CRM on just the basic contact level. The other functionality that I wanted to talk about here is going back to a previous question that we talked about with, having that kind of automated workflow of getting that information distributed and kind of doing those things for you automatically. But I don't think the answer is ever to automate everything. There's always going to be things that you need to do personally. You need to know to call someone, you need to know to send that personalized email, and Workflows in Wealthbox does exactly that. It holds your hand throughout the entire process that allows you to really not worry about what's next. The workflow will already have that for you. You build out that workflow. And then when you start it, the CRM will remind you exactly what needs to happen at which point, when you do need to email the client with some of the more advanced functionality here, like a built-in email ready to go to the client, or going as far as actually telling you when you need to send that information out to different tools. And if you are in Wealthbox already, and if you were to navigate to your Manage Templates section, this is where you'll find your built-out templates. But in Wealthbox specifically, you can click into this drop-down, and not only will you find a Wealthbox library of 10 generic, pre-built workflow templates, one of which, of course, is for new client onboarding, but you'll also find StratiFi here. So we've actually worked with different pros… with different integration partners for some of those prospecting workflows and some of those onboarding workflows. This is a preparation workflow, it's preparing for a client or meeting, or prospect meeting, and you can take that workflow that was built by the StratiFi team inside of Wealthbox and apply it to your own process, which is just an extremely easy way to kind of pick up on that flow and know where to go from there. Now, of course, we talked about AI, and AI is really prevalent in Wealthbox. Just like with a lot of others in the industry, where we're seeing more and more AI helping you be even more efficient in your system. And in Wealthbox, AI exists in a lot of different ways. One of the ways that you'll see it is when building reports. For instance, we have all this information about our prospects, and you want to find out where are these prospects coming from? Or how many prospects are we adding? And yes, you could run a report for that, and specify, show me contacts that are prospects that were maybe created within a certain amount of time, or we could use our AI for reports feature, and just simply type it in. Show me my prospects. created in the last week. And that will actually create that report for you, and it will pre-fill all the information that it needs to. You still have that human in the loop, allowing you to confirm that the report is doing what you want it to. Type this person created it less than 7 days ago. I specifically label my prospects, in a different way, so I could change this now, show me my contacts with Prospect. In their contact type. Created them last week. Quick change, that will rerun that report for me, and it'll build it to specifically show me exactly what I want to see. So, even just at that level, at that small layer of just AI building a report for you, that helps you focus more on the conversation and on your prospect. But then, of course, I mentioned the AI Notetaker. An AI Notetaker does exist in Wealthbox. It allows you to really prepare for those discovery meetings that you might have with those prospects, really early on conversations that not only provide you with a place to store everything with this collaborative notepad for you and your colleagues to type in notes, but our AI notetaker will also look at what you have on them already in the CRM, and provide you with a quick rundown of what you need to know about them. What are all the activities you've completed for them? Previous conversations. What do you need to know before that meeting? Then, of course, when that conversation happens, and I'll back out here and take a look at a meeting that passed already, let's look at this annual review. This meeting that has passed now provides me with a full transcript, it provides me with an internal templated summary that shows me everything I need to know about that meeting. Of course, if this is a discovery conversation or an onboarding kickoff, where you're speaking with your client, talking about that process, this will show you everything you need to know. But then you have a client-facing follow-up email that is generated, also templated to use your own words, but ready to be sent out to the client directly out of Wealthbox. Or the prospect, in this case. And in addition to that, let's say it was an onboarding kickoff call, and you've confirmed with your prospect that they're wanting to open 3 accounts, and they're needing to do certain other specific things. On the right-hand side, you'll also find AI-generated ideas that will provide you with immediate creation tasks. What I mean by that is you click the plus sign, that pre-fills the task for you, ready to go, that reminds you of what you need to do for them, so then when you convert them into a tool like StratiFi, you'll know exactly how to build it out to take that next step. So that's just a couple features that I wanted to talk about on the Wealthbox side. Of course, Wealthbox is a full CRM, with opportunity tracking and management and tasks and reporting and document storage, but I wanted to specifically focus on the topic at hand. But with that being said, Karan, I'll hand it over to you over on the StratiFi side, and feel free to share your screen for this, I'll stop sharing mine. What can you show us within StratiFi that helps with onboarding, and how does the integration between Wealthbox and StratiFi make that process even smoother?

Karan Motreja: Absolutely. Well, right over here's a quick example of how. So, I've got Chris coming in from the Wealthbox integration over here as a prospect record. So, as prospects are created with that, that type. they'll automatically flow into StratiFi, your clients can automatically flow into StratiFi, so within our integrations, if I connect into Wealthbox, I have the ability to determine what is it that I want to pull in directly from the source. And then, it puts it into the respective, tabs, whether it's the Clients tab, the Prospects tab, or the Households tab. But today, we'll focus on the Prospects tab. So I've got Chris that was created in Wealthbox, and now synced in to StratiFi. From here. Chris comes into my office, we have a meeting, and he provides me with this statement over here. So, here's just an example of the type of statement that you guys have probably seen far too often. And oftentimes, if you're asking your client for the statement, they're probably gonna take a photo like this, rather than actually scan it in. They don't know how to do that for the most part. So you'll get a statement like this, right? How do you convert a statement like this into an actual extraction, right, into an actual account within StratiFi that you can actually look at, that you can analyze, that you can use in a proposal. Well, we have something called the AI Assistant. So we have something called AI statement scanning specifically, where if I hit try it over here, I can actually just drag and drop the statement, whether it's a PDF, whether it's an image, doesn't matter, and as the statement scans it and extracts. It'll look something like this. So now I'm able to see, okay, well, here's a breakdown of the different accounts. the values, the account numbers, the account types, but then we'll take it a step further, and we'll show you, for each of those accounts, here are the underlying positions. So I was able to turn this statement Basically, into this. In the matter of a minute. And now within here, I get a breakdown of how many positions are in each account, what's the total value, what's the specific information with respect to the ticker, the quantity, the value, the cost basis, the unrealized gain-loss. As you guys are well aware, sometimes you might receive a statement that doesn't have the ticker, but it has the fund name or the ticker name, so we can process those as well with no issues. And then from here, what I have the ability to do is say, okay, I've already got Chris created from Wealthbox, I've got this statement that I just uploaded, let me go ahead and associate these records over to Chris. So if I search for Chris, I'll just select the prospect Chris that came in from Wealthbox, and I'll hit continue. And basically, I can create the profile now from here. So in a matter of seconds, I have the ability to jump into the tool, scan in the statement, extract the information, and now I'm gonna go ahead and associate this information to that record that came in from Wealthbox. So I'll go ahead and do this really quickly. I'll do it for the last account, and then we'll see what this looks like. But I'll just highlight, as you'll see, the account name, the account number all flows in, but you also have the ability to spot check. Make sure that everything is right, because, as Chris mentioned earlier. it's not going to be 100% accurate every time with AI, right? We're striving for at least 97-99% of accuracy, so we want to make sure that you get the opportunity to spot check, make sure everything looks good. If I need to update, you know, the decimal point over here, or I need to update this from an X to a Y, I have the ability to do that. And then when I hit Create Account and Run PRISM, now I've got this prospect that came in from Wealthbox with these 3 different accounts, and a risk score for each of the different accounts. So that can drive my conversation with my prospect. And now I have the ability to dive into specifically their portfolio risk, and identify specific risk factors. So with StratiFi, we take a factor-based approach. As an example, this portfolio score is at a 5.2, and I get all these different analytics, but specifically, these 4 different risk factors drive that 5.2. And the beauty of that is, you could have two portfolios that score at a 5.2, but they got to it in a different way. One might be more susceptible to volatility and tail event risk, while the other might be highly concentrated in individual stocks. Although those are kind of related, right? But you have the ability to look underneath the hood. But from here, really, let's just say Chris came back to us, we have the conversation with him, and we want to send out our risk tolerance questionnaire. In the interest of time, I won't go through the questionnaire, but I can actually send it out via link, via email, I can answer it on the platform, I can input a score, and I get this question a lot, but other accounts, or different accounts, might have different objectives. So if I select, I want to select specific accounts, I can define the fact that this questionnaire should apply to these two specific accounts. We're going to do a different questionnaire for the other account. But let's just say Chris came back to us and said, you know what, with the questionnaire, he filled it out, we want to take a little bit more risk than what we're currently taking. Well, I've already scanned in the statement, I've already created the account, so I understand what Chris is currently invested in. His profile got created from Wealthbox. I can take it a step further now, and generate an investment proposal, so we can identify exactly, A, what the value I'm going to bring to that specific prospect is, but B, what portfolio are we going to allocate them into? So over here, I have 3 different accounts. I'll just select a model that I've been using, the sector allocation. I'll set this up, so we'll say Current Portfolio, and we'll call this the proposed portfolio, and just high level, it's a four-step process to generate your proposal. And the first step. here are the different accounts that this prospect has. Here's the fee that they're currently paying with their advisor. You know what? Maybe they're not paying as high of a fee that we're gonna be charging. Maybe we're gonna be charging a higher fee. We need to justify that. So I can show that in this analysis over here. The reports that we generate are fully customizable. All of it's going to be white-labeled, firm-branded, that whole, shebang, right? But you can customize the time period that you want to run the analysis. And then I'll go ahead and generate my proposal. And in the matter of basically a minute to 2 minutes max, I was able to sync in the data from Wealthbox to create the prospect profile, scan in a statement to create the accounts within that profile, and now build out my recommendation. So we'll see what this looks like. I don't want to go through every single section, but I do want to keep it high level and just highlight a couple of items. The idea with our proposal is it's a side-by-side comparison. So you're able to show them, here's your current portfolio, here's what we recommend to you. And the idea with this document is, this is where you're going to win their business. So you can actually tell the story that you want to tell, because you can customize the report to only show the sections that you want to show. Either on the fly, like over here, or within the template at a global level. And, you know, you can highlight specific metrics like the up and down capture comparison. So what does the next 12 months look like? Or, historically, what do these portfolios perform like during these different market environments? If you want to hyper-focus on the asset allocation and the changes that are being made, or if you want to hyper-focus on metrics like the geographic exposures, the sector exposures, top 10 holdings in the portfolio, or the investment style box, you can do that as well. But some firms, and some advisors, depending on the prospect, might say, we want to focus on the data. So let's look at what the max drawdown looks like over the time period you selected, or let's hyper-focus on how do these return numbers look from the portfolios, net of the fees that we're incorporating. So, while we are paying a higher fee working with us, there's a reason for that. We're beating your portfolio by 6.5%. If you want to go more visual and show them a performance chart or a monthly returns table, you guys are kind of getting the idea, but the idea, really, with our proposal is we will give you all of the content that you need to tell the story that you want to tell. So you will customize it how you see fit. If you want to hyper-focus on performance, you could do that. If you want to hyper-focus on the costs and expenses and the potential yield from the portfolio, you can do that as well. And then when I download this report, it will be completely white-labeled. Granted, my company is StratiFi, so that's the logo I'm gonna use, but that's the idea. And now the client says, you know what, or the prospect, rather, says. I like that proposal, we want to open an account. Well, one layer of protection that a lot of firms fail to realize that they need is the IPS. So from here, I can generate an IPS, and I do need a risk tolerance score to do so, so let me just throw one in here. Beautiful. Let me generate this one over here. So when I generate an IPS, it's essentially a three-step process after the IPS has been generated. There's a draft, there's a review requested, and there's a reviewed. So when I've generated my IPS, I'm able to save it, and then I can actually submit it for electronic signature. So I'm going to highlight that first, where if I open it up from an audit standpoint, or an audit trail standpoint, I have all of everything from The moment it was sent, to the moment it was viewed, to the moment it was signed and delivered, all of that timestamped. That lives in the system, right? That's the type of document that can flow back into Wealthbox. But if I were to generate an IPS from scratch, just so you guys could see what this would look like… let me select a template… All of the language, again, completely customizable. I won't hyper-focus on elements here. I do want to just highlight the content of the IPS is being able to show what are your accounts, what is the objective, and what are we going to do. And basically, what did you agree on within the proposal? Verbal agreement is great, but a signature at the end is what you're really looking for. And once you get that signature, that's how sometimes firms will go to the account opening workflow from there. But really, like, from a workflow standpoint, the way I see these two tools used together is you start the whole process in Wealthbox, that flows into StratiFi, now you're pulling in the accounts, you're understanding their risk tolerance, and generating the client-facing report which then could flow right back into Wealthbox. So it's kind of this cycle of data flowing back and forth.

