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Taking Your
Prospects Temperature
Always look before you leap
Before jumping into a pool
What do you do first?
Feel the water to check if its too cold or just right.
Taking Your
Prospects Temperature
Failure to Use Trial Closes
3 Primary Reasons Why Agents
Dont Use Trial Closes
1.
Taking Your
Prospects Temperature
The Trial Close
Ask for an opinion first
* The answer will indicate the prospects
readiness to buy
* If the prospect isnt hot enough to buy, dont ask him to buy
Taking Your
Prospects Temperature
Trial Close Responses
Is this what youre looking for?
Taking Your
Prospects Temperature
Leading to the Close
Absolutely! Ive been looking for that for a long time.
It looks great! Go for the close by asking for the
business.
The Recommendation or Suggestion Trial Close
Taking Your
Prospects Temperature
Leading to the Close
Absolutely! Ive been looking for that for a long time.
It looks great! Go for the close by asking for the
business.
Taking Your
Prospects Temperature
Leading to the Close
Absolutely! Ive been looking for that for a long time.
It looks great! Go for the close by asking for the
business.
Taking Your
Prospects Temperature
Stay Away from NOs
Two ways in avoiding getting a NO
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Winning Through
FNA
Aminiiin
16
Common Objections
17
Common Objections
Nakakita ka na ba ng aktor
na walang script?
18
Common Objections
Its too complicated
Ang daming pasikot-sikot pa, pwede namang
diretso na
Tantya ko 'kung ano ang bagay sa prospect ko
ang dami ko ngang benta na 1M sum insured
eh.
Kaya mo ba yon?!?
Common Objections
Naku, FNA
Di kasi ako yan.
Parang di natural sa akin, di naman ako
ganyan magsalita
Natatawa nga sa akin ang mga kaibigan ko
eh.
Common Objections
Ay English!
Sosyaaaal
Pero pwede bang hindi ko na gawin yan?
Di na kaya ng powers ko eh
Common Objections
Ginamit ko na yan
Sinunod ko na ang lahat ng
sinabi ng makulit kong ADM
(buti nalang mabait sya)
Pero di naman effective,
la namang bumili sa akin.
Oy wala yan sa
sandata ha, nasa
sundalo
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Common Objections
Why FNA?
24
Why FNA?
Persistency
Premium
Due
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Why FNA?
Professional
People are SICK and TIRED of being
pushed around by hard-sellers, and
are looking for advisors to TRUST.
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Why FNA?
It Works
Designed to be concise,
vivid, fact-based, & needand budget-sensitive
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Why FNA?
Successful people do it
Why FNA?
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Additional Info
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Additional Info
Dream Tables
Based on a company survey backed by actuarial stats.
Marries clients need with affordability.
Income Protection
21-45 y.o. (highest need) = 3-4x of annual salary.
0-20 & 46-55 y.o. (moderate need) = 2-3x of annual
salary.
56-70 (least need) = 1-2x of annual salary.
Education
Based on a percentage of monthly income (4-9%),
depending on age of the child.
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Additional Info
Dream Tables
Retirement
Ranges from 6-20x the annual income.
Medical
Based on how affordable the solution is based on
income, not on the income per se.
More detailed discussions/computation can be done
through the Detailed FNA Worksheets.
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Additional Info
The 3Ms of Memorizing
Memorize It Word-for-Word
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