What Would You Say?
Overcome this objection: "What do you do?"
"Great question! As I mentioned I work as a financial advisor and that is the purpose of me reaching out today to schedule a call to find a time in the next week or so to tell you more about the specific work I do."
True or False: Prospecting is an ongoing activity in financial planning and the most critical.
True
Who is our Managing Director?
Mark Savino
What are the two main products/services we offer?
Insurance and Investments
When a client purchases an insurance product, you get paid what (the name)?
Commission
Overcome this objection: "I don't have time."
"I appreciate that! So the purpose of today’s call is to actually find time in the next week or two where we can both block off some time in our calendars for a call. I’m actually pretty tied up today as well."
Name 3 potential objections that financial planners face during prospecting.
1. "I don't know anyone"
2. "They are all set"
3. "Let me speak to them first"
What year did we first open our doors in Red Bank?
2019
What product provides a "cash value" and can be viewed as an asset on the balance sheet?
Whole life insurance
What is the other way you are eligible to earn money as an intern?
Weekly incentives
Overcome this objection: "Send me something."
"Without getting to know you I wouldn’t know what to send. That’s the purpose of me reaching out to schedule a time to introduce what I do with more detail so you can get a clearer picture."
What are three common strategies in prospecting?
Client introductions, personal connections, social prospecting
What percentage of all our advisors in Red Bank got their start in the internship?
50%
Which product protects a client's income?
Long term disability
Your pay on a life insurance product is roughly what percentage?
50%
Overcome this objection: "I already work with an advisor."
"Ah that’s great! Actually a lot of my clients have prior relationships as well. Again – the purpose of my call was to simply just schedule a time to introduce myself. We may find that the type of work I do varies from what you’ve set up so far."
In financial planning, how does an "introduction" become a qualified suspect?
By getting their full name and phone number
Who are the longest tenured advisors in our office?
Marissa Savino Williams and Archie Rigopoulis
What general product gives the clients the most life insurance coverage?
Term life insurance
If a full-time advisor sells an insurance product, and the client never cancels, how many years will the advisor get paid?
Forever (commission, renewals, persistency)
Overcome this objection: "I'm not interested."
"I didn’t assume you were interested. As I mentioned the purpose of this call is to schedule a call to introduce myself and tell you about the work I do. (You don’t even know what I do yet)"
Name 3 of the 6 steps of prospecting.
Possible answers are:
1. Get an Affirmative
2. Feed a Name or Category
3. Qualify the Suspect In Depth
4. Who Else Comes to Mind?
5. Pinpoint
6. Double-Step Ahead
Who is the only advisor in Red Bank to hit Forum?
Marissa Savino Williams
Which product provides financial support if someone loses 2 of the 6 daily functions of living?
Long term care
You sell a Whole Life100 product with a base annual premium of $5000. How much is the total commission?
$2725 or $2500