Finding the Pain:
The First Appointment Process
Robert Harwood
Harwood Financial Group
Tampa, FL
Before we get started, I
want to discuss how I divide
up the work in my office.
3 Key Positions
• Pre- Sales Support
• Sales
• Post Sales Support
*We were able to do $32 million in new assets with this
structure last year ($17 million in annuity premium and
$15 million in new AUM).
Our First Appointment
Process
We will discuss:
- How to conduct the meeting
- Client Fact Finding Forms
- Presentation and Meeting Flow
- Closing the First Appointment
This process is always the same –
regardless of the assets.
Conducting the First Appointment
The goals of the first appointment are to identify three
areas of “pain” for which you have the solution and to
have the client “realize” the “pain” and understand that
you have the solution.
Once you have identified the three sources of pain and
the prospect has acknowledged them, you are ready to
close your first appointment.
We use a Client Fact Finder that we will now review.
Learn enough
about the client
to position
yourself
Income
This
form has
a very
specific
flow that
will help
you
conduct
a
successf
ul
meeting.
In honor of
Matt Zagula –
Final Expenses
Mining
for referrals
Key
Step!!!
Jim
Bowman
section
Opportunity to
discuss SB and
Aviva Riders
"1, 2, 3’s of Money" OPTIONAL
1. Income
2. Emergencies
3. Investments
Goal: Protect and Preserve
Your Quality of Life
Risky!!
Protected
My version of Mike‘s “Three Investment Worlds“
(Thanks, Mike!)
Linked
Banks – CDs
CD’s ____ / 0
Gov’t - Treasury
Bond
TIPS
FA
Ins.
------/ 0
Stks
MF
Bonds
RE
VA
FA
Safe from Stk Market
No Growth
Not Safe !!
Potential Growth
Close the Meeting
“You are here and need to be here”
If I am able to …..
1.
2.
3.
“Is there any reason we would not be able to work together?”
Tell them what you will prepare for them for the next appointment
(ie. setting expectations and giving something to look forward to)
Get statements and tax returns and set next appointment!
Documentation
Upcoming Webinars & Events:
» June 22nd-24th – Life University: Ideas that Sell – AE Home Office
» July 1st – “Ideas at Work” at 10 a.m. (central)
» July 8th – “Windows of Opportunity” coaching call with Bill Johnson
at 10 a.m. (central)
» July 11th – “Get in the Groove” with Gina Rainey
» July 15th – “Driving the Wedge” with Randy Schwantz
» July 24th-26th – IRA College with Mike Reese – AE Home Office
» AUGUST 3rd-8th – AE Incentive Trip – The Ritz-Carlton, Kapalua in
Maui! Can’t wait to see several of you there!
Ongoing Sales Contests:
» Top 10 Life Trip – Grand Velas, Riviera Maya
– Qualification: January 1 – August 31, 2011
– Event Dates: November 12 – 16, 2011
» Incentive Trip – The Ritz-Carlton, Grand Cayman
– Qualification: April 1, 2011 – March 31, 2012
– Event Dates: August 1 – 6, 2012
» The 250K Big Giveaway
– Qualification: January 1 – December 31, 2011
Thank you for joining today’s call!
» Call your VP of Marketing about a host of recent product
releases!
» Lock in your spot on one of our upcoming trips!
» Thank you, as always, for your business!
(866) 363-9595