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How to Set Appointments

How to Set Appointments. I ALREADY HAVE A FINANCIAL PLANNER Obviously you feel they are doing a good job, don't you? W.F.A. Yes. If you could do substantially better you would want to, wouldn't you? W.F.A. Of course.

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How to Set Appointments

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  1. How to Set Appointments I ALREADY HAVE A FINANCIAL PLANNER Obviously you feel they are doing a good job, don't you? W.F.A. Yes. If you could do substantially better you would want to, wouldn't you? W.F.A. Of course. Well, Mr. Smith all I am Requesting is that you explore that possibility. Mr. Smith all I would need to do is look at your current program, do a comparison and if I can make a substantial difference you can then improve your program, if not you wouldn't have invested anything. Is that fair? W.F.A. Yes Mr. Smith all I will need to do is pop by and pick up your current program, I will leave you a receipt for your program, take it back to my office and do a comparison and if I can make a substantial difference I will call you and set up a time to review that with you. I'll be in your area Monday and Wednesday which day shall I pick up your program ? (Assume, Assume, Assume) ! I HAVE ALL THE INSURANCE I NEED That's great. Then you don't want anymore do you ? W.F.A. That's right Then you will be excited about talking to me. May I ask you a question? If you could pay up to 70% less for the same benefits or double your benefits for possibly half the cost, you would want to do that, wouldn't you? W.F.A. If I could do that, yes. Well that is what I do for people just like you. What day can I see you ? Would Wednesday be good or is Thursday better? W.F.A. I am still not sure about this. Let me assure you that if I can't do what I say I can do then I will not ask you to do business, is that fair enough? W.F.A. Sure I guess so. What day would be better Monday or Wednesday? ect. ect.

  2. See me after the Holidays. • Great, if you knew that I could get you out of debt 5-10 years sooner and put an extra $100,000 in your account for retirement would it be worth 45 minutes of your time, wouldn’t it? Great, would Monday or Wednesday work for you? • Great, if you could free up money to help pay for Christmas or have a debt free Christmas it would be worth a few minutes of your time to see if it could work wouldn’t it? • Promise referral: I promised _______ that I would see you before the Holidays. • Great, we’ll get together after the Holidays but why don’t we do this, Let’s get together for a few minutes before the Holidays to gather some information so when we meet after the Holidays I’ll have your plan ready to implement. Fair enough? • Great, are you going away or staying here for Christmas? Staying? OK, so why don’t we get together during the slow time, would the 26th or the 27th work better for you? • I’m leaving for the Holidays. • Great, when do you get back? Why don’t we do this, you’ll need a couple of days to recover so we’ll schedule for that day or would the day after be best for you?

  3. I HAVE TOO MUCH INVESTED IN MY POLICY TO CHANGE Bob that is a common statement I hear. Bob, if I could show and prove to you that by repositioning your cash values and investing in low cost term insurance you would probably have twice the coverage and 5 to 10 times the cash at retirement, you would at least explore the possibility, wouldn't you ? W.F.A. Weil, I just don't know. Bob, if I can't make a substantial difference, I won't even ask for your business, is that fair enough ? W.F.A. I just feel that if I change now I'll lose money. Bob, I wouldn't ask you to change unless we were certain you would improve your current situation substantially. If I could do that Bob, can I assume that you would seriously consider making a change ? W.F.A. I would consider it- Great Bob, that is all I ask, what day is better Monday or Wednesday ? ect. ect. MY INSURANCE IS ALL PAID UP OR IS GOING TO BE PAID UP Bill, were you aware that there is no such thing as a true paid up policy ? W. F.A. No my agent told me mine was. Bill, what your company is doing or has done is overcharged or is over charging you substantially for your life insurance protection, then using the surplus, which is actually your money and using the interest your money generates to pay your life insurance premium. So actually you are still paying for it and it isn't paid up because the interest is your money. The problem with letting the insurance company do this they historically pay extremely low interest rates and you can invest your money yourself at returns as much as 3 to 5 times more. You can definitely purchase the protection at savings up to 70 %. So Bill, if I can show you how you can implement the same type of program with more coverage at a lower cost with substantially more savings you would at least explore the possibility, wouldn't you ? W.F.A, I guess so. Great I have openings on Monday and Wednesday, which would be better for you ? ect. ect.

  4. Closing

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