| Prospecting Objections | Acronyms Part 1 | Acronyms Part 2 | Fieldtraining | IUL Objections |
|---|---|---|---|---|
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Transamerica Financial Advisors. Have you heard of us before?
What is the name of your company?
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Business Presentation Meeting
What does "BPM" stand for and when do we have them?
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Indexed Universal Life
What does "IUL" stand for and what is it?
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A list primarily for warm/hot market where we place potential clients and business partners. Vital early on in the company, but you should always have a current list with you.
What is a Top 25 List and what is the importance of it?
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Yes
Can the caps and floors change?
|
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*Multiple Answers*
I show people how to make and save money. I help individuals with their short, mid, and long term
What do you do?
|
Kitchen Table Presentation
What does "KTP" stand for and what is their purpose?
|
Momentum Zone
What does "MoZone" stand for and when do we MoZone?
|
10
How many fieldtraining appointments should you do with your fieldtrainer?
|
The maximum amount of premium you can put into an insurance policy in a given year.
What is the guideline on a policy?
|
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I'm glad you said that! We don't train salespeople; we train associates to show our clients what their options are for making smart financial choices. For example, would I have to "sell" you on saving money each month? I didn't think so. Let's get together to talk about it more.
Is it sales?
|
Associate Membership Agreement
What is "AMA" stand for and when do we use them?
|
Structured, Technical, Action Oriented, Relationship Oriented
What does "STAR" stand for and when do we use it?
|
Training Associate 30%
Associate 45% Senior Associate 55% Marketing Director 62% Senior Marketing Director 80%
Name the first 5 contract levels in our company and the contract amount for each (TPL contract)...
|
The maximum amount of premium you can put into an insurance policy in the first seven years.
What's 7-Pay?
|
|
I'm glad you brought that up. Many of our most successful associates and leaders come from various different work backgrounds with no prior financial services experiences. In addition, we offer a fantastic world-class training program that will more than prepare you to be successful in our business.
But I don't have experience in financial services...
|
Family, Occupation, Recreation, Message
What does "FORM" stand for and what do you use it for?
|
Excited, Training, Help, Opinion, Referrals
Excited, Business, Opinion, Referrals
What does "ETHOR/EBOR" stand for and when do we use it?
|
*Various*
Name 3 do's and 3 don'ts in a field training appointment.
|
99% of the time when an insurance company goes bankrupt, a stronger insurance company comes in and buys the book of business for pennies on the dollar.
What happens if the insurance company goes bankrupt?
|
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How do you feel about commission? WFA. Like most advisor positions in the financial services industry, our position is production-based. However, we have a very competitive compensation package and it's alot more than just "commission". If you're a little apprehensive about commission, I encourage you to take a look at our part-time opportunity.
Is it commission?
|
Sales, Teacher, Enthusiastic, Ambitious, Money Motivated
What does "STEAM" stand for and when do you use it?
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Married, Age, Children, Homeowners, Occupation
What does "MACHO" stand for and how does it apply to what we do?
|
7 Steps ("The 7 Step KTP"):
1) Edification 2) Rapport 3) 2 Minute Story 4) Dreams & Goals 5) Edification of Company 6) Solutions (IUL, Annuity, etc.) 7) Data Gathering/Set Follow-Up
How many steps are there in the KTP process and what are they?
|
Once you've withdrawn your cost basis, the way you access your money is through what is called a "policy wash loan". It's another component that makes this strategy tax-free, because you're not required to "pay" the loan back. You never pay taxes on borrowed money do you? (No) Hence the "wash".
What's a policy wash loan?
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