Financial Planning Software Selling Tips. Here are several sales tips to help you when using a financial planning software program.Point of sale - software selling tips Each agent will eventually find their success formula through trial and error. Even though these computorized financial needs analysis can be done right in front of the client, I would never try to use it to make
a sale
in that initial first interview. I would always gather up and enter as much information as possible from the prospects, and based on the answers they provided me in their confidential questionnaire. I would then take that information back to my office and do a complete workup. One of the best features that I liked (in the financial needs analysis program I used) was the colored graphical data I was able to print, which would show a year by year cummultive snap shot of all the years. Many times, when I would make my presentation and show the client and spouse their colored pictorial outline of what their financial picture looked like. I would say "Mr/Mrs prospect, these green and red areas represent your income picture during the years you will be raising your children, as well as the blackout period when social security stops till the spouses age 62. It is based on the current amount of money you have saved as well as any life insurance proceeds. The green parts show how long your money will last and the red parts represent your income shortage." There were many times when I was showing the printed presentation, and explaining the red and green parts of the cash flow chart that the lady of the house would say,” I want you to turn all those red areas to green for me.” Remember women are very security conscious.
After getting all the accurate data, I was able to help them turn that red to green. As always, you need to give people a choice when closing on them. I always tried to have two presentations with me. Plan A and Plan B. Depending on how the interview shaped up, I would start out with (plan A) the one that provide some equity, cash accumulation and if that was not going to fit their budget, drop back to (plan B) a smaller annual premium. In doing so, I locked my client into me for lifetime. A good financial needs analysis program will provide accurate data and information for you and the client. It also keeps the competition out of the house, because the clients knows exactly where they are in relation to their financial life and that their life insurance portfolio is up to date. Financial planning software There
were many times, after I
completed the sale, I would let the prospect start plugging in numbers
like interest rate and inflation changes so they could see the instant
changes. It created an interactive situation and they looked foward to
doing the same in our next interview. My number one goal was to make their financial program, in the event of an early death, all green. This always locked out the competition, as the prospect would tell any agent calling that they are covered for everything. (Mortgage, Final Expenses, Education fund, Income Replacement, etc.) How to maximize the sale? |
|
||||||||
|
||||||||
|
