Plan Wisely. Build Wealth. Retire Comfortably.™

PRS, LLC2 Park Plaza Suite 510

Irvine, CA 92614

949.544.2500

Joel H. Solomon, ChFCManaging Principal

Sam RothSr. Vice President

©PRS,LLC2010

All Rights Reserved

Not for use with the Public

Using Indexed Universal Life Insurance

Roadmap™ and “Exceptional Selling”

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• The key question being asked:– Am I on track to living the way I want to live

for the rest of my life?

• If not:– Show me how my dream can become reality

and give me the confidence to invest in you and your solution

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• We must establish relevancy and credibility

• The client must see you the producer as a credible planner/advisor– NOT a salesman

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• Help the client understand the implications of their negative present while preserving their self esteem– You the producer and the client must work together

to design a solution capable of transferring the current negative state into a positive future state

• It must be proven to the client that the cost of staying the same is too high not to change– You must guide the client thru this process

• And at all times, act as a credible advisor

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The Situation-A Secure Retirement

The Problem- $ 2,000,000 capital deficiency

The Solution

$ 44,000 IUL

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• How do you accomplish this?– Thru a structured series of conversations in which

you listen to and talk with your clients at a higher level of understanding on both sides…exceptional conversations

– The style and substance of your conversations should be so good that these conversations create all of the credibility and relevance you need to win the client’s confidence and their business

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• Diagnostic ears– Really hearing what the client is telling you

– Clients will want to tell you more, give you access, and invite you deeper into their world

– You can then convert what you are hearing into compelling solutions using the Retirement Path Roadmap™

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• Establish a mindset of mutual respect

• Demonstrate your expertise in the solutions and how they are presented– Ask yourself, how much more will the client respect

your presentation if a PowerPoint is used…modern presentation technology vs. static PDFs

• Are you ready to invest in yourself…or will you stay “defensive”

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• The ideal sales conversation begins with actually hearing customers in their own terms and with their own meanings

• Gain a deeper understanding of the client’s situation

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• Client-in solutions– Solutions that don’t need to be sold

– Help the client create the criteria that he needs to make a qualified decision and then offer him a solution that meets those criteria….there is no “close” required

• What is your tax-free retirement income goal to live the way you want to live?

• What tax-qualified plan and other retirement assets do you have right now?

• What are your planned annual contributions to those plans?

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• The “advisor/planner” must:– Know where they are

– Where they are going

– And have all the options at every instant

• This takes:– Talent

– Systems

– Skills

– Discipline

– And PRACTICE

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• Create– The ideal solution together

• The client will buy the “perfect” solution– That which he decides is “doable”

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• It must have the following attributes:– Flexible contributions

– Principal (cash values)• Must be preserved/protected from stock market losses• Be able to grow with the stock market

– Capped at 12% annually– Or 1% per year and unlimited (5-year accounts/buckets)

• And have an option for a fixed rate for some/all of the money– And flexibility to change their minds

• Accessibility/liquidity• Tax-deferred growth• Tax-free income• Tax-free death benefit

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• Protect/preserve– Obtain peace of mind

• Position capital to grow with the market

• Own an asset with historical tax preference

• Have cash accessibility any time

• Create new capital when needed…. at death

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• Don’t lecture your client about solutions that they:– Don’t comprehend

– Can’t differentiate

– And aren’t sure they need

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• Our goal is to take our exceptional selling system, combined with your skill sets, and install disciplines to manage exceptional conversations for you and your clients

• You must communicate with relevancy, build credibility and respect and build clarity for your clients; the Roadmap™ allows you to do that

• You give the client a guided path

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• Recognize viable sales opportunities– It must solve a substantiated client problem

– Create client value that is tangible, achievable and measurable and produce a profit for you

• The client is a collaborative partner

• Don’t find yourself in a presentation providing tons of information

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• When customers are engaged, they learn

• “How” you speak to your prospects/clients has the most powerful impact

• When prospects/customers are engaged, they learn; when what they learn is compelling enough to make them want to change, they will take action…and buy

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• A presentation is an answer to a question that hasn’t yet been asked

• People retain only:– 30% of what they hear

– 50% of multimedia

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• 2004 Gallop poll– Automobile salesmen were least trusted

– Sales professionals were 2nd least respected career

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• Success occurs when you can find a prospect/client’s pain

• Be professionally involved but emotionally detached

• Be confident about the diagnosis (Roadmap™)

• Be confident about your recommendation (IUL)

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• Stop presenting and start connecting

• Stop persuading and start collaborating in a process of mutual diagnosis and confirmation

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• Your prospect/client wants to know only one thing:– Value

• How will your offering (the Roadmap™) provide value to their financial well being

– Translation: Show me how this dream will become reality and give me the confidence to invest in your solution

• Be specific about the client’s problems that could be resolved

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• Do not make the mistake to assume that prospects:– Recognize their problems– Understand the financial impact of those problems– Are able to establish problem priority– And are compelled to act

• The Roadmap™ allows the customers to connect the dots– The client may be the judge and jury– Buy you are the expert/advisor/guide

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• Top insurance professionals are experts at creating relevant and credible conversations– They bring clarity to the client’s decision making process

– The client can understand how your offering related to their world and can evaluate its worth

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• Value capabilities are inert– Penicillin is wonderful

• Means nothing to someone without an infection

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• Make an agreement with a prospect that there is a possibilityof value in your producing a Roadmap™ for him but not a surety of value…that you are willing for the hypothesis to be true/not true

• For a customer to act, he must recognize the absence of value or the problem/opportunity

• The absence of value is where the client’s dissatisfaction resides

• When the consequences of the absence of value are identified, quantified and deemed worthy of addressing, the value of the Roadmap™ solution is requiredand the client will buy

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The Diagnostic MindsetThe Diagnostic Mindset

• Always focus on the client– What is his problem/concern?

• It is about the observable symptom of a problem and the parameters of solutions…not blame

• Engage the client as a collaborative partner– You are both taking a journey of discovery

and reaching solutions together

• It promotes ownership

• It differentiates you from the competition

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• Diagnosis is something you do with your client

• Selling is something you do to your client

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• Buying requires changing

• Change is difficult to accept

• People avoid change until it is clear that staying the course is more difficult/painful

Help the client design a solution capable of transforming

that negative current stateinto a positive future state