Your Job Description

1. Your Job Description • Befriend • Intrigue • Disturb • Offer options

2. Sell The Plan

4. Use A Sample Plan … • PDF to all prospects with meeting confirmation email • Send 3 copies to them at work with further confirmation

5. Share this spare copy with a work colleague who you care about…

6. Use A Sample Plan … • PDF to all prospects with meeting confirmation email • Send 3 copies to them at work with further confirmation • Carry 10 copies in your car…

7. “ I help protect middle- aged people from their parents “

8. Use A Sample Plan … • Give to accountants & attorneys to share with their clients – leave a stack on their reception area table

9. Ask clients to forward it as an attachment to their referrals “In our recent work with Peter Smith, you came to mind as the one couple who would completely relate to his unique approach to bringing harmony, focus and control to your financial direction. Compare the attached Sample Financial plan to the one you currently have and consider spending 30 minutes with Peter exchanging some ideas – you’ll be glad you did”

10. Website “Download your Sample Financial Plan here”

12. “ As we are connected on LinkedIn, I wanted to share a sample of the financial plans we create. Call me for yours and I’ll send you a complimentary copy of this important book..”

13. E

14. What’s the expiry date on your parent’s financial plan? I have a moral obligation and fiduciary responsibility to look after FAMILIES not just FUNDS in my work. Would you be willing to put us together for 30 minutes to pressure test the advice they’ve received – so that you never end up inheriting them financially?

15. Parent Meeting Release Letter To Whom It May Concern I have today been offered a complimentary consultation for/with my living parents by my financial advisor ( insert name ). I understand that the purpose of such a meeting is: 1. To “pressure test” the financial advice they have been receiving for longevity risk in their documented financial plan.

16. 2. To establish whether there are any existing long term care/caregiving risks in their planning which may negatively impact my own retirement funding. 3. To provide them with scientific and mathematical realities influencing future healthcare delivery in our country that may present financial risks in their future. 4. To evaluate their estate planning needs to ensure that their wealth and assets are transitioned with maximum preservation from tax and other final expenses.

17. This advisor has informed me that this meeting is in my own best interests and conducted in order to keep them in compliance with standard protocols of licensed financial advisors. Having duly considered the above issues, I have respectfully declined to provide the necessary introduction of my parent/s to (insert advisor name). I release them of any future liability within my own financial planning arising from this decision. Sincerely, (Name of client)

18. Do you GET IT yet? In top half of North American economy 17 wealth or risk events in our lifetime (so people change something FINANCIALLY every 4 years) That means that 25% of the people you befriend are going to shop with our industry anyway THIS YEAR! 600 clients = 100-150 cases a year

19. PERSONAL PRODUCTIVITY 1. Work harder and differently building your pipeline (improve activity & client’s experience of you) 2. Improve your conversion performance (seen-to-secured rate) 3. Increase value of your average case (place more and get referrals every time) 1. Work harder and differently (improve activity & client experience of you) 2. Improve your conversion performance (seen-to-secured rate) 3. Increase value of your average client (place more and get referrals every time)

20. We are not in the SOLUTIONS business !

21. We are in the PROBLEMS business

22. Text Thank You

23. “ Hi Peter, Thanks for giving me time today to gain some insights into your financial dreams and responsibilities. I appreciate you considering our services and solutions at ( insert name ) – we know you have a choice in selecting a financial guide to bring clarity, confidence and control to your wealth creation and risk management. Have a great day

24. Please feel free to refer us to anyone in your close circle back at work – or family members you care about- who may not be receiving this level of speedy, personalized attention and felt neglected by their current advisor during recent market turmoil. I’d sure love to spend 20 minutes with them sharing some ideas. Forward them this link and I’ll be sure to do the rest…”

26. Topics for Google Alerts • Healthcare Crisis USA • Retirement Planning Problems USA • Elder Long Term Care Crisis USA • Wealth Creation Financial Planning USA

29. Family Member Email George, there's something I've been wanting to run by you for quite some time, but was reluctant to make you feel uncomfortable in any way. (This will arouse some curiosity.) As you might already realize, I do some pretty important work for my clients. I help them gain a high level of confidence, clarity, and control over their personal finances. Obviously, this type of work is very personal and confidential. I just want to make sure that whatever advice you are currently getting is as complete and of the highest caliber possible. Would you be open to sitting down with me at some point to for a complimentary assessment of your situation? I promise that no other members of our family will become privy to our conversation.

30. Change How You Introduce Yourself

31. “ I reposition family balance sheets ”

32. “ I remove longevity risk from people’s financial plans “

33. “ I guarantee people’s Paychecks and Playchecks for retirement “

34. What do you do for a living? “Shall I TELL you what I do – or rather SHOW you?”

35. What do you do for a living? “Shall I TELL you what I do – or rather SHOW you?” THE LIFE INSURANCE FORMULA

36. Write down how much life insurance you own 1 000 000

37. 1 000 000 1 000 000

38. 1 000 000 1 000 000 _____ 200

39. 1 000 000 1 000 000 _____ 200 X 30 (days) = 6 000 (a month )

40. 1 000 000 1 000 000 _____ 200 X 30(days) = 6 000 (a month )

41. 1 000 000 1 000 000 _____ 200 X 30(days) = 6 000 ( a month ) X 12 ( months ) ____________ 72 000 (a year) Based on a 7.2% average return

42. Write down how much life insurance you own 1 000 000 4% is safe = $ 40 000 a yr

43. Write down how much life insurance you own 1 000 000 4% is safe = $ 40 000/365 =?

44. Meet The Parents

45. 60-90 10% average annual return

46. 60-90 10% average annual return - 5% withdrawal for income

47. 60-90 10% average annual return - 5% withdrawal for income 0 OUT OF MONEY

48. 60-90 10% average annual return - 5% withdrawal for income 0 OUT OF MONEY 60-63 25% market decline during 5% annual withdrawal

49. 4 Scary Choices • Eat cheaper cuts of meat as they get older • Have a “Die Younger” plan • Start doing multi-level marketing in their 80’s • Move back in with you when they are old and sick

50. 4 Scary Choices • Restricted monthly budgets • No legacy planning to bring “meaning to their money” • Top up their plan in their 80’s • Have a binding family agreement on caregiving and the financing of future health problems