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'Advanced Fact-Finding Techniques'
Sales Skills Course Agenda
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Note: We cap all of our Live Events to 20 attendees in order to provide more individualized attention and training. So, Register early to guarantee your seat!
First Day
9:00 - 9:20 AM Introduction and Orientation
9:20 -10:10 AM In Depth Review of Fact-Finding!
What's the Real Purpose Of A Fact-Find? Why Do Most Agents Have
Trouble With Fact-Finds? Soft Facts vs. Hard Facts! What is True
Financial Planning? Closing Larger Sales!!! It's all about them!!!
Morning Break
10:20 -12:00 AM What Problems Can You Solve For Your Clients?
Learn about the New Smart Money Management Strategies Middle
Income Families Need to Use Today to Eliminate Consumer Debt and
Save for their Future. Learn what Retirees are really looking for!
What are Business Owners and Affluent Families Looking For?
Selling Life Insurance, Annuities, LTC, Investments and your services!
Lunch
12:30 - 1:20 PM Successful Advanced 'Fact-Finding' Techniques...
Transitioning from a Sales Person to the 'Respected and Trusted
Financial Advisor' with Emotion Based Questions! Getting your
prospects to sell themselves! A detail review of the entire scripted fact-
finding interview! Learn the Who, What, Where, When, How and Why
Questions! (How To Sell '9 Out Of 10 Prospects' You Meet With!)
1:20 - 2:10 PM Successful Advanced 'Fact-Finding' Techniques... (Continued)
Use simple '5 Minute Presentations' to overcome objections and help
your clients to buy into each of the 'Solution Concepts' you present.
Learn how to transition and secure the closing interview.
Afternoon Break
2:20 - 3:10 PM Consistently Closing '9 Out Of 10' Sales...
The Closing Interview Using a Powerful Two Page, Very Simple
Presentation. Understanding why most 30 page presentations confuse
prospects and prevents them from buying! How to use your exiting life
and annuity products truly help people - reduce income taxes,
maximize tax deferred accumulation and tax free income!
3:10 - 4:00 PM Using Questions To Set Appointments with 90% of the People
You Talk To! Setting Appointments With The 'RIGHT' Prospects!
Learn how to get your seminar or workshop audience emotionally
involved by asking the right questions during your presentation!
The importance of writing and speaking at a sixth grade level!
How to set appointments with '9 out of 10' attendees at the seminar!
4:00 - 5:00 PM Review of the Fact-Finding Concepts, Client Benefits, Setting
Appointments and Assignments!
Second Day
9:00 - 10:00 PM Role Playing The Fact-Finding Interview and Critique!
Split into two person teams and one person role plays the fact-find for
30 minutes. Then critique your partner.
Morning Break
10:00 -11:20 AM Role Playing The Fact-Finding Interview and Critique!
Change Roles and the next person role plays the fact find for 30
minutes. Then critique your partner.
Lunch
11:50 -1:30 PM Review of Role Playing and Critique!
What did you learn. The importance of practice.
1:30 - 2:20 PM The Value of a Press Kit! How to get FREE Publicity that will
make you famous, blow out your competition and attract high
quality prospects! (Forrest Wallace Cato, Legendary Media
Advocate to the Financial Industry)
Afternoon Break
2:30 - 3:20 PM Setting-up your Short-term and Long-term Marketing Plan to
guarantee your success! Finding the best prospects to get started!
The secrets to generating lots of Referrals.
3:20 - 4:10 PM What To Do Next! Getting You Off to A Quick Start!
Learn how to employ these techniques by making slight changes to
your practice, and you'll see dramatic results within two weeks.
4:10 - 5:00 PM Certification Exam and Review of Answers, Completion of the
application for the Registered Financial Associate Designation from
the IARFC.
You'll earn the accredited, industry recognized designation from the 'International Association of Registered Financial Consultants' (IARFC)
----------------------
If you are a current member of NAIFA, GAMA, MDRT, or the IARFC...
Give us a call for your Special 25% Discount off the normal investment.
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Financial Advisor Testimonials and Success Stories…
"Lew Nason's Fact Finding approach to selling life insurance, eliminating debt, and accumulating wealth is exactly what I've been looking for to help my clients. Whether you have been in the life insurance business for five (5) days, or fifty (50) years, I would strongly suggest everyone spend some time with Lew and Jeremy Nason to advance their talents, increase their earnings, and provide a better lifestyle."
Terry Bialek, Canada, April 2008 (30 years in the business)
"The Advanced Fact Finding Techniques from the Insurance Pro Shop is an 'Eye Opener' and should be a mandatory qualification coarse for all Planners. Clients deserve only the best. You'll save 5 or more years of trial and error. It's a very thorough, simple effective approach. For those that are truly serious about becoming the best and willing to listen, this course is a must. If you want to become the best, you have to learn from the best."
John Doyle, VA, April 2008 (New to the business)
"This class (Advanced Fact Finding Techniques) has met all of my expectations. The material was concise. The delivery by Lew was relaxed. The help from Jeremy completed the experience. Even though I have not known Lew very long, I can see that he can help me in ways that I can't even see now. I have a starting point to turn my business around. He pointed out the obvious, (I have a large client base to go to). I do have many good practices and some bad ones. I can now see which ones that I want to foster and which ones I don't want to continue. I'm sure, like they say in the movies, "I'll be back!"
Dick Dorrough, CO, April 2008 (13 years in the business)
"I would recommend this class (Advanced Fact Finding Techniques) to any and all agents. I think it creates great value in serving the clients needs. I think the Nason's dedication will create wealthy agents and be a silent partner in creating wealthy families for years to come."
Joe Casey, TN, April 2008 (3 years in the business)
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Can't make it right now to our live training event...
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Endorsements From Respected Financial Leaders and Advocates
"Lew Nason, RFC, FMM, is a highly respected, proven and admired practice building coach. He has been particularly effective in guiding financial services advisors to increased effectiveness and higher sales." Edwin P. Morrow, CLU, ChFC, RFC, CEP,
CEO of the International Association of Registered Financial Consultants www.IARFC.com
"Lew Nason is great! He is great for our industry."
H. Stephen Bailey, CEBA, LUTCF, CEP, RFC®
Founder and President of HB Financial Resources, Ltd.,
President of the IARFC
"We all love Lew Nason. How could you not be impressed with the man who earned fame for turning 'nine-out-of-ten' prospects into satisfied clients! I wish I had met Lew when I was selling insurance."
Charles E. "Tremendous" Jones
Renowned Speaker, Author of Life Is Tremendous and The Books You Read
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Insurance Pro Shop ®
Helping Agents and Advisors create endless streams of new, repeat and referral business…
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Here's How To Contact Us: M-F, 9 AM to 5 PM, EST
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Toll Free: 877-297-4608
Phone: 770-443-2852
Fax: 800-901-6837
Email: Click The Link Below (24/7)
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Contact Form
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Insurance Pro Shop
150 Watson Drive
Dallas, GA, 30132
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Copyright © 2008 Insurance Pro Shop® All Rights Reserved
All guest articles © their respective authors
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