2. CLIENT FOCUSED MARKETING

3. Module V Quiz u 1. A _________ is necessary for the diagnostic filtering interview. u Answer: Agenda

4. Module V Quiz u 2. Delivery of the _________ ________ is the main trigger for the diagnostic filtering interview. u Answer: Acquisition policy

5. Module V Quiz u 3. What does the acronym CPR stand for? u Answer: Consult, Personalize, and Recommend.

6. Module V Quiz u 4. The Client Service Folder is a valuable ______ and _______ tool. u Answer: communication and pivoting.

7. Handling Objections u I am real not interested. u I don’t need any more insurance. u How long is this going to take? u I am not sour I am comfortable sharing this information with you. u I want to wait a while.

8. Handling Objections u Your price is to high. u Do you really need this information? u I can’t afford it. u I want to think about it.

9. Module VI The Prescriptive Presentation u The prescriptive presentation is the time the solutions to peoples problems and methods for reaching their goals are presented. u The purpose of the prescriptive presentation is to present ideas and products that will result in a problem solving, goal directed sale, thus creating a triple win.

10. The Prescriptive Presentation u Proper preparation means being so well organized that it is known before the presentation that the people will respond favorably to the recommendations. u An effective presentation is always planned and developed. Always remember that ad- libs are for amateurs.

11. The Prescriptive Presentation u Presentation Guidelines: u Explain the R.A.C.E.S. approach to selling. u Review: The manner in which an interview is started. Review the goals or minutes of the previous interview in complete detail. u Agenda Whether the customer prefers detailed or short the agenda sets the tone and keeps control of the presentation.

12. The Prescriptive Presentation u Continue: Here we move from the generalities on the action - needed list to specifics by explaining the proposal and answering the buyers question., “ What is in it for me?” u Confirm: By having clear and precise objectives to work with it becomes easier to complete the sale.

13. The Prescriptive Presentation u Explain: It makes both logical and emotional sense to clearly state the objectives, and then list in an orderly fashion the major actions that must be taken to obtain the desired goals.

14. The Prescriptive Presentation u Sell the Concept : Selling the concept first allows an Agent to link the buyer’s motives to the solutions provided. u Agents should pace their presentations to the customer. u How do you gauge the pace? Ask questions.

15. The Prescriptive Presentation u What are some of the questions you can ask to gauge the pace?

16. The Prescriptive Presentation u Presentation Guidelines: u To move even closer to becoming a master presenter, review the following additional presentation guidelines. u Practice, Practice, Practice. u Role play the presentation. u If you are not sold don’t go.

17. The Prescriptive Presentation u Place positive issues on the right side. u Present key issues first and last. u Use showmanship. u Use present tense. u Be familiar with the information. u Speak the buyers language. u Proof sources.

18. The Prescriptive Presentation u Clean and neat materials u Use large type. u Underline and bold. u List points with bullets. u Proofread for accuracy. u Use charts and graphs. u Show new and old 34 Force examples.

19. The Prescriptive Presentation u Completion Tips: u Nonverbal communication u Use the fear of rejection u Ask why u Joint work. u Show your personal program u Hand them the pen

20. The Prescriptive Presentation u You sign first.

21. The Prescriptive Presentation u Assignment for next week: u Read Module VII Conserving the Account u Mock Diagnostic Filtering and Prescriptive Presentation.