1. Merchandising Your Financial Sales Tools Presented by Trip Higginbotham

2. Merchandising Your Financial Sales Tools What are we trying to accomplish? Create more sales Get advisors to use established, effective sales presentations Train advisors on how to sell with and use the software Create awareness of the software Provide Sales Ideas for Advisors

3. Sales Ideas vs. Training Sales Ideas help advisors: Get into a “Sales” state of mind vs. “learning/questioning” See why it’s worth their time to learn the software Understand which clients would the idea be good for See how it is going to help them make the sale Merchandising Your Financial Sales Tools

4. Sales Ideas must be… Easy – easy for the advisor to understand, easy to take action Reusable – advisor can leverage the idea among many clients Informative – needs to have substance Lucrative – needs to sell product at the end of the day Merchandising Your Financial Sales Tools

5. What we’ve done so far.. **Separation between Conceptual and Analytical Tools** Don’t try to force ETA down an advisor’s throat They don’t feel comfortable Learning is too time consuming Invest a lot of time with each of their clients/prospects Start with Conceptual Tools Tools are high-level, so advisor’s limited knowledge is enough Only thing to learn is a sales talk High level is reusable with all their clients/prospects Merchandising Your Financial Sales Tools

6. The Big Idea: Build “IT” into Your Practice! New Advisors - Repeatable Sales Process Experienced Advisors - Own MORE of Your Client’s Business Leverage Existing Tools: RRM:“Build Retirement Planning into Your Practice” ETC:“Build Estate Planning into Your Practice” Life Goals:“Build Financial Planning into Your Practice” BC/BV/KP:“Build Business Planning into Your Practice” QPDA:“Build IRA Planning into Your Practice” Merchandising Your Financial Sales Tools

7. What do we promote? Seminars – ETC, RRM already done, repackage output of LG, BC, QPDA Easy Reusable Informative Lucrative Advisor Newsletters – reuse resource page content for e-mail/print drips Easy Reusable Informative Lucrative Merchandising Your Financial Sales Tools

8. How do we make this exciting? E-mail (Colorful, with graphics) Print Newsletters Website (Company & PlanLab) Images & Videos Sales Contests (using Reports in PlanLab) Sponsorship for Seminars Giveaways/Incentives (Run an ETA, get a sleeve of golf balls) Subliminal Marketing Merchandising Your Financial Sales Tools

9. How do we make this exciting? E-mail (Colorful, with graphics) Print Newsletters Website (Company & PlanLab) Images & Videos Sales Contests (using Reports in PlanLab) Sponsorship for Seminars Giveaways/Incentives (Run an ETA, get a sleeve of golf balls) Subliminal Marketing Merchandising Your Financial Sales Tools How can we help you?