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Step Four: LinkNeil was well-trained. “What else is important to you about havinga financial plan that works?”“To build my portfolio safely and steadily. I don’t want to getknocked down by market swings. Also, I want to be able to bringyou investment ideas for research and advice.”“What else?”“I want to meet annually to review my plan. Oh yes, it’s importantfor my financial advisor and my accountant to communicate.”“What else is important?”“That’s about it.”Neil showed Sam a list of what he said was important and askedhim to number it in order of importance. The list read:1. Save enough to fund retirement and savefor kids’ college education2. Build portfolio safely and steadily.3. Review my plan every year.4. Financial advisor and accountantcommunicate5. Bring in investment ideas for research.Neil tried it out. “So if I could show you a financial plan thatwould fund your retirement, save for your kids’ education, safelyand steadily build your portfolio with a scheduled annual review,and I kept your accountant in the loop on important matters, wouldyou be interested in moving forward?”“Yes,” Sam shouted in a burst of enthusiasm. “That was perfect.You used a conditional close on my top four needs. Bravo!” 123