Probe Until You Know Flashcards
1
Q
Find the need
A
What’s the purpose of your money?
What do you want it to do for you?
2
Q
Income
A
When do you need it?
Who is it for?
How much income will you need?
Are you getting income from SS and/or pensions?
Will your SS and pension be enough to cover your living expenses?
3
Q
Legacy
A
Who are you planning to leave it for?
How much would you like to leave?
4
Q
Secure growth
A
Do you think you will need this money in you or your spouses lifetime?
5
Q
Fully qualify(must know all before offering appointment)
A
First and last name of you and spouse
Age of you and spouse
Email address
Phone number
Mailing address
Estimated investable assets-what accounts are the monies in?
Life or securities license
6
Q
Build value(position the firm)
A
Use bandwagon approach or ask if the own an annuity
