BEP 397 – Sales: Financial Services (Part 1)

Question 1

Overview

Answer 1

A basic summary of the main features of something; “On the first day of training, we give our new employees an overview of our company’s history and structure.”

Question 2

To have a lot on your plate

Answer 2

To be very busy or have a lot of responsibilities; “Jason, I know you have a lot on your plate, but could you spare 20 minutes to review my report?”

Question 3

Promotion

Answer 3

Moving to a higher position; “After ten years as a salesperson, my promotion to manager was a welcome change and came with a nice raise.”

Question 4

Juggle

Answer 4

A situation where you must try to do many things at the same time; “Having a family, a career, and staying healthy is a juggle, but I manage to get it all done.”

Question 5

Snapshot

Answer 5

A quick or basic summary; “We don’t have much time during the meeting, but maybe you can give us a super quick snapshot of what you’ve been working on?”

Question 6

Exclusively

Answer 6

Only; “Our manufacturing business produces tools and machines exclusively for the car industry.”

Question 7

Wealth management

Answer 7

An advisory service that provides a range of financial management and help to wealthy clients; “If being a financial advisor doesn’t pay enough, why don’t you get into wealth management for rich folks?”

Question 8

To be backed by

Answer 8

To be officially supported by; “Our new tech company is backed by several major investors.”

Question 9

Transparent

Answer 9

Open and honest; “I’m excited to apply for this job, but just to be fully transparent, my uncle works in the marketing department.”

Question 9

Qualified

Answer 9

Certified or having the required credentials or experience; “As a certified HR professional, I am qualified by the Human Resources Professionals Association.”

Question 10

To do due diligence

Answer 10

To carefully examine something before making a financial decision; “Doing your due diligence before offering someone a job involves checking their references and conducting an interview.”

Question 11

To find the right fit

Answer 11

To find the person or thing that is most suitable for you; “After interviewing several possible management consultants, we still haven’t found the right fit for our organization.”

Question 12

Priorities

Answer 12

Most important things or major goals; “This year, our biggest priorities as a company are stabilizing our workforce and building technological capacity.”

Question 13

To plan for retirement

Answer 13

To make plans for your life after quitting working at the end of your career; “I’m only fifty years old, but I’m already planning for retirement, which will hopefully involve living in Bermuda and travelling the world.”

Question 14

Secure

Answer 14

Safe and stable; “I’m tired of self-employment, so I’m looking for a secure position with a large and established company.”

Question 15

Down the road

Answer 15

In the future; “Kelly is happy with her current job, but down the road she thinks she might like to start her own business.”

Question 16

Right off the bat

Answer 16

Immediately or at the start; “Okay everyone, I’d like to address the rumors right off the bat at this meeting: I am not leaving the company.”

Question 17

To leave an inheritance

Answer 17

To leave money to people when you die; “When my father passed away ten years ago, he left me a large inheritance which I invested in real estate.”

Question 18

To give back

Answer 18

To make a contribution or support your community or a charity; “Volunteering with an organization that helps senior citizens is my way of giving back to the community where I grew up.”

Question 19

Earnings

Answer 19

The money earned through a job or investment; “My earnings went up this year, but so did tax rates, so I feel like I haven’t gotten ahead.”

Question 20

Rough idea

Answer 20

Approximation or estimate; “I don’t need an exact timeline, but do you have a rough idea of how long it’ll take to build the new website?”

Question 21

ways of establishing personal rapport.

Answer 21

• You’re from Chicago? That’s always been a place I’d like to visit.
• It’s great to be able to meet face-to-face.
• I hear things are starting to pick up in the construction business, is that right?
• I have teenage kids too, so I know how that is.

Question 22

Ways we can ask a potential client about their priorities

Answer 22

• When you look to the future, what aspects of your finances are most important?
• As you see things now, what are your main priorities?
• At this point, are you more focused on quick returns or steady growth?
• Tell me, what’s most important to you in terms of preparing for the future?