FACT FINDING Chad Owen

CONCEPT-PROBLEM-SOLUTION Foundation to Controlling the Sales Process Anthony Owen

“NO SALES” PROCESS Prospect tells you what they want. Prospect gives you information they choose. Agent attempt to sell product using premiums dictated by prospect. Agent is extremely busy and feels “productive” but can’t figure out why their bank account isn’t correlated to their activity level.

5 STEP SALES PROCESS STEP #1: FACT FINDER STEP #2: PROBLEM SALE STEP #3: SOLUTION SALE Step #4: PRODUCT EXPLAINATION Step #5: CLOSE

5 STEP SALES PROCESS STEP #1: FACT FINDER STEP #2: PROBLEM SALE STEP #3: SOLUTION SALE Step #4: Product explanation Step #5: Close

SELLING CONCEPT INcome vs. IFcome Elevator Analogy Black Swan Making up Losses Red vs. Green Money Sledding Analogy Definition of Insanity Guessing Game Parked Car Noble Soldier Plan for Living vs. Death Deal or No Deal Cliff Hanger Domino Theory

CONTROL THROUGH CONCEPT Purpose of Money Concept Life & Death

Income Rider vs. 4% Rule 9% 6% 10 Years Age 60 Age 70 $100K CONTROL THROUGH CONCEPT Everything is an Income Rider Concept

Income Rider vs. 4% Rule 9% 6% 10 Years $236,736 x 4.00% = $9,469 $196,993 x 4.65% = $9,160 Age 60 Age 70 $100K CONTROL THROUGH CONCEPT Everything is an Income Rider Concept (Joint Payout)

Income Rider vs. 4% Rule 9% 10 Years $236,736 x 4.00% = $9,469 $196,993 x 4.65% = $9,160 $183,545 x 5.20% = $9,534 $201,449 x 4.75% = $9,569 $205,619 x 4.55% = $9,356 $187,200 x 5.00% = $9,360 $210,000 x 5.00% = $10,500 $216,387 x 4.50% = $9,737 Age 60 Age 70 $100K CONTROL THROUGH CONCEPT Everything is an Income Rider Concept (Joint Payouts)

STEP #1: FACT FINDER Full Names and DOB’s Income: Where, how much, and will it change? – Social Security: Get Statements! – Pensions: Survivorship? Solvency? Lump Sum? – All sources itemized. Expenses: How much and will it change? Retirement Assets: ALL! Itemized by ownership, type, amount, location. – Existing Annuities: Use or replace? Properties: Value / Loan? Income? Future Sale? Life? Cash Value? LTC?

STEP #1: FACT FINDER BobPat DOB 9/**/54DOB 4/**/ Expenses (including taxes): $8,700 Desired Income (before taxes): $9,000 $104,400 $108,000 Current Income: Deferred Comp: $36K for 2yrs, $8,600 for 2 yrs., $2,500 for 5 yrs. Social Security: Not taken yet, desired at Mr. age 66, Mrs. now (age 63 & 9 months) Had client download SS statement – their estimates were inaccurate Retirement Savings: Mr. IRA: $1.25 million NQ Brokerage: $750K House: $300KOwe: $75K NO LTC NO LIFE INSURANCE No changes in income or expenses expected SUITABILITY: $2 MILLION X 70% = $1.4 MILLION (Approximate) 1 ST APPOINTMENT

STEP #2: PROBLEM SALE Bob and Pat, you want to have at least $108,000 in income, correct? Do you want your income to fight inflation? Do you want your income to decrease at any time due to market losses? Do you want your income to last your to last your entire lifetimes or do you want to run out of money before you die? So can we agree that the most important thing we need to do is provide you with an income that is protected from loss, increases to fight inflation, and an income that you can’t outlive? If I can provide you a guaranteed income that does what we just agreed on then is that a plan you could be committed to? 1 ST APPOINTMENT

PROBLEM SALE 2 ND APPOINTMENT

SOLUTION SALE 2 ND APPOINTMENT

“Our greatest fear should not be of failure, but of succeeding at something that doesn’t really matter.” D. L. Moody