Ok, here's the situation. I just got contracted w/ Mass. I am going on my first appointment next week,and although I like some of the approach language scripts, they don't fit into my personality. So I was going use it this way: "Hey Prospect, I appreciate you taking the time out to meet with me. As I mentioned on the phone, I wanted to stop by to tell you a little about what I do and how it can benefit you. I do financial planning for business owners which helps them create financial security. We both know that term "financial security" means different things to different people, so what I am speaking of is securing your financial goals from financial risks....Risks such as becoming injured and disabled, unexpectedly dying, or not having enough money to retire when you want, or how you want. Are you currently working with a consultant/financial planner?" (wait for response) then continue...here is the part im stumped on. I really don't know how to smoothly transition into my factfinder. The first question on my FF is what are your short term, mid term and long term goals. after I ask if he is working with anyone, how do I smoothly bridge the conversation into asking about his goals. Also, should I ask permission to basically interview him, ask him all the FF questions. because from my initial call, he was kind of rushed. I dont really know him but I dropped my COI's name who he has done business with once, so its not really a strong referral at all. PLEASE HELP
Why not talk to them (not read to them) ...just relax and vist and find out what their goals are ......if they don't stand you up on the appointment.....
Seems okay...just watch out on the financial planning part if you aren't 65/66 licensed or a CFP.
My best advice is just talk to the guy about things that could happen, and ask about his plans for things that could happen. For instance, for disability, ask him what would happen if s/he were to get sick (cancer, anything) what would happen to their income? Don't bring up any products, jsut talk with him about what they think would happen. Be cool, and relaxed, take notes.
The transitioning to the interview/FF part, (if hes not expecting it) ask if its okay if you ask him a couple questions about some scenarios that may be a concern.
I'm not sure if what I wrote is enough to help, I would need to think more. Overtime you get a good feel for how you work it, and it becomes natural.
Best advice is to take a senior agent with you. That's what I did when I learned. Granted they took half of everything, but half was better than none!!
"I do financial planning for business owners which helps them create financial security."
Do you have some background that would give some insight into the thoughts and concerns of a business owner?
My angle that I want to take is help business owners, who usually don't have the luxury of having group benefits, make sure that their money is protected by implementing DI insurance, overhead DI, and life insurance. If there is a need for keyman and/or buy/sell then I will take that approach. I have been in the life industry for 2 and 1/2 years but never as an agent always an agent's assistance, so that has given me experience with the concepts etc. So I know the science of insurance I am just trying to learn the art of it
Last edited by lifesales2009 : 07-30-2009 at 01:21 PM.
Reason: left out one point
After you say, "financial security means different things to different people" ask them what it means to them. That should get them talking and then you can guide them with fact finder questions that you should have memorized before meeting with them.
or maybe, "before we go any further, I'd like to get an idea of what it means to you to be financially secure."
I like that. I am editing my script now. and yes I am working on remembering the important questions to ask from my factfinder. theres like 70 questions in my factfinder (whats hobbies, etc) but I am going to consolidate it thanks!
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