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Circle of Wealth® Sales System
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Step 10: Put it all together 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Step 10: Put it all together 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 1: How did you hear about us and what do you know about our company? 2. What are you doing currently in the way of financial planning? What do you like most about what you are doing financially? What don’t you like about your current financial position? What would you like to see enhanced or improved? How would you describe the ideal planner, financial plan? What has been your past experience with financial planning? What would you “ideally” like to accomplish with your plan? Tell me about your decision making process What keeps you up at night?
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Step 1: (continued)
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Step 10: Put it all together 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 2: Circle Talk 1 (Accumulators) Circle Talk 2 (Retirees)
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Step 10: Put it all together 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 3: Confidential Questionnaire Two-Page Hard Copy
EQ (sames as hard copy) Tailwinds Basic: Questionnaire only (Populates Spending Game) Tailwinds Pro: Full Data base system (Populates Spending Game) Insights Profile Schedule Second Appointment
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Step 10: Put it all together 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 4: Two Ways I Get Paid
First: Club Selection Manufacturer You will never pay me directly Second: Referrals Life Blood of any business If I can …
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Step 10: Put it all together 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 5: Referrals & Prospecting: Referrals
Friendly Responsible Married Happily Married Children Serious about their money
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Step 5: (continued) Prospecting
Prospecting DVD’s (7) Retirement: Are You Ready? Senior’s and Retiree’s Three Types of Money 5 Minute Lesson on Life Insurance Qualified Plans Who Holds This Piece at Your House? Club vs. Swing They Most Powerful Bank in the World Your Child is Ready for College: Are You? (coming soon)
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Based on Circle Talk for SS Recipients, this is the perfect companion tool to Three Types of Money. This DVD caters to those clients who are nearing the end of the accumulation stage, or have already entered the distribution stage of their life cycle.
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This prospecting video is a professionally recorded 7-minute DVD based on Circle Talk for accumulators. It introduces the basic “Circle of Wealth” concepts and positions you as the professional able to navigate the financial world for your clients.
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In this DVD, your prospect will hear the truth about life insurance perhaps for the first time. They will understand the best policy they can own is a MEC contract. (Maximum Efficient Contract) The information in this video will separate you from other advisors and give you the power to change your prospects beliefs about Permanent Life Insurance and want all they can get.
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When asked the question: What do Qualified Plans Do
When asked the question: What do Qualified Plans Do? most respond with “They defer taxes”. This video will help your prospect better understand how Qualified Plans work and discuss the fact that Qualified Plans do two things. They defer the tax and the tax calculation.
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More money will go through your prospects mortgage than any other financial instrument! Your prospects need to understand that how they pay their mortgage impacts their ability to accumulate wealth. This video will allow your prospect to see there is more than one way to pay off their home and how they can be mortgage free and still maintain control of their money.
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The comparison between golf and your money may seem a bit odd at first but in this video you will find them to be similar in many ways. Getting every area of our finances in order can be as difficult as getting every part of our golf game working in perfect rhythm. If your prospect is a golfer this video will make them want to get together with you and work on their financial “swing”.
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This video will give your clients insights into how banks make money and more importantly discuss opportunities they have that can help them “be their own bank.” While the video does not recommend any specific financial product it does set the stage for you to discuss with your prospect how well Permanent Life Insurance performs in this capacity.
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Step 5: Prospecting (continued)
Drip Marketing System MoneyLink Newsletter Delivered by mail quarterly Video Vignettes Circle of Wealth Vignettes Golf Vignettes College Planning Vignettes “Wealth and Wisdom” Vignettes Concierge Service COW drip articles Personal articles
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Put it all together Step 10: 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 6: Financial Questionnaire Review
Planner Questionnaire Illustrate Present Position: Spending Game Verify Tailwinds data transfer Model View Discussion
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Put it all together Step 10: 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 7: Finding the Money
Mortgages Taxes Qualified Plans College Funding Expenses Lifestyle
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Step 7: Finding the Money
Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson
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Step 7: Finding the Money
Illustrate what makes you unique Communicate what you do Illustrate the many forms of wealth transfers Why mastering your money is so important Focus is process, not product Personalized, visual presentation Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Circle Talk
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Step 7: Finding the Money
Circle Talk Retirement Ready Or Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Calculates ROR required for your plan to make it Calculates how much you should be saving Calculates how long you will have to work Calculates how much you will be able to spend Retirement Ready or Not 29
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Step 7: Finding the Money
Help your clients answer the following questions: How much should I put down? How long should I finance my house? What is the best way to pay off my house? When should I refinance? Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Mortgage Master 30
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Step 7: Finding the Money
Determine if you should refinance Estimate the net worth effect over time Illustrate the difference in tax advantages Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Mortgage Net Worth 31
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Step 7: Finding the Money
Easily communicate key concepts: Compound Interest Increasing tax liability Opportunity cost of taxes How to level or flatten your taxes How to reduce your taxes Buy Term and Invest the difference Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Tax Master 32
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Step 7: Finding the Money
Illustrate the following: Financial impact of contributions above the company match What do Qualified Plans do? Defer taxes and … Importance of LUC (Liquidity, Use & Control) Tax History Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Qualified Plans 33
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Step 7: Finding the Money
Illustrate the need for proper planning Uncover myths about financial aid Public vs. Private Impact of college on your retirement Where is the best place to save for college expenses? Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson College Planning 34
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Step 7: Finding the Money
Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Over 100 Financial calculators Point of sale ideas, illustrations and documentation (i.e., 401 Condo, Five Minute Lesson on Life Insurance, Retirement Investment Alternatives etc.) Tool Box 35
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Step 7: Finding the Money
Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Help your client answer the following questions: Will I have enough to retire? How long will my money last? What assets should I spend down and in what order should I liquidate them? Model Talk Find-it- Worksheet Spending Game 36
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Step 7: Finding the Money
Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Answers the question: “How much Premium?” The complete truth about insurance Separates you from other advisors Client wants to fund policy to the Max! Maximum Efficient Contract 5 Minute Lesson 37
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Put it all together Step 10: 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 8: Picking the Clubs
Where would you like to put the money?
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Put it all together Step 10: 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 9: Permanent Life Insurance & Other Products
PLI: Three Legged Stool Needs vs. Wants 5 Minute Lesson on Life Insurance Club vs. Swing
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Step 9: (continued) Protection Products Long Term Care Major Medical
Disability Term Life Property and Casualty Wills and Trusts
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Step 9: (continued) Investment Products Qualified Accounts
Savings Accounts (MM, CDs) Securities (Stocks, Mutual Funds) Annuities Real Estate Collectibles
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Ten Steps to the Circle of Wealth® System Sales Process
Step 1: Open Ended Questions Step 2: Circle Talk Step 3: CQ Step 4: Explain how you get paid Step 5: Referrals & Prospecting Step 6: Review CQ using PQ Step 7: Find the Money Step 8: Picking the Clubs Step 9: Life Insurance & Other Products Put it all together Step 10: 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)
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Step 10: Putting it all Together
Present Position Revised Position Compare Alternatives Annual Review: Repeat the sales Process
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3 Steps to Success
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Learning Opportunities:
Virtual Training Course F1 Help Files Two-Day Basic Training School Study Group Program with Certified Mentor Mentor Program with Don Blanton (creator of the system) COW Tales CSi: Case Study Program MOU: MoneyTrax Online University Joint Work Program: Mentor Referral
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Virtual Training Course
This multi-media training course will take you step-by-step through the client sales process. The MoneyTrax Virtual Training Course (VTC) is a computer based audio-visual learning environment designed to expedite your successful use of the Circle of Wealth® system. Simply sit back and follow along as Don Blanton leads you through the use and presentation strategies the system has to offer. This multi-media course includes instructional video recorded at one of Don's highly acclaimed Two-Day Basic Training School as well as step-by-step screen-view tutorials of the software. The Virtual Training Course is included in all Circle of Wealth® systems purchased on or after January 1, 2008.
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Computer Support Sales Script Math Explanation
F1 Help Files Computer Support Sales Script Math Explanation
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Two-Day Basic Training School
If what you thought to be true about money turned out not to be true, when would your clients want to know? Our Two-Day Basic Training School will take you step-by-step through the complete 10-Step client sales process and show you the exact order in which to present the software and concepts to your prospects. You will return with “something to say” and the confidence to engage your prospects using the Circle of Wealth® system. You will be challenged and inspired to re-think everything you believe to be true about our industry and what the best solutions are to ensure your clients will win financially. Our basic trainings are the best way to begin mastering the system, and they are often attended by long term COW users who want to continue to hone their skills. These are two intense days that will not soon be forgotten! Class are taught bi-monthly in Atlanta, GA and hosted around the country upon request.
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Online Study Group Program
The Online Study Group program is your next step learning opportunity to follow our Basic Training School. This program allows you a slower systematic hands on experience that is an easy and efficient way to continue your education and master the client sales process. Our Online Study Group Program allows you to join and collaborate with up to 14 other COW users and receive personalized training under the careful guidance of a Certified MoneyTrax Mentor. You will meet "online" with your group’s instructor every other week for six months to receive professional instruction on the 10-Step Sales Process and work a case during each session for practical application. In addition to your live sessions, you will have access to MoneyTrax Online University – Study Group Edition (MOU2) during the six-month program.
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Mentor Program Imagine a program that GUARANTEES you will write a minimum of $250,000 in life premium in the next 12 months with the knowledge that many in the program write three to four times this amount! Don Blanton makes this guarantee! Don will personally take you under his wing for a full year of intensive coaching and strategic planning on using the Circle of Wealth® system. You will be covering many advanced sales ideas and case development using Spending Game while you are provided with a lifeline of support to help you accomplish your goals throughout the process. Groups are made up of 24 attendees and will meet in person with Don four times during the 12-month program for a live two-day intensive training session. The program also offers MoneyTrax Online University – Mentor Edition (MOU2) which has extended features from our standard MOU. Active Mentors also receive full access to our Case Study Program for no additional cost! All candidates should have a solid understanding of the 10-Step sales process and how the Circle of Wealth ® software operates, and be familiar with the concepts that it illustrates. The is not a Basic Training and it will not teach you how to operate the software.
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COW Tales – 16 Volumes Many of us learn by repetition, and having a way to hear a presentation repeatedly can help you to make it your own. COW Tales will give you the opportunity to learn by listening while you are in your car and on your way to the office or your next appointment. COW Tales are standard audio CDs that can be played on any CD player. These are a great additional training tool for you to supplement your study of the Circle of Wealth® Sales Help Scripts and the Virtual Training Course. Please note: COW Tales 1-4 are included with all Circle of Wealth® system purchases. See a detailed list of subjects by volume in your 2010 Product and Training Guide in your conference welcome package.
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CSi Case Study Program The Case Study Program focuses on evaluating, designing and presenting real-world case scenarios using the Circle of Wealth® tools and techniques. It is an audio/visual training platform designed to help you easily master the most complex part of the sales process; building and illustrating case scenarios to your prospects. Once the online MoneyTrax Case Study Interface (CSi) is installed, you will receive a new case scenario on the 1st and 15th of every month followed by a detailed review! You will personally be able to see and hear exactly how Don Blanton would build and present the case to a client! Then approximately one week following the posting of the case to the interface, you will have access to a “live” follow-up online conference call with Don.
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MoneyTrax Online University
MoneyTrax Online University (MOU) will drill down to explain every calculator and give you a practical way to use it. The audio/visual format and archived lessons make for a simple learning curve based on your schedule. MOU is our most current training platform with updated content added after we introduce new tools. MOU will not show you the “sales process;” however, it will teach you every capability that our software has and keep you current on the latest developments. MOU may be purchased on its own; however, it is included with our Online Study Group and/or Mentor Group programs. To receive the most training value for your money, we suggest you gain access to MOU through one of these programs.
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