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CBFA 10 - Presenting and Closing


Description
Once you have qualified your prospective client, it's time to explain how you typically work with your clients. This includes explaining how fees work along with how you typically build a retirement plan from a conceptual point of view.
Content
  • EXPLAINING HOW YOU WORK WITH YOUR CLIENTS
  • The presentation
  • Mike Weinberg on the problem with canned presentations
  • Laugh at what your prospects hear when you talk about yourself
  • The danger of presenting too soon
  • Laugh at how George on "Seinfeld" moves too fast
  • BQ talks about setting up the presentation
  • The toughest selling decision you will ever face
  • Present proof of capability, not the actual plan
  • Brian Quaranta tells third-party story to explain how he builds retirement plan
  • Ryan Wheless explains how he builds a retirement plan
  • Neil Mager discusses adapting your presentation based on prospect's buying style
  • The magic of the process is in the diagnosis step, not the presentation
  • Differentiating Yourself from the Typical Financial Advisor
  • BQ on the five elements of a solid retirement plan
  • Differentiating yourself from the typical financial advisor
  • Explaining Annuities
  • Explaining indexed annuities simplified
  • Tom Hegna on how to explain annuities
  • More from Tom Hegna on how to explain annuities
  • Tom Hegna on explaining the risks in retirement
  • What if they Still Need More Information
  • Will a conceptual explanation of what you do be enough?
  • Ryan Wheless explains difference between fee-based and commission-based advisor
  • Ryan Wheless goes into great detail on tactical investing and annuities
  • Ryan Wheless summarizes benefits of his "smart" approach to retirement planning
  • The monkey's fist
  • Larry Lewis revisits the importance of the commitment step
  • Closing the deal
  • Closing the deal
  • Larry Lewis on how to close the deal
  • Closing techniques to avoid
  • Laugh at how Tom Cruise almost oversells it in the movie "Jerry Maguire"
  • Mark Cuban on once you have the sale, quit selling!
  • “Close the sale or close the file” - Getting a deal that's stalled moving again
  • Build Your Playbook
  • Download the Presentation Tools You Plan To Use
Completion rules
  • All units must be completed
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