title: Prospecting with the ICA description: [AFW S.8.4] Securities Prospecting Method #4 published: true date: 2026-06-30T08:10:09.356Z tags: editor: markdown dateCreated: 2021-08-19T00:05:39.270Z
A fantastic way to prospect for potential clients is to use the American Funds brochure for the Investment Company of America (ICA). PDF
Watch Prospecting with the ICA, version 1 (2020-08) VIDEO
Watch Prospecting with the ICA, version 2 (2022-10) VIDEO
Watch Prospecting with the ICA, version 3 (2023-08) VIDEO
Watch Prospecting with the ICA YOUTUBE VIDEO
This is a prospecting effort not a complete securities presentation. You're just trying to get them to take a deeper look; merely sparking some interest.
- ICA A-share ticker symbol:
AIVSX - ICA Stats page on American Funds web site.
- Learn more about American Funds on AFW S.4.
#1: Start With a Few Eye-Opening Stats¶
Allow me to tell you about one of the most unique investments in the industry. Mot people aren't familiar it because it's not advertised and you can only get it through an investment advisor.
Use the marketing piece below or memorize some of the key facts below:
#2: Review the 2nd-to-Last Page of the ICA Guide¶
Go through the stats as though you're describing a company stock.
"Imagine a company that was started in 1934, and currently has..."
#3: Show the Centerfold¶
- 1934 to current.
- Length of time.
- Growth of $10k.
- Average ROR, after all expenses.
- Red and blue boxes.
- Where the client really earns their money; and where you (the advisor) really earn your fee: after back-to-back red-box years.
#4: Continuation¶
- If your prospect is interested then try to set a Client Appointment.
- If your prospect wants you to conintue with the ICA now then follow the "ICA Presentation" section of the 1st Visit Client Coversation.