1. Study Group: Maximize Client Experience & Increase Sales Session 201
Futurity First
Study Group:
Maximize Client Experience & Increase Sales
Session 201

2. Two Methods 1. ISNA- Identified Single Need Approach
Transactional
Commoditized
High activity
2. UMNA- Unidentified Multi Need Approach
Relationship driven
Consultative
Deeper dive

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

5. Approach Judgement- How do you appear to your market
Rapport- Become aware of prospect’s personality
Describe yourself and your “Why”
Describe Futurity First
Describe your process

6. Discovery & Agreement
What concerns you most about your retirement plans and goals?
Do you have friends or family who have dealt with financial challenges in retirement?
How comfortable do you feel about the performance of your holdings? And why is that?
What would you like to accomplish as a result of our work together in this area?
What can I do to make certain that we achieve the results you want?

7. Solutions Delivery
Is there anything that has come up between our last discussion and today?
At our last meeting you stated you were worried about the state of your assets…….

8. Objection Handling
Stay calm
Restate
Agree
Probe
Overcome

9. Closing
Trial closes
Close in your office
Stories
Logical next steps

10. Referrals
Mindset
Process
Prepare
Practice
Persistence
Coach

11. Pivoting At what point do I start the pivot process?
How do I determine what additional solutions they require?
What do I say?

12. Homework & Resources Identify what kind of advisor you are
Watch following Hoopis videos:
Approach
Mastering the Approach, by Chris Koon
Understanding the Power of Why, by Randy Taylor
Art of the Initial Approach, by Don Badgely
Discovery & Agreement
Discovery Agreement, by Brian Early
Ten Most Common Factfinding Mistakes, by Robert Chiron Ph.D
Solutions Delivery
Behavioral and Product Solutions for an Uncertain World by Doug Lennick

13. Homework & Resources Register for Session 301: Objection Handling
Language and Process for Overcoming Objections, by Ryan Applehaus
Closing
Insights on Getting Prospects to Take Action, by Ryan Applehaus
Referrals
Bill Cates Suite of Referral Videos, by Referral Coach International
 Register for Session 301: