Client Objection Handling (DEV) Flashcards
I’ve already heard of World Financial Group
https://docs.google.com/document/d/14rbpiwEh0cVTCQZf1OJwqxAdE9G-EKYW2pYry5uOByY/edit
What kind of company are you? / What is the name ?
(LTD Pg2 #4)
The name of the company is World Financial Group we are a financial services broker similar to Investors Group, Edward Jones or Raymond James. We’re in the same industry however we also have an educational component and thats one of the things that makes us different.
Our mission statement is “No Family left behind” and what means is that we have no minimum investment requirements so whether you have $10 or a million dollars you can work with us.
[What kind of company are you? What is the name?](https://tinyurl.com/yc
What does your company do? (LTD Pg2 #4)
Basically we help people become debt free, get on track for retirement and set up plans for their kid’s education. Everyone wants to do that, right? So what works better for you?”
The name of the company is World Financial Group, have you ever heard of us?
Can you send me some information?
https://bit.ly/492rmgj
Before Meeting
* That makes sense, since we haven’t actually spoken in detail yet , why dont we just have a 15 minute chat so that you can we can discuss in detail what you are looking for. That way I get a better sense about what I should send you
* What questions are you looking to answer?
* What would you like to know more about?
After Meeting
* What questions are you looking to answer?
* What would you like to know more about?
* Is there anything else that we discussed that you would like more information on
https://bit.ly/492rmgj
Is this a pyramid scheme?
https://docs.google.com/document/d/1SLBhf1KyLz4ZR_6SsQDWze2bVytd4RbVbTLy
Absolutely not, that is illegal.
What we are is a multilevel marketing company and that is very different than a pyramid. In fact the corporate world is more similar to a pyramind than a multilevel company since in the corporate world there is a boss who is not motivated to promote you above them.
In a Multilevel company the people above you are highly motivated to help you be successful even if you are more successful than they are.
(When you do well, they do well)
What do you mean by Pyramid Scheme?
I see, well we have partnerships with companies like Fidelity, IA Financial as well as RBC, do you think those companies would be in business with a company that that?
Not only that but all our Agents are certified by the province…..does that sound like a pyramid scheme?
I don’t have enough money (for the business)
http://tinyurl.com/yc88yxdj
TBD
http://tinyurl.com/yc88yxdj
You have bad reviews on Google
http://tinyurl.com/3xfked4y
What did you learn?
What concerns do you have from what you read?
What did they say about us? Positive and negative.
What is your belief about the accuracy of all the information on the Internet?
How does what you read impact your desire to get into the business?
Most companies have both positive and negative postings on the Internet. What would you need to hear to feel comfortable moving forward?
What is your belief on the fact that most companies have both positive and negative reviews?
What did you specifically google? What did you find when you googled World Financial Group? Transamerica or Aegon?
What if what you read was not the whole story?
Would you like me to share with you a different opinion than you are reading?
What if you found out that we were one of the most successful companies in the world?
Thank you for that. (You say whatever you have learned to defend this, followed by…)
What are your thoughts on what I just said?
What if you found out all our people are licensed by the states they operate in?
Let’s say we could handle your concerns…
What do you think about the business?
What do you think about our opportunity?
What are your thoughts on joining us?
What would you like to learn more about?
What are your thoughts on seeing how we can develop a plan for you and your family?
What priorities might you have around financial education?
What interest might you have in making more money while helping people reach their financial goals?
What are some of your priorities around things like saving money, making money, reducing debt, and protecting your family financially?
We do four things. We help people make money, save money, reduce debt, and protect their families financially. What resonates with you?
We help families make money, save money, accumulate money, and protect money. Of what I said, what might be of interest to you?
What do you think about the concepts of saving and making more money, reducing debt, and creating a great financial future?
TBD
I don’t want to talk to friends & family.
http://tinyurl.com/4amsef8n
- I felt the same way when I started, I did not want to take the chance to ruin a friendship either so what I did was, simply ask them to help me with my training.
- What I found was that we really aren’t selling a product, we are educating. If they choose to be a client, it will be because they learned something.
I don’t want to feel obligated to buy
http://tinyurl.com/y83xat7p
TBD
I already have a financial advisor
http://tinyurl.com/mr4yjhw6
http://tinyurl.com/mr4yjhw6
*
* * That’s great, I’m glad to hear that, all I really want to do is help you with basic information so that when you sit down with your financial advisor you are able to make informed decisions and understand what they are saying.
- That’s great, I’m glad to hear that. I’m not trying to replace anything you are currently doing. What I can do is offer a second opinion.
I am happy with my job / I have a job.
http://tinyurl.com/yurvh9uw
Yes, me too
We have lots of people who still work full time or part time at other jobs and do this on the side.
Its totally up to you how much money you want to make at this, its like everything else, the more time you spend, the more you will make.
My favorite thing about this business is that I use this knowledge for my own personal finances.
I am too busy for a meeting
http://tinyurl.com/h2dyu8re
I used to be too , except now I spend less time watching tv and more time in meetings making money. In fact now I am actually saving more money since I cancelled my cable.
I don’t have experience in financial services
http://tinyurl.com/43t5ut3v
Would you like to learn more about finances?
Do you think this knowledge would be useful?
Is understanding your advisor important?
I don’t have time for a meeting
https://docs.google.com/document/d/13qJORp8jDBXrxJZX_Jidsnab-rWeGnYPPrILhaA4XIU/edit
I don’t know very many people
https://docs.google.com/document/d/1dPj2DfaCMRlfAWrAn03pCqbMuwu0td4i51qVARbTD5M/edit
