Finding the Pain:The First Appointment Process

Robert HarwoodHarwood Financial Group

Tampa, FL

Before we get started, I want to discuss how I

divide up the work in my office.

3 Key Positions

• Pre- Sales Support• Sales • Post Sales Support

*We were able to do $32 million in new assets with this structure last year ($17 million in annuity premium and $15 million in new AUM).

Our First Appointment Process

We will discuss: - How to conduct the meeting- Client Fact Finding Forms - Presentation and Meeting Flow- Closing the First Appointment

This process is always the same – regardless of the assets.

Conducting the First Appointment

The goals of the first appointment are to identify three areas of “pain” for which you have the solution and to have the client “realize” the “pain” and understand that you have the solution.

Once you have identified the three sources of pain and the prospect has acknowledged them, you are ready to close your first appointment.

We use a Client Fact Finder that we will now review.

Income

Learn enough about the client to position yourself

This form has a very

specific flow

that will help you

conduct a

successful

meeting.

JimBowman section

In honor of Matt Zagula – Final Expenses

Opportunity to discuss SB and

Aviva RidersMining

for referrals

Key Step!!!

"1, 2, 3’s of Money" - OPTIONAL

1.

2.

3.

Income

EmergenciesInvestments

Goal: Protect and Preserve Your Quality of Life Risky!!

Protected

My version of Mike‘s “Three Investment Worlds“

(Thanks, Mike!)

StksMFBondsREVA

Banks – CDs

Gov’t - Treasury Bond

Ins. FA

CD’s ____ / 0

TIPS

FA ------/ 0

Linked

Safe from Stk Market Not Safe !! No Growth Potential Growth

Close the Meeting“You are here and need to be here”

If I am able to …..1.2.3.

“Is there any reason we would not be able to work together?”

Tell them what you will prepare for them for the next appointment(ie. setting expectations and giving something to look forward to)

Get statements and tax returns and set next appointment!

Documentation

Upcoming Webinars & Events:» June 22nd-24th – Life University: Ideas that Sell – AE Home Office» July 1st – “Ideas at Work” at 10 a.m. (central)» July 8th – “Windows of Opportunity” coaching call with Bill Johnson

at 10 a.m. (central)» July 11th – “Get in the Groove” with Gina Rainey » July 15th – “Driving the Wedge” with Randy Schwantz» July 24th-26th – IRA College with Mike Reese – AE Home Office

» AUGUST 3rd-8th – AE Incentive Trip – The Ritz-Carlton, Kapalua in Maui! Can’t wait to see several of you there!

Ongoing Sales Contests:» Top 10 Life Trip – Grand Velas, Riviera Maya

– Qualification: January 1 – August 31, 2011– Event Dates: November 12 – 16, 2011

» Incentive Trip – The Ritz-Carlton, Grand Cayman– Qualification: April 1, 2011 – March 31, 2012– Event Dates: August 1 – 6, 2012

» The 250K Big Giveaway– Qualification: January 1 – December 31, 2011

Thank you for joining today’s call!

» Call your VP of Marketing about a host of recent product releases!

» Lock in your spot on one of our upcoming trips!» Thank you, as always, for your business!

(866) 363-9595