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

2. Moving to the Next Level

3. 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.

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

5. Price and Value Matrix

6. Sigmoid Curve – “S” Curve

7. Growth “S” Curve

8. Client Understanding
Wisdom
Knowledge
Information

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

11. 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)

12. How to use both Approaches

13. 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.

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

15. Fact Finding
Four Step Planning Process 2.0

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

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

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

19. 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

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

21. 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

22. The Pivot

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

24. Homework & Resources Identify what kind of advisor you are
Read Training Guide
Review new Planning Guide
Register for Session 201: