1. Journal Entry #17 Assess your people skills and ability to communicate with strangers. Is talking to someone you don't know easy for you? Do you think you'd be able to build rapport with a stranger quickly/easily? ** Minimum 5 sentences 1

2. Let’s think back… …to our banking phone calls. Do any of you recall feeling really good about the person your talked to…feeling comfortable with that person? 2

3. Journal Entry #18 What does the word trust mean to you? Who do you trust the most? Why? 3

4. “TRUST”…defined The belief that someone or something is reliable, good, honest, effective, etc. The assured reliance on the character, ability, strength, or truth of someone or something 4

5. Understanding Your Audience “Nobody likes to be sold but everybody likes to buy.” 5

6. Copyright © Texas Education Agency, 2013. All rights reserved. What do Financial Institutions Sell? 1.Banking products Retail banking services Checking and savings accounts Credit cards Loans Insurance 2. Financial Services Retirement products such as IRAs Stocks, bonds, mutual funds 3. Relationships (not really for sale, but major part of the sales process!) Promotes Trust Potential Profit Additional Business 6

7. Copyright © Texas Education Agency, 2013. All rights reserved. What is Relationship “Selling”? A business philosophy A marketing philosophy Goals: Establish long-term customers Increase customer base Increase business ($$) Reduces the cost of obtaining information (on new customers) because of repeat customers and referrals Builds customer loyalty Builds company reputation 7

8. Can you answer this question? Why does this “investment” make sense for me (and my family)??

9. Why does “the why” matter? The client needs to see the value … Understand the vision It’s THEIR money being invested To persevere through “the storms” that come with investing The eventual ups and downs So they don’t go elsewhere !!!

10. Copyright © Texas Education Agency, 2013. All rights reserved. Relationship Comprehension 1. What is the foundation of both business and personal relationships? Why is it important? 2. What are the 3 things financial institutions sell? 3. What are the 3 goals of relationship selling? 4. Why is it important for YOU (the investor or client) to be convinced of the value or purpose when investing?