NM Planning Philosophy - ANSWER 155 years of experience
financial planning... - ANSWER -is a lifelong process that requires expert
guidance
-allows clients to clarify and prioritize needs, reveal any gaps, and find
solutions.
-helps clients set, commit to, and reach their specific goals.
- enables clients to fully understand and protect themselves from financial risks
that can jeopardise their plan, such as becoming sick or injured, dying to soon,
or outliving financial resources.
-serves as a basis to implement insurance and investment product solutions as
they are needed.
-is for everyone, and every client deserves a written plan.
-encourages clients to review their plan, at least annually, to ensure progress is
made towards their goals. revision can be made to the financial plan when
neccessary.
Pillars of financial planning the northwestern mutual way, include engaging
clients in lifetime of: - ANSWER -deep factfinding
-expert guidance with the planning process
-product solutions
-updated plans through annual reviews to identify course corrections
Financial Security - ANSWER financial security is a feeling of confidence that
your goals for the future will be met by actions you are taking today
Professionalism - ANSWER pillar. attitude is part of it, reflects outlook.
demonstrate positive attitude through competence, self confidence, and honesty
with yourself and your clients. another way is your belief in the planning
process.
, Golden Rule - ANSWER in all my professional relationships I pledge myself
to following rule of ethical conduct: I shall, in light of all conditions
surrounding those i serve, Which I shall make every effort to ascertain and
understand, render that service the same way I would apply it to myself. Treat
your clients like they are your own family members.
7 Steps of the Sale Cycle - ANSWER prospecting, telephoning, approach,
factfinding, preparation, closing, follow-through
Prospecting requires 6 steps and three step promotion language. together they
form the 6-3 prospecting - ANSWER most favorable way to get good referrals
is through 6 step prospecting
6 step planning process - ANSWER get the affirmative, feed names/ or give
categories, qualify,ask who else,pinpoint, double-step ahead.
the 3 step planning process - ANSWER describe how you introduce yourself,
ask for the introduction, stress your nominators importance
The telephoning process - ANSWER indentify yourself and the company you
represent, mention the nominators name, ask if the prospect has a moment to
speak, state the purpose of the call ( to schedule appointment), offer a choice of
dates and times to meet, restate your name and confirm the date, time, and place
of appointment
Approach - ANSWER The approach process: memorize and internalize
approach language, have materials u need, fact finder, diagram, sample PPA,
neatly and organized. review infor to help build rapport
small talk, transistion,expalin the financial planning process,
Financial Security Planning Diagram - ANSWER risk management, wealth
accumulation, wealth preservation and distribution= leads to financial security.
surrounded by personalized plan, implementation, review, identify goals
Factfinding - ANSWER process of uncovering clients innermost hopes and
dreams
financial planning... - ANSWER -is a lifelong process that requires expert
guidance
-allows clients to clarify and prioritize needs, reveal any gaps, and find
solutions.
-helps clients set, commit to, and reach their specific goals.
- enables clients to fully understand and protect themselves from financial risks
that can jeopardise their plan, such as becoming sick or injured, dying to soon,
or outliving financial resources.
-serves as a basis to implement insurance and investment product solutions as
they are needed.
-is for everyone, and every client deserves a written plan.
-encourages clients to review their plan, at least annually, to ensure progress is
made towards their goals. revision can be made to the financial plan when
neccessary.
Pillars of financial planning the northwestern mutual way, include engaging
clients in lifetime of: - ANSWER -deep factfinding
-expert guidance with the planning process
-product solutions
-updated plans through annual reviews to identify course corrections
Financial Security - ANSWER financial security is a feeling of confidence that
your goals for the future will be met by actions you are taking today
Professionalism - ANSWER pillar. attitude is part of it, reflects outlook.
demonstrate positive attitude through competence, self confidence, and honesty
with yourself and your clients. another way is your belief in the planning
process.
, Golden Rule - ANSWER in all my professional relationships I pledge myself
to following rule of ethical conduct: I shall, in light of all conditions
surrounding those i serve, Which I shall make every effort to ascertain and
understand, render that service the same way I would apply it to myself. Treat
your clients like they are your own family members.
7 Steps of the Sale Cycle - ANSWER prospecting, telephoning, approach,
factfinding, preparation, closing, follow-through
Prospecting requires 6 steps and three step promotion language. together they
form the 6-3 prospecting - ANSWER most favorable way to get good referrals
is through 6 step prospecting
6 step planning process - ANSWER get the affirmative, feed names/ or give
categories, qualify,ask who else,pinpoint, double-step ahead.
the 3 step planning process - ANSWER describe how you introduce yourself,
ask for the introduction, stress your nominators importance
The telephoning process - ANSWER indentify yourself and the company you
represent, mention the nominators name, ask if the prospect has a moment to
speak, state the purpose of the call ( to schedule appointment), offer a choice of
dates and times to meet, restate your name and confirm the date, time, and place
of appointment
Approach - ANSWER The approach process: memorize and internalize
approach language, have materials u need, fact finder, diagram, sample PPA,
neatly and organized. review infor to help build rapport
small talk, transistion,expalin the financial planning process,
Financial Security Planning Diagram - ANSWER risk management, wealth
accumulation, wealth preservation and distribution= leads to financial security.
surrounded by personalized plan, implementation, review, identify goals
Factfinding - ANSWER process of uncovering clients innermost hopes and
dreams