Chris Kopanski: Awesome, thank you for… for walking through that. I…

Karan Motreja: Absolutely.

Chris Kopanski: Guess we could get into some questions. There's some great questions that have been coming up here. So I'll go ahead and share my screen again, just to pull up a slide. So, if you do have any questions, click on that Q&A button down at the bottom, type in your questions. If you… Let me see here, I just want to resize some of the windows here. So if you're entering those questions, we'll take a look at those questions. I do see a couple in here already, but just for the remainder of this presentation, I'll pull up this follow-up contact slide, so if you are wanting to get more information from Wealthbox. On the left-hand side, you'll find the email address, sales at wealthbox.com, or you can scan the QR code to book a demo. And on the right-hand side, you can reach out to StratiFi, sales at StratiFi.com, or scan the QR code there to see StratiFi in action. But taking a look at some of the questions here, because you just talked about it, I wanted to take a look at this question here on the custodial integrations. here is, once the info is transmitted from Wealthbox to StratiFi, are you then integrated with the custodian to open accounts, fill out forms, and you had showed how that works with Schwab. What are all the, kind of, different integrations? Can you speak to where else that information could go From StratiFi?

Karan Motreja: Yeah, absolutely. So it could be a system like a Black Diamond, or an Orion, or a Wright Capital, right, at a par. But from a custodian standpoint, Goldman Sachs, Schwab, Fidelity, Pershing, Pontera, we can pull data from any of those sources, and then… we have the ability to merge your prospect to the client that's coming in from the integration. So, you start the prospecting workflow in StratiFi, and then after they actually become a client and that data flows in from the custodian. that information is not lost with your prospect record. You're not going to have one prospect and one client. Rather, we can merge them together so that all this information lives within one profile.

Chris Kopanski: Perfect, thank you. I saw another question that came in a little bit earlier on. It's kind of a best practice question around starting over an onboarding process when the onboarding had too many roadblocks. How would you recommend kind of working with someone to start over, or is that maybe a non-issue with a tool like StratiFi, where you could kind of go back and update information? What are your thoughts on that, Karan?

Karan Motreja: I think, from the standpoint of having a tool where you can very, dynamically update the information, I think is critical to that. That'd be my two cents. It obviously depends on the situation as well, but that's the way I see it is, you know, if you need to update, like, the risk tolerance that was answered, for example, you can simply just adjust one question with the client sign-off, right? So you don't have to go through this entire process from scratch over and over again. Rather, you kind of do it once, and now all that information lives within the tool, whether it's StratiFi or another tool, that's just how, you know. These tools could help with that.

Chris Kopanski: Yeah, yeah, certainly. Awesome, thank you. Another question came up here, just in regards to pricing, for sure. If I can speak to the pricing?

Karan Motreja: Yeah, I can speak high level to the pricing. The right people to speak to pricing will be that sales at StratiFi.com email that you see over there, but we do take an account-based approach to our pricing, so, I know, like, the number that you might see on the website, that might not be the number for you, so I would highly recommend meeting with our sales team, because we try to understand how you want to use the tool, are you going to be connecting data from the integrations? We can bill based on accounts rather than licenses, so everybody on your team can have access at the same cost. It's a matter of how many accounts you're feeding into the tool, but that's something that we're obviously happy to negotiate, especially with mutual customers of Wealthbox.

Chris Kopanski: Perfect, thank you. And another question here, you had covered this early on in your walkthrough of, having that risk, tolerance questionnaire that you could send out. Does StratiFi assess risk tolerance as well as risk capacity?

Karan Motreja: That's a great question. So, we actually do, and there's 3 different ways that you could do it. You could do it within one questionnaire, or you could hyper-focus on the risk willingness, or the risk ability and capacity. So, we have one questionnaire for each, depending on if the firm wants to go that route, or a combined version that assesses both their willingness to take risk. And their financial capacity to take risk.

Chris Kopanski: Perfect, thank you. Looks like that is all for the questions. A lot of really good questions that we've seen coming in. So, if you do have any other questions, feel free to contact us. It's up here on the slide that you see up on the screen. We will also be reaching out automatically after a couple days with a recording, so definitely look out for that if you are wanting to follow. But thank you all so much for joining us today, really appreciate your time and your participation. Karan, thank you so much for co-hosting with me. It's been a pleasure, great conversation, and of course, to the StratiFi team, thank you for being here. There's a bar, but I do appreciate…

Karan Motreja: Absolutely, my pleasure, thanks for having us, and I'm looking forward to working with the rest of you soon.

Chris Kopanski: Definitely. Thank you all, have a great rest of your day. Bye.

Karan Motreja: Take care, everyone.