Study Group: Maximize Client Experience & Increase Sales Session 101 Futurity First Study Group: Maximize Client Experience & Increase Sales Session 101

Moving to the Next Level

Do the things you don’t want to do Easy short term choices lead to difficult long term consequences. Difficult short term choices lead to easy long term consequences.

Break Through Expand Evolve Dominate Knowledge System Services Practice Techniques Solutions Dominate Market Conversion Retention

Price and Value Matrix

Sigmoid Curve – “S” Curve

Growth “S” Curve

Client Understanding Wisdom Knowledge Information

Two Types of Advisors Single-Need Multi-Need One Solution Many Households Transactional Multi-Need Multiple Solutions Fewer Households Process Driven

Two Types of Approaches Identified Single Need When a lead is generated by a single need. (ie, an annuity or Medicare mailer the prospect responded to) Unidentified Multi Need When a lead is generated by a referral either from another client or Center of Influence (COI)

How to use both Approaches

Objectives Elicit more and better information from each household. Increase the number of solutions each advisor sells into a household. Solidify a more long lasting relationship with each household. Generate more revenue and referrals from each household.

Resources Client Strategies Brochure Four Step Planning Process New Futurity Planning Guide Training Guide

Fact Finding Four Step Planning Process 2.0

Approach Beginning of relationship Guards go up or relaxed atmosphere Salesperson or somebody with something of value

Discovery & Agreement Most important part of the sales process Frame discussion Ask questions & Uncover needs Gain agreement

Solutions Delivery Focus on benefits and outcomes Dialogue vs. monologue Take prospect’s perspective Harken back to Discovery and Agreement

Handling Objections Can occur at any time from Intro to Close Anticipate objections and be ready to handle Group objections by category Rehearse your answers to those objections

Closing See this stage as a series of closes throughout the sales process Sprinkle sample closes throughout previous steps Move process to natural conclusion

Pivot Reinforce the addressing of stated need Move to other potential needs that other clients in similar demographic may have Use Client Strategies brochure to highlight some of those potential needs

The Pivot

Referrals Referrals Mailers Cold Calling Seminars Low Cost Low Relationship High Cost High Relationship Low Cost- Referrals Mailers Cold Calling Seminars

Homework & Resources Identify what kind of advisor you are Read Training Guide Review new Planning Guide Register for Session 201: https://attendee.gotowebinar.com/register/8580950846618872065