2-Appointment Sales System

What is the 1st appointment for?

• Get the numbers to run an Analysis• Get the Commitment • Set the 2nd Appointment

Every Agent Should Know

1st AppointmentStep 1: Napkin Presentation

• Recorded version• Tell your story

• One of your best tools is your conviction and passion• Share from firsthand experience (product of the product) • Show results and benefits for you and your family• Use 3rd-party conference calls and testimonials if needed

***Ask the client for their numbers (YOU fill out the worksheet)***

Example: “Let’s go ahead and fill out a ‘questionnaire’ and see if you qualify for our program now.”

(Optional): PRESS and PLAYIf you are struggling to get the numbers or if client absolutely needs more information

• “NewsWatch”• “Written Testimonials”• “How It Works”

• Play “Introduction” and “Chapter 1”

• If more info is absolutely needed:• Play “Chapter 2” & “Chapter 3”

1st Appointment

The Use of Tie Downs

• “Do you want to be debt free sooner or later?”

• “Would you give me $50/month to save $350/month?”

• “If your bank called you today and said they would keep your payments the same but cut your mortgage from 30 to 15 years, would you do it?”

1st Appointment

• Do not leave worksheet for client to fill out• YOU fill out worksheet with client• DO NOT LEAVE without numbers• Set your 2nd Appointment

• “Would Monday or Tuesday be better for you?”• “Would 11 a.m. or 6 p.m. work better for you?”• Always give a couple of options ... then reconfirm with client

1st AppointmentStep 2: Get the Numbers

• Money Merge Account® booklet • Booklet reconfirms their understanding of our program

if someone asks them: “What’s this all about?”

• CD • Listen to CD in the car to reconfirm what they saw

• Home page linkwww.unitedfirstfinancial.com• Let them take a tour of home page

Total time for appointment is approximately 30 minutes

Step 3: Leave Behinds1st Appointment

• During 1st appointment• The prospect will dig for additional information

• Stay on script

• Do not give them too much information

• Buyer doesn’t need to know what the seller knows

• Always agree and move on• Feel - Felt – Found

• Redirect

“Let’s run your numbers first and see if you qualify.”

1st AppointmentOvercoming Objections

How much is it?• “It potentially saves you hundreds of thousands of dollars.”• “Let’s say you are right. You’ve lost about 40 minutes of your time. If I’m right, it could save you tens of thousands of dollars that will go in your pocket instead of the bank’s.”• “It costs our average client less than $1 a day.”• “When I come back with your numbers, I will go through a full presentation so you understand everything.”

1st AppointmentOvercoming Objections

• Return with Analysis and Optometry page

• Give your client options• Have scenario ready with discretionary income they reported• Run additional scenarios with increased and decreased

discretionary income

2nd Appointment

Step 1: Build Credibility• “NewsWatch”• Success from Home magazine• Broker Banker magazine• Personal Real Estate Investor Magazine• Ernst & Young Entrepreneur Of The Year® 2008 Award

Temperature Gauge

On a scale of 1-10, where are you?

2nd Appointment

Step 2: Play DEMO Video• Be the messenger, not the message• Let the DEMO sell your customer• Allow client to see software in action• Build value• Demonstrate coaching and re-education

2nd Appointment

Step 2: Play Product Demo Video (other reasons)

Takes away the objections:

• “I can do this myself.”• “Costs too much.”• “Isn’t this just like making extra payments?”

Temperature Gauge

On a scale of 1-10, where are you?

2nd Appointment

Step 3: Close the Sale• Review Optometry Page — closes the sale

• Get the client saying yes to each option• Show how much they are losing• Make them aware of their current situation

• Give them the good news• Review $ savings • Review time savings• Show them their new situation

2nd Appointment

• If they are below a 7 on scale of 1 – 10• On the company or the product • Don’t move on

• If they are 7 or above on scale of 1 – 10• Proceed to close • They should already be sold

• Close the sale• Use 3-way with sponsor if needed• Walk them through the online activation

Tips on Closing the Sale

United First Financial®, its Agents and subsidiaries provide Internet, Web-based software and support services. United First Financial does not provide accounting, tax, legal, real estate, mortgage, or investment advice. Interested parties should seek and consult with persons or entities licensed and qualified in those areas for advice relating to those matters. United First Financial is not liable or responsible for claims or representations made by any party which are not included in the Money Merge Account® Limited Guarantee.