F2F

Question 1

I’d Love to have your business

- what would it take to have it today

Answer 1

???

Question 2

What are our 4 Core Values?

Answer 2

1- our clients interests come first

2- we believe in quality-oriented, long-term investment policy

3- We value working in partnership.

4- Individuals and their contributions are valued

Question 3

EJ advisors are uniquely qualified to help individual investors meet their needs.

How do we do that? (3)

Answer 3

1- we provide financial information and education to help investors achieve their financial goals

2- we offer investmenty recommendations and advice based on a deep understanding of their needs.

3- we deliver highly personalized, convenient service through offices in the community

Question 4

What is the EJ Mission?

Answer 4

We help individuals achieve their serious, long term financial goals by understanding their needs and implementing tailored solutions.

Question 5

What are the 5 Critical Activities for a Financial Advisor?

Answer 5

1- 25 quality contacts
2- asking open-ended questions to obtain financial needs and goals.
3- Present an appropriate solution and ASK for the order
4- Assess each contact and add to Jones Link- indicate next action
5- Contact prospective clients at least every 2 weeks
Key: ALWAYS DO WHAT IS RIGHT FOR THE CLIENT

Question 6

SOFT MIX

Mission Statement:

Answer 6

1- to provide the information, investments and support individuals need to achieve their financial goals

Question 7

Name 4 Key Performance Indicators (KPI) used to evaluate your sales performance.

Answer 7

1- Contact Rate (35%)
2- Lead Rate (20%)
3- Quality Contact(15%)
4- Close Rate (25%)

Question 8

How do determine your Contact ratio?

And what does it tell you?

Answer 8

CONTACT RATE = # of people who open door/ # of doors knocked

Benchmark- 30-40%

• test different days/hours to identity best contact rate
• don’t start at 1 because you’ll be tired when people get home at 5

Question 9

How do determine your Lead rate?

And what does it tell you?

Answer 9

LEAD RATE = # giving permission for F2F follow-up but no phone #/ # of doors opened

BENCHMARK - 20#

• tells you how good ‘pitch’ is
• people interested in what you had to say but unwilling to give number

Question 10

How do determine your QUALITY CONTACT Rate?

And what does it tell you?

Answer 10

QUALIFIED CONTACT RATE = # of quality contacts / # of doors opened
T
BENCHMARK- 20%???
- tells you if you are working in Right territory
- forms your pipeline
Eval/Grad GOAL - 800

Question 11

How do determine your 1st APPOINTMENT rate?

And what does it tell you?

Answer 11

1st APPOINTMENT Rate = # of set appointments set/ # of interactions

• how long it takes to turn a quality contact into a F2F appointment and op to establish client relationship.

Question 12

How do determine your Close rate?

And what does it tell you?

Answer 12

CLOSE RATE = # of sales/ # of appointments

BENCHMARK- 20% (EJ- 60-70%)
- tells you how good your pitch is

Question 13

What is the response ratio for oversized mailers (ie- postcards)?

Answer 13

4. 25%

- Best response rate of all forms of direct marketing campaign.

Question 14

How are you different than other investment companies?

Answer 14

• serving and living in our communities

Question 15

What is the 5 step process?

Answer 15

Discovery Stage
1- determining your current needs
2- setting your goals

Analysis Stage
3- identifying strategies
4-selecting and acquiring appropriate products

On-going Support/follow-up Stage
5-regular review (contact)

Question 16

What are the five common goals

Answer 16

1- planning for retirement 
2-enjoying retirement
3- paying for education
4- preparing for the unexpected
5- saving money on taxes

Question 17

WIIFM

Answer 17

What’s in it for me

Question 18

KYC requirements

Answer 18

• time horizon
• risk tolerance
• Investment needs & objectives
• past investment experience/ knowledge
• assets/ liability
• income/ occ stability
• family status

Question 19

Objection: Not interested

Call- proposing product

Answer 19

I can appreciate that you aren’t interested and its my fault for not explaining how this investment will benefit you.

• explain 1 of the Features/ Benefits

Question 20

Objection: Not Interested 2nd time

Call: proposing product

Answer 20

The second time you here this, ask questions to find out why they’re not interested. Below are some questions you could ask to dig deeper for information.

1) is it the timing or the investment you are not interested in?
2) I appreciate your feelings, and I wouldn’t expect you to be interested in every investment I show you,,,What do you not like about this investment?
3) What type of investment would interest you?
4) What do you want your money to do for you?

Question 21

Objection: Not interested
F2F: making contacts

Not interested

Answer 21

If you hear this when you’re making contacts and not presenting something, quickly address it and move forward in the conversation.

1) I can appreciate that but I’m just opening a business in the area and wanted to let my neighbours know about it. How long have you lived in the area?
2) I can appreciate that, when you say you’re not interested, is it because you’re working with someone else or that you do your own research and investing?

Question 22

Objection: No thank you
F2F:

Answer 22

No thank you is another form of ‘not interested’ if you hear ‘no thank you’ when you are presenting something you can address it as follows.

1) I can appreciate that. Is it the timing or the investment?
2) Well thank you for your time. When I see something good in the future, I will make sure to let you know about it! Just to help me out so that I can present something that will be of interest to you, what type of investing do you do?

Question 23

Objection: I already have a broker

Answer 23

1) i’m glad that you value professional advice.
Who is your broker?
What firm do you use?
Do you work with another full service firm or is it an advisor at one of the banks?
2)

Question 24

Have you heard of Edward Jones?

NO
- answers-

Do you have a financial game plan?

Answer 24

1) We provide financial information and education to help investors achieve their financial goals
2) We offer investment recommendations and advice based on a deep understanding of their needs.
3) We deliver highly personalized, convenient services through offices in the community.

Question 25

Have you heard of Edward Jones?

YES
- answers -

Answer 25

1) Are you an investor or a saver?

2)

Question 26

Are you working with anyone?

YES
- answers -

Answer 26

1) I realize I can’t do anything for you right now, would it be fair to ask to keep in touch every few months to see if anything changes?

2)

Question 27

Quick Exit Lines

“Come on in”

Answer 27

1) Thank you so much, but I really have to be making my way down the street, I have a lot of people to meet today.
2) I appreciate your offer; however, I have an appointment in 20 minutes and need to be making my way there. Thanks for your time. Have a great day.
3) Thanks so much but my firm has a strict policy about entering someone’s residence.

Question 28

Prospect is being inappropriate.

Answer 28

1) I am here to discuss financial matters only.
2) I appreciate the time you have spent with me, but I really need to move on as I have many other people to meet today. Have a great day.

Question 29

What are the three critical pieces of information I need to collect at the door?

Answer 29

1- name
2- need
3- number

Question 30

Talk points for 2nd visit - didn’t get number last time

Answer 30

• last time you didn’t feel comfortable giving me your number. I wanted to come back, to show you that I’m willing to go above and beyond.

Question 31

How is Edward Jones different?

Answer 31

1) We deliver highly personalized, convenient services through offices in the community.

Question 32

My job is to …

Answer 32

• provide the information, investments and support people need to achieve their financial goals