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To learn how to approach and contact a prospect, and quickly set a date for the prospect to attend the next BPM at
the office or, alternatively, a one-on-one presentation at his/her home.
1) Introduce financial concepts to middle income families.
2)Revolutionizing the financial services industry.
• Present the fundamental goodness of
WFG — how we treat each other and what we do for the consumer.
• Let the prospect know:
– WFG treats its clients and associates right
– WFG associates are appreciated and recognized for what they do each day to help people
– WFG is committed to helping people and it’s great to make a difference in people’s lives
– WFG associates teach people what they need to do to manage their own financial futures: we believe in what
we do, we know that it’s right and we know that we can help people
Part Two
Part Two
• Illustrate what is in it for the prospect.
• Watch for the prospect’s reactions to certain issues. A prospect’s body language and facial expressions usually tell
you what issues interest them the most and you can zero in on them.
• Some issues you can discuss:
– The ability to build your own business and be in control of your future
– The chance to generate a sound income, get out of debt and have peace of mind about your financial future
– The opportunity to do things for your family that, until now, you were unable to do
• Get the prospect excited about the possibility of a better quality of life than they have now.
• Communicate the opportunity with enthