Step 1 of 6
Client Profile
Basic information about the prospect and their household.
SS + RMDs + pension + wages — before deductions
Step 2 of 6
Asset Table
Enter all known investment and retirement accounts.
Ask: "Can you walk me through your main investment and retirement accounts? We'll keep it high level — custodian, type, and rough balance."
Investment & Retirement Accounts
| Owner | Custodian | Q / NQ | Account Type | Balance | Monthly Contrib. |
|---|
Step 3 of 6
Real Estate
Primary home and any investment or vacation properties.
Properties
| Property Type | Description / Address | Est. Value | Mortgage Balance | Monthly Payment | Owner |
|---|
Step 4 of 6
Goals & Commitment
Follow the script. Capture their primary goal and gauge commitment level.
"In a sentence, what had you thinking about a Roth now?"
Primary Goal
Which matters most right now?
More for Heirs
Maximize tax-free legacy for family
Tax-Free Income
Roth distributions in retirement
Lower Lifetime Taxes
Reduce total tax burden over time
Commitment Level
"If we show the benefit clearly, are you comfortable having me implement the strategy with you?"
Step 5 of 6
Directional Preview
Share high-level ranges — not precise figures. Set expectations for Zoom 2.
"Let me show you your base Roth numbers before they're optimized — these are directional, not the actual decimals."
What we know so far
Client
—
State / Status
—
Est. Taxable Income
—
Conversion Goal
—
Three Key Metrics — Directional
Enter ranges to share verbally. Use "~$X–$Y" language.
Legacy — Tax-Free
Baseline:
Optimized ↑
Lifetime Taxes
Baseline:
Reduced ↓
RMD at Age 75
Baseline:
Eliminated ↓
"These are before we fine-tune specifically for your goal. The working session will have the precise numbers and implementation plan."
Step 6 of 6
Next Steps & Booking
Confirm Zoom 2 date, send prep checklist, set expectations.
Zoom 2 — Working Session
Prep Checklist — Send After This Call
2026 Taxable Income Estimate
SS + RMDs + pension + wages — before deductions. Best estimate is fine.
Target Conversion Amount
How much of the IRA do you want to convert? Range is fine.
Risk Questionnaire
3–5 minutes. Sent via Nitrogen/RightCapital link in follow-up email.
All Decision Makers Confirmed for Zoom 2
Spouse/partner must be present. Our goal is a one-call decision.
Most Recent Account Statements Optional
IRA, 401k, brokerage. Helps us verify balances for the working session.
Remind them: "Our goal for Zoom 2 is a one-call decision — assuming the numbers confirm the benefit. Please complete the prep checklist today."