Call Flow Test

Question 1

Name the parts of the Intro

Answer 1

-Friendly Greeting
-Satisfy Initial Request
.package
.question
-Btw/ask open ended questions

Question 2

Explain the friendly greeting

Answer 2

Show appreciation for the call, acknowledge and demonstrate willingness to help est. TONE,PACE,ENERGY throughout the call

Question 3

Explain Satisfy Initial Request

Answer 3

Usually package or question

Package: what is your email? Repeat back, then let them know you’re sending package

Question: answer it and plant seeds to move convo forward

Question 4

Explain BTW/ ask for open ended questions

Answer 4

By the way, what has you looking into annuities/retirement income planning?

Question 5

List what you must do in the second step

Answer 5

-build value- position the firm
-find the need
.income
.legacy
.secure growth
-fully qualify
.first and last name (&spouse)
.est. investable assets
.life insurance or securities licensed

Question 6

Explain build value

Answer 6

Position the firm

Use “bandwagon approach”
Or ask if they own, been proposed or are just starting to look at annuities

Question 7

Explain find the need

Answer 7

“What’s the purpose of your money, what do you want it to do for you?”

Question 8

List the questions regarding income when you find the need

Answer 8

“when do you need it?”
“Who is it for?”
“How much income will you need?”
“Are you getting income from SS and/or co. Pensions?”
“Will SS and/or your company pension be enough to cover your living expenses?”

Question 9

List the questions regarding legacy in find the need

Answer 9

Who are you planning to leave it for?

How much would you like to leave?

Question 10

List the questions regarding secure growth in find the need

Answer 10

Do you think you will need this money in you or your spouses lifetime?

Question 11

What must you do when you fully qualify

Answer 11

You must know:

• first and last name (& spouse)
• age (&spouse)
• email
• phone number
• mailing address

Estimated investable assets- what accounts the money is in

Life insurance or securities licensed

Question 12

How do you transition to the close

Answer 12

Thank you for sharing that with me. Now that we are on the same page, is it okay if I make suggestion?

Question 13

Explain the proposal formula

Answer 13

-bring the NEED to light
-provide a SOLUTION
-explain WHY and the WIIFM
.why were the best person for them and “what’s in it for me”

Question 14

Check for interest

Answer 14

Does that sound fair?

Question 15

Shut up and wait for their response

Answer 15

Listen and identify the 6 common responses, handle, and check for interest again

Question 16

Assumptive close or win win close

Answer 16

So we’re going to do this … We have an opening … Which time works best for you?

Question 17

Sale after the sale

Answer 17

Explain what to expect from you and strategy session. Recap on why we’re excited, thank them and say goodbye