FA 201 Flashcards
Harrison is examining the prospect’s financial statements, identifying obstacles to desired goals, and looking at possible alternatives to meet insurance needs. Which of the following steps of the selling/planning process will Harrison likely do next?
gather information and establish goals
analyze the information
develop and present the plan
implement the plan
develop and present the plan
Which of the following persons is a client for the advisor, Mary Soto.
Albert, who lives in the same apartment complex as Mary
Barbara, who purchased a product from Mary yesterday
Charles, who has not purchased a product from Mary but refers business to her
Denise, who bought a second product from Mary today and gave her some referrals
Denise, who bought a second product from Mary today and gave her some referrals
Which of the following statements regarding conducting market surveys is correct?
Due to their relative ease, you should conduct market surveys on every potential target market.
A market survey can help evaluate the competition’s marketing efforts within a target market.
You should plan to ask anywhere between 15 and 20 questions.
A market survey should only be used with members of the potential target market.
A market survey can help evaluate the competition’s marketing efforts within a target market.
Brad would like to segment his market using variables such as age, gender, income, and occupation. Which type of segmentation variable is Brad using?
demographic
psychographic
geographic
behavioristic
demographic
Which of the following statements regarding positioning your personal brand and products is correct?
A positioning statement is designed to be used with your prospects.
A value proposition defines the value of a target market to an agent in dollars and cents.
Public image is composed of all the characteristics that make an advisor recognizable and memorable.
Preapproach involves creating awareness of your personal brand.
Public image is composed of all the characteristics that make an advisor recognizable and memorable.
Which of the following statements regarding positioning your personal brand and products is (are) correct?
I. Define your position based solely on your skills and resources, and not on the competition’s position.
II. Create a positioning statement that you will use in your interaction with prospects.
I only
II only
Both I and II
Neither I nor II
Neither I nor II
Positioning a product should accomplish which of the following objectives?
I. It should help prospects see their financial needs clearly.
II. It should provide a general sense of the cost of doing nothing compared to the cost of addressing one’s needs.
I only
II only
Both I and II
Neither I nor II
Both I and II
Which of the following statements uses emotion to influence the prospect to consider buying disability income insurance?
I. “Statistics show that someone your age has a higher probability of becoming disabled than dying before age 65.”
II. “You have life insurance if you die. Let’s consider the impact that disability, or what many call ‘living death,’ will have on your family’s standard of living.”
I only
II only
Both I and II
Neither I nor II
II only
Which of the following prospecting sources uses centers of influence (COIs) to identify prospects?
I. people who know you favorably
II. people recommended by those who know you favorably
I only
II only
Both I and II
Neither I nor II
II only
Mike wants to penetrate a target market of strangers that do not know him or those who know him favorably. Which of the following prospecting methods would be appropriate for him to use?
I. personal interaction
II. personal recommendations
I only
II only
Both I and II
Neither I nor II
I only
All of the following are prospecting methods that are typically used to prospect within your current client base EXCEPT
seminars
third-party lists
service transactions
financial reviews
third-party lists
All of the following statements regarding identifying market segments and creating profiles are correct EXCEPT
Examine the segmentation variables that would indicate that a client belongs to a group with a networking system.
It is important to consider the quantity and quality of referrals.
Note the common characteristics of clients who bought a product for the same reasons.
The level of compensation from clients is the only factor that should be considered when evaluating the ability to generate profits.
The level of compensation from clients is the only factor that should be considered when evaluating the ability to generate profits.
All of the following are steps in the eight-step marketing/planning process EXCEPT
gathering information and establishing goals
implementing the plan
approaching the prospect
positioning the product
positioning the product
All of the following are criteria of a target market EXCEPT
The group is large enough to provide a continual flow of prospects.
Members have common characteristics that distinguish them from nonmembers.
The advisor has a natural affinity for or access to the group.
The group shares information through a communication or networking system.
The advisor has a natural affinity for or access to the group
All of the following are advantages of target marketing EXCEPT
It guarantees that an advisor will not need to prospect in other ways.
The advisor can tailor post-sale service strategies to build deeper relationships.
It enhances an advisor’s referability due to the target market’s communication network.
The advisor gains a reputation within a target market for being an expert.
It guarantees that an advisor will not need to prospect in other ways.
Which of the following statements regarding conducting an effective seminar is correct?
A newspaper advertisement is the most cost-effective way to announce the seminar.
Seminars are used solely as a preapproach.
Use a feedback form to gather attendees’ contact information and responses to the seminar.
Even with a seminar, you will need to conduct an initial interview with each attendee who agrees to meet with you.
Use a feedback form to gather attendees’ contact information and responses to the seminar.
Which of the followings advisors is following the do-not-call rules correctly?
Alan contacts all of his referrals after the referrer has contacted them.
Beth calls prospects on Saturday mornings at 7:30 a.m.
Charles calls his friends without receiving their written permission to do so.
Diane blocks the use of caller identification when she calls a prospect.
Charles calls his friends without receiving their written permission to do so.
Levon is calling prospects from a direct mail list who are members of the mature adult life-cycle segment. Which of the following represents an approach for completing the “creating interest” step of the telephone approach?
I. “The reason I’m calling is to follow up on the letter I sent you about preparing for retirement. Most people do not understand the limitations of Social Security and pension benefits and the pitfalls that can arise if one relies solely on them.”
II. “The article I sent you talks about common concerns people have when planning for retirement: saving enough money for retirement, outliving their assets, paying for care when they can no longer care for themselves, and leaving a legacy. Which of these reflects how you feel? Or, is there some other concern not listed?”
Both I and II
Which of the following statements regarding writing a preapproach letter is (are) correct?
I. Attempt to write something that grabs the prospect’s attention.
II. Your letters should include many statistics to enhance your credibility.
I only
Roger, a long-term-care insurance agent, wants to target market seniors. Which of the following advertising ideas would be appropriate for Roger to consider?
I. sponsoring events at the recreation center of an over-55 community
II. advertising on a local radio station with a rap music format
I only
Which of the following statements regarding how to handle caller identification and voice mail is (are) correct?
I. Never leave a message on a prospect’s voice mail, and keep calling until the prospect answers.
II. The only solution for handling caller identification is to avoid cold calls.
II only
Which of the following statements regarding the marketing importance of people’s life events is (are) correct?
I. Life events inherently create or increase a prospect’s need and/or ability to pay for financial products.
II. Life events often trigger a prospect’s awareness of financial needs and/or increase interest in addressing them.
Both I and II
All of the following statements regarding life events are correct EXCEPT
Life events are often useful as triggers that raise awareness of resulting financial needs.
Life events are important occurrences in people’s lives that often result in substantial changes in their lives.
Many life events inherently create or increase a prospect’s need and/or ability to pay for financial products or services.
Life events have not been affected by changes in society and will always occur in the same order and timing as they have in the past.
Life events have not been affected by changes in society and will always occur in the same order and timing as they have in the past.
All of the following are incidental advantages of using preapproach letters EXCEPT
They create awareness of possible financial needs that prospects should address.
Sending a definite number of letters on a regular basis can help establish the discipline of making regular weekly calls.
They relieve some of the pressure of the call because the prospect has seen your name at least once.
Letters with tear-off response cards act as both a preapproach and an approach.
Letters with tear-off response cards act as both a preapproach and an approach.