Circle of Wealth ® Sales System

Circle of Wealth® Sales System

Ten Steps to the Circle of Wealth® System Sales Process 1st Interview (Steps 1-5) 2nd Interview (Steps 6-10)

Step 1:1. How did you hear about us and what do you know about our company?2. What are you doing currently in the way of financial planning?3. What do you like most about what you are doing financially?4. What don’t you like about your current financial position?5. What would you like to see enhanced or improved?6. How would you describe the ideal planner, financial plan?7. What has been your past experience with financial planning?8. What would you “ideally” like to accomplish with your plan?9. Tell me about your decision making process.10. What keeps you up at night?

Step 1: (continued)

Step 2: Circle Talk 1 (Accumulators)Circle Talk 2 (Retirees)

Step 3: Confidential Questionnaire Two-Page Hard Copy EQ (sames as hard copy) Tailwinds Basic: Questionnaire only (Populates Spending Game) Tailwinds Pro: Full Data base system (Populates Spending Game) Insights Profile Schedule Second Appointment

Step 4: Two Ways I Get Paid • First: Club Selection • Manufacturer • You will never pay me directly • Second: Referrals • Life Blood of any business • If I can …

Step 5: Referrals & Prospecting:Referrals • Friendly • Responsible • Married • Happily Married • Children • Serious about their money

Step 5: (continued)Prospecting Prospecting DVD’s (7) • Retirement: Are You Ready? Senior’s and Retiree’s • Three Types of Money • 5 Minute Lesson on Life Insurance • Qualified Plans • Who Holds This Piece at Your House? • Club vs. Swing • They Most Powerful Bank in the World • Your Child is Ready for College: Are You? (coming soon)

Based on Circle Talk for SS Recipients, this is the perfect companion tool to Three Types of Money. This DVD caters to those clients who are nearing the end of the accumulation stage, or have already entered the distribution stage of their life cycle.

This prospecting video is a professionally recorded 7-minute DVD based on Circle Talk for accumulators. It introduces the basic “Circle of Wealth” concepts and positions you as the professional able to navigate the financial world for your clients.

In this DVD, your prospect will hear the truth about life insurance perhaps for the first time. They will understand the best policy they can own is a MEC contract. (Maximum Efficient Contract) The information in this video will separate you from other advisors and give you the power to change your prospects beliefs about Permanent Life Insurance and want all they can get.

When asked the question: What do Qualified Plans Do? most respond with “They defer taxes”. This video will help your prospect better understand how Qualified Plans work and discuss the fact that Qualified Plans do two things. They defer the tax and the tax calculation.

More money will go through your prospects mortgage than any other financial instrument! Your prospects need to understand that how they pay their mortgage impacts their ability to accumulate wealth. This video will allow your prospect to see there is more than one way to pay off their home and how they can be mortgage free and still maintain control of their money.

The comparison between golf and your money may seem a bit odd at first but in this video you will find them to be similar in many ways. Getting every area of our finances in order can be as difficult as getting every part of our golf game working in perfect rhythm. If your prospect is a golfer this video will make them want to get together with you and work on their financial “swing”.

This video will give your clients insights into how banks make money and more importantly discuss opportunities they have that can help them “be their own bank.” While the video does not recommend any specific financial product it does set the stage for you to discuss with your prospect how well Permanent Life Insurance performs in this capacity.

Step 5: Prospecting (continued) Drip Marketing System • MoneyLink Newsletter • Delivered by mail quarterly • Video Vignettes • Circle of Wealth Vignettes • Golf Vignettes • College Planning Vignettes • “Wealth and Wisdom” Vignettes • Concierge Service • COW drip articles • Personal articles

Step 6: Financial Questionnaire Review Planner Questionnaire Illustrate Present Position: Spending Game Verify Tailwinds data transfer Model View Discussion

Step 7: Finding the Money • Mortgages • Taxes • Qualified Plans • College Funding • Expenses • Lifestyle

Step 7: Finding the Money Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson

Step 7: Finding the Money • Illustrate what makes you unique • Communicate what you do • Illustrate the many forms of wealth transfers • Why mastering your money is so important • Focus is process, not product • Personalized, visual presentation Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Circle Talk

Step 7: Finding the Money Circle Talk Retirement Ready Or Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson • Calculates ROR required for your plan to make it • Calculates how much you should be saving • Calculates how long you will have to work • Calculates how much you will be able to spend Retirement Ready or Not

Step 7: Finding the Money Help your clients answer the following questions: • How much should I put down? • How long should I finance my house? • What is the best way to pay off my house? • When should I refinance? Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Mortgage Master

Step 7: Finding the Money • Determine if you should refinance • Estimate the net worth effect over time • Illustrate the difference in tax advantages Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Mortgage Net Worth

Step 7: Finding the Money Easily communicate key concepts: • Compound Interest • Increasing tax liability • Opportunity cost of taxes • How to level or flatten your taxes • How to reduce your taxes • Buy Term and Invest the difference Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Tax Master

Step 7: Finding the Money Illustrate the following: • Financial impact of contributions above the company match • What do Qualified Plans do? Defer taxes and … • Importance of LUC (Liquidity, Use & Control) • Tax History Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Qualified Plans

Step 7: Finding the Money • Illustrate the need for proper planning • Uncover myths about financial aid • Public vs. Private • Impact of college on your retirement • Where is the best place to save for college expenses? Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson College Planning

Step 7: Finding the Money Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson • Over 100 Financial calculators • Point of sale ideas, illustrations and documentation (i.e., 401 Condo, Five Minute Lesson on Life Insurance, Retirement Investment Alternatives etc.) Tool Box

Step 7: Finding the Money Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson Help your client answer the following questions: • Will I have enough to retire? • How long will my money last? • What assets should I spend down and in what order should I liquidate them? • Model Talk • Find-it- Worksheet Spending Game

Step 7: Finding the Money Circle Talk Retirement Ready Or Not Mortgage Master Mortgage Net Worth Tax Master Qualified Plans College Planning Tool Box Spending Game 5 Minute Lesson • Answers the question: “How much Premium?” • The complete truth about insurance • Separates you from other advisors • Client wants to fund policy to the Max! • Maximum Efficient Contract 5 Minute Lesson

Step 8: Picking the Clubs Where would you like to put the money?

Step 9: Permanent Life Insurance & Other Products PLI: Three Legged Stool • Needs vs. Wants • 5 Minute Lesson on Life Insurance • Club vs. Swing

Step 9: (continued) Protection Products • Long Term Care • Major Medical • Disability • Term Life • Property and Casualty • Wills and Trusts

Step 9: (continued) Investment Products • Qualified Accounts • Savings Accounts (MM, CDs) • Securities (Stocks, Mutual Funds) • Annuities • Real Estate • Collectibles

Step 10: Putting it all Together Present Position Revised Position Compare Alternatives Annual Review: Repeat the sales Process

3 Steps to Success

Learning Opportunities: Virtual Training Course F1 Help Files Two-Day Basic Training School Study Group Program with Certified Mentor Mentor Program with Don Blanton (creator of the system) COW Tales CSi: Case Study Program MOU: MoneyTrax Online University Joint Work Program: Mentor Referral

Virtual Training Course This multi-media training course will take you step-by-step through the client sales process. The MoneyTraxVirtual Training Course (VTC) is a computer based audio-visual learning environment designed to expedite your successful use of the Circle of Wealth® system. Simply sit back and follow along as Don Blanton leads you through the use and presentation strategies the system has to offer. This multi-media course includes instructional video recorded at one of Don's highly acclaimed Two-Day Basic Training School as well as step-by-step screen-view tutorials of the software. The Virtual Training Course is included in all Circle of Wealth® systems purchased on or after January 1, 2008.

F1 Help Files Computer Support Sales Script Math Explanation

Two-Day Basic Training School If what you thought to be true about money turned out not to be true, when would your clients want to know? Our Two-Day Basic Training School will take you step-by-step through the complete 10-Step client sales process and show you the exact order in which to present the software and concepts to your prospects. You will return with “something to say” and the confidence to engage your prospects using the Circle of Wealth® system. You will be challenged and inspired to re-think everything you believe to be true about our industry and what the best solutions are to ensure your clients will win financially. Our basic trainings are the best way to begin mastering the system, and they are often attended by long term COW users who want to continue to hone their skills. These are two intense days that will not soon be forgotten! Class are taught bi-monthly in Atlanta, GA and hosted around the country upon request.

Circle of Wealth ® Sales System