Show:
History Lessons
Philosophy of Productivity
The Process
Wilson Skills
100
One of Canada's largest insurance companies, founded by the Jeffreys family in 1874.
What is London Life?
100
The idea that there is not enough to go around; leads to sense of competition and not sharing resources.
What is scarcity mentality?
100
The first step in the 10 step planning process.
What is prepare/preparation?
100
The skill used when the prospect feels "no trust".
What is Relating?
200
This national bank almost bought London Life before GWL caused them to reneg on their deal, costing more than $75 million.
Who is RBC?
200
This is the number of calls one needs to make to result in one sale, as per industry average.
What is 100?
200
This is where you gather information about the current situation.
What is fact find?
200
This approach helps to build credibility by anticipating concerns or objections.
What is Ben Duffy (technique)?
300
Three offices which became part of Vancouver Georgia Financial Centre in 2010.
What the Broadway, Victoria and Nanaimo offices?
300
One of the key revenue drivers for our business; should have 4-6 of these meetings per week.
What is introduction to services?
300
This step represents the gap, or opportunity when comparing where a prospect would like to be and where they are today.
What is identify issues?
300
This is a question plus some tension.
What is Objection?
400
Now extinct, the division that existed in Metropolitan areas across Canada that was focused on affluent and business owner clientele.
What is General Sales Division?
400
One of the four critical advisor systems identified by LIMRA; it has 10 steps.
What is Financial Security Planning Process?
400
This is a presentation that is used primarily to introduce your services to prospects; works well in a group/seminar situation.
What is PSFY?
400
The model that the discovering process is based on.
What is SEEK?
500
The investment house originally created to offer and manage clients' investment accounts, before Quadrus.
What is London Financial Centre?
500
This is the point-based activity management system we use.
What is Granum?
500
"...is nothing more than the solution to the issue(s) that come out of the planning process."
What is product?
500
Use these statements to tie the recommendation back to the issue it's trying to solve.
What is SAB (solution/application/benefit) statement?