®
Wealth
Circle of
Sales System
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 1:
1. How did you hear about us and what do you know about our company?
2. What are you doing currently in the way of financial planning?
3. What do you like most about what you are doing financially?
4. What don’t you like about your current financial position?
5. What would you like to see enhanced or improved?
6. How would you describe the ideal planner, financial plan?
7. What has been your past experience with financial planning?
8. What would you “ideally” like to accomplish with your plan?
9. Tell me about your decision making process.
10. What keeps you up at night?
Step 1:
(continued)
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 2:
Circle Talk 1 (Accumulators)
Circle Talk 2 (Retirees)
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 3:
Confidential Questionnaire
Two-Page Hard Copy
EQ (sames as hard copy)
Tailwinds Basic: Questionnaire only
(Populates Spending Game)
Tailwinds Pro: Full Data base system
(Populates Spending Game)
Insights Profile
Schedule Second Appointment
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 4:
Two Ways I Get Paid
 First: Club Selection
 Manufacturer
 You will never pay me directly
 Second: Referrals
 Life Blood of any business
 If I can …
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 5:
Referrals & Prospecting:
Referrals
 Friendly
 Responsible
 Married
 Happily Married
 Children
 Serious about their money
Step 5:
Prospecting
(continued)
Prospecting DVD’s (7)








Retirement: Are You Ready? Senior’s and Retiree’s
Three Types of Money
5 Minute Lesson on Life Insurance
Qualified Plans
Who Holds This Piece at Your House?
Club vs. Swing
They Most Powerful Bank in the World
Your Child is Ready for College: Are You? (coming soon)
Based on Circle Talk for SS
Recipients, this is the perfect
companion tool to Three Types of
Money. This DVD caters to those
clients who are nearing the end of the
accumulation stage, or have already
entered the distribution stage of their
life cycle.
This prospecting video is a
professionally recorded 7-minute
DVD based on Circle Talk for
accumulators. It introduces the basic
“Circle of Wealth” concepts and
positions you as the professional able
to navigate the financial world for
your clients.
In this DVD, your prospect will hear
the truth about life insurance perhaps
for the first time. They will
understand the best policy they can
own is a MEC contract. (Maximum
Efficient Contract) The information
in this video will separate you from
other advisors and give you the
power to change your prospects
beliefs about Permanent Life
Insurance and want all they can get.
When asked the question: What do
Qualified Plans Do? most respond
with “They defer taxes”. This video
will help your prospect better
understand how Qualified Plans work
and discuss the fact that Qualified
Plans do two things. They defer the
tax and the tax calculation.
More money will go through your
prospects mortgage than any other
financial instrument! Your prospects
need to understand that how they pay
their mortgage impacts their ability to
accumulate wealth. This video will
allow your prospect to see there is
more than one way to pay off their
home and how they can be mortgage
free and still maintain control of their
money.
The comparison between golf and
your money may seem a bit odd at
first but in this video you will find
them to be similar in many ways.
Getting every area of our finances in
order can be as difficult as getting
every part of our golf game working
in perfect rhythm. If your prospect is
a golfer this video will make them
want to get together with you and
work on their financial “swing”.
This video will give your clients
insights into how banks make money
and more importantly discuss
opportunities they have that can help
them “be their own bank.” While the
video does not recommend any
specific financial product it does set
the stage for you to discuss with your
prospect how well Permanent Life
Insurance performs in this capacity.
Step 5:
Prospecting
(continued)
Drip Marketing System
 MoneyLink Newsletter
 Delivered by mail quarterly
 Video Vignettes
 Circle of Wealth Vignettes
 Golf Vignettes
 College Planning Vignettes
 “Wealth and Wisdom” Vignettes
 Concierge Service
 COW drip articles
 Personal articles
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 6:
Financial Questionnaire Review
Planner Questionnaire
Illustrate Present Position: Spending Game
Verify Tailwinds data transfer
Model View Discussion
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 7: Finding the Money
 Mortgages
 Taxes
 Qualified Plans
 College Funding
 Expenses
 Lifestyle
Step 7: Finding the Money
Circle Talk
Retirement Ready Or Not
Mortgage Master
Mortgage Net Worth
Tax Master
Qualified Plans
College Planning
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Circle
CircleTalk
Talk
 Illustrate what makes you unique
Retirement Ready Or Not  Communicate what you do
 Illustrate the many forms of wealth
Mortgage Master
transfers
Mortgage Net Worth
 Why mastering your money is so
Tax Master
important
Qualified Plans
 Focus is process, not product
College Planning
 Personalized, visual presentation
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Circle Talk
 Calculates ROR required for your
Retirement
ReadyorOr
Retirement Ready
Not
plan to make it
 Calculates how much you should be
saving
 Calculates how long you will have to
work
 Calculates how much you will be
able to spend
Mortgage Master
Mortgage Net Worth
Tax Master
Qualified Plans
College Planning
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Help your clients answer the following
questions:
Retirement Ready Or Not
 How much should I put down?
Mortgage
MortgageMaster
Master
 How long should I finance my
Mortgage Net Worth
house?
Tax Master
 What is the best way to pay off my
Qualified Plans
house?
 When should I refinance?
College Planning
Circle Talk
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Circle Talk
 Determine if you should refinance
Retirement Ready Or Not  Estimate the net worth effect over
time
Mortgage Master
 Illustrate the difference in tax
Mortgage
Net
Worth
Mortgage Net Worth
advantages
Tax Master
Qualified Plans
College Planning
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Circle Talk
Easily communicate key concepts:
Retirement Ready Or Not  Compound Interest
 Increasing tax liability
Mortgage Master
 Opportunity cost of taxes
Mortgage Net Worth
 How to level or flatten your taxes
Tax
TaxMaster
Master
 How to reduce your taxes
Qualified Plans
 Buy Term and Invest the difference
College Planning
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Circle Talk
Illustrate the following:
Retirement Ready Or Not  Financial impact of contributions
above the company match
Mortgage Master
 What do Qualified Plans do? Defer
Mortgage Net Worth
taxes and …
Tax Master
 Importance of LUC (Liquidity, Use
Qualified
QualifiedPlans
Plans
& Control)
College Planning
 Tax History
Tool Box
Spending Game
5 Minute Lesson
Step 7: Finding the Money
Circle Talk
 Illustrate the need for proper
Retirement Ready Or Not
Mortgage Master
Mortgage Net Worth
Tax Master
Qualified Plans
College
CollegePlanning
Planning
Tool Box
Spending Game
5 Minute Lesson




planning
Uncover myths about financial aid
Public vs. Private
Impact of college on your retirement
Where is the best place to save for
college expenses?
Step 7: Finding the Money
Circle Talk
Retirement Ready Or Not
Mortgage Master
Mortgage Net Worth
 Over 100 Financial calculators
Tax Master
 Point of sale ideas, illustrations and
Qualified Plans
College Planning
ToolBox
Box
Tool
Spending Game
5 Minute Lesson
documentation (i.e., 401 Condo, Five
Minute Lesson on Life Insurance,
Retirement Investment Alternatives
etc.)
Step 7: Finding the Money
Circle Talk
Help your client answer the following
Retirement Ready Or Not
questions:
Mortgage Master
 Will I have enough to retire?
Mortgage Net Worth
 How long will my money last?
 What assets should I spend down and
Tax Master
in what order should I liquidate
Qualified Plans
them?
College Planning
 Model Talk
Tool Box
 Find-it- Worksheet
SpendingGame
Game
Spending
5 Minute Lesson
Step 7: Finding the Money
Circle Talk
Retirement Ready Or Not  Answers the question: “How much
Premium?”
Mortgage Master
 The complete truth about insurance
Mortgage Net Worth
 Separates you from other advisors
Tax Master
 Client wants to fund policy to the
Qualified Plans
Max!
College Planning
 Maximum Efficient Contract
Tool Box
Spending Game
55Minute
MinuteLesson
Lesson
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 8: Picking the Clubs
Where would you like
to put the money?
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 9:
Permanent Life Insurance
& Other Products
PLI: Three Legged Stool
 Needs vs. Wants
 5 Minute Lesson on Life Insurance
 Club vs. Swing
Step 9:
Protection Products
 Long Term Care
 Major Medical
 Disability
 Term Life
 Property and Casualty
 Wills and Trusts
(continued)
Step 9:
(continued)
Investment Products
 Qualified Accounts
 Savings Accounts (MM, CDs)
 Securities (Stocks, Mutual Funds)
 Annuities
 Real Estate
 Collectibles
Ten Steps to the Circle of Wealth® System Sales Process
Step 1:
Open Ended
Questions
Step 10:
Put it all together
1st Interview
(Steps 1-5)
Step 2:
Circle Talk
Step 9:
Life Insurance
&
Other Products
Step 3:
CQ
Step 8:
Picking the Clubs
Step 4:
Explain how
you get paid
Step 7:
2nd Interview
(Steps 6-10)
Find the Money
Step 6: Review
CQ using PQ
Step 5:
Referrals &
Prospecting
Step 10: Putting it all Together
Present Position
Revised Position
Compare Alternatives
Annual Review:
Repeat the sales Process
3 Steps to Success
Learning Opportunities:









Virtual Training Course
F1 Help Files
Two-Day Basic Training School
Study Group Program with Certified Mentor
Mentor Program with Don Blanton (creator of the system)
COW Tales
CSi: Case Study Program
MOU: MoneyTrax Online University
Joint Work Program: Mentor Referral
Virtual Training Course
This multi-media training course will take you step-by-step
through the client sales process. The MoneyTrax Virtual
Training Course (VTC) is a computer based audio-visual
learning environment designed to expedite your successful use
of the Circle of Wealth® system. Simply sit back and follow
along as Don Blanton leads you through the use and
presentation strategies the system has to offer. This multi-media
course includes instructional video recorded at one of Don's
highly acclaimed Two-Day Basic Training School as well as
step-by-step screen-view tutorials of the software. The Virtual
Training Course is included in all Circle of Wealth® systems
purchased on or after January 1, 2008.
F1 Help Files
Computer Support
Sales Script
Math Explanation
Two-Day Basic Training School
If what you thought to be true about
money turned out not to be true, when
would your clients want to know?
Our Two-Day Basic Training School will take you step-by-step through the complete
10-Step client sales process and show you the exact order in which to present the
software and concepts to your prospects. You will return with “something to say” and
the confidence to engage your prospects using the Circle of Wealth® system. You will
be challenged and inspired to re-think everything you believe to be true about our
industry and what the best solutions are to ensure your clients will win financially. Our
basic trainings are the best way to begin mastering the system, and they are often
attended by long term COW users who want to continue to hone their skills. These are
two intense days that will not soon be forgotten!
Class are taught bi-monthly in Atlanta, GA and hosted around the country
upon request.
Online Study Group Program
The Online Study Group program is your next step learning
opportunity to follow our Basic Training School. This
program allows you a slower systematic hands on
experience that is an easy and efficient way to continue your
education and master the client sales process. Our Online
Study Group Program allows you to join and collaborate
with up to 14 other COW users and receive personalized
training under the careful guidance of a Certified
MoneyTrax Mentor. You will meet "online" with your
group’s instructor every other week for six months to
receive professional instruction on the 10-Step Sales
Process and work a case during each session for practical
application. In addition to your live sessions, you will have
access to MoneyTrax Online University – Study Group
Edition (MOU2) during the six-month program.
Mentor Program
Imagine a program that GUARANTEES you will write a
minimum of $250,000 in life premium in the next 12 months
with the knowledge that many in the program write three to
four times this amount! Don Blanton makes this guarantee!
Don will personally take you under his wing for a full year of intensive coaching
and strategic planning on using the Circle of Wealth® system. You will be
covering many advanced sales ideas and case development using Spending Game
while you are provided with a lifeline of support to help you accomplish your
goals throughout the process. Groups are made up of 24 attendees and will meet
in person with Don four times during the 12-month program for a live two-day
intensive training session. The program also offers MoneyTrax Online University
– Mentor Edition (MOU2) which has extended features from our standard MOU.
Active Mentors also receive full access to our Case Study Program for no
additional cost!
All candidates should have a solid understanding of the 10-Step sales process and how
the Circle of Wealth ® software operates, and be familiar with the concepts that it illustrates.
The is not a Basic Training and it will not teach you how to operate the software.
COW Tales – 16 Volumes
Many of us learn by repetition, and having a way to hear a presentation
repeatedly can help you to make it your own. COW Tales will give
you the opportunity to learn by listening while you are in your car and
on your way to the office or your next appointment. COW Tales are
standard audio CDs that can be played on any CD player. These are a
great additional training tool for you to supplement your study of the
Circle of Wealth® Sales Help Scripts and the Virtual Training Course.
Please note: COW Tales 1-4 are included with all Circle of Wealth®
system purchases. See a detailed list of subjects by volume in your
2010 Product and Training Guide in your conference welcome
package.
CSi Case Study Program
The Case Study Program focuses on evaluating, designing and
presenting real-world case scenarios using the Circle of Wealth®
tools and techniques. It is an audio/visual training platform
designed to help you easily master the most complex part of the
sales process; building and illustrating case scenarios to your
prospects. Once the online MoneyTrax Case Study Interface
(CSi) is installed, you will receive a new case scenario on the
1st and 15th of every month followed by a detailed review! You
will personally be able to see and hear exactly how Don Blanton
would build and present the case to a client! Then
approximately one week following the posting of the case to the
interface, you will have access to a “live” follow-up online
conference call with Don.
MoneyTrax Online University
MoneyTrax Online University (MOU) will drill down to explain
every calculator and give you a practical way to use it. The
audio/visual format and archived lessons make for a simple
learning curve based on your schedule. MOU is our most
current training platform with updated content added after we
introduce new tools. MOU will not show you the “sales
process;” however, it will teach you every capability that our
software has and keep you current on the latest developments.
MOU may be purchased on its own; however, it is included
with our Online Study Group and/or Mentor Group
programs. To receive the most training value for your money,
we suggest you gain access to MOU through one of these
programs.