Financial Planning
Fact Finding
Chapter Three Sample
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Chapter Three Sample
Financial Planning Fact Finding

Dear Paul I wanted to thank you for your wonderful free information on your website. It was Friday night and after a long day at work I needed some support in finding some tips on making cold calls by phone to get some prospects for my new carrier as Life insurance broker. I am 50 years and new to this carrier field and the training I am getting at the office I joined on Dec 2005 is inadequate. My supervisor that is supposed to train me has priorities with his time and I am not one of them, he assumes that because I worked previously with IBM for 14 years that I should be self sufficient in making cold calls in the insurance field. IBM had great training programs but when you get into the insurance field it is good to get back to the basics of telemarketing to generate appointments pertaining to this field. I was feeling frustrated with the lack of support from my supervisor at the insurance office and when I found your website and read you prospecting program, there was so much useful and helpful information. For the first time in my new Life Insurance sales carrier I feel that I can succeed with the help of your program and get ahead without feeling totally vulnerable to failure due to the lack of support to my insurance supervisor. Thank you for your inspiration through the info on your website and our phone conversation where you offered to be my coach and mentor in helping me develop my marketing and prospecting skill in my new insurance sales carrier. All my thanks and regards, Frank T.

Client Interview Tutorial

Client Financial and Life Goals Discovery Tutorial

This chapter is to help financial consultants conduct a Discovery interview with prospects and clients.

Discovery is the process of discovering

Who your client is today, a little about who they were, and who they want to become in the future.

How they got to be where they are now (their life story).

Their "family tree" and who the significant players are in their lives.

The moves they intend to make in the future to reach their goals.

What they want from life, people, and their money.

What they want you to do for them, what their expectations are of you, and in what time frames.

What they have to work with, both now and in the future.

How and why client and spouse may differ on these matters.

And last, but not least, how they feel about all of the above.



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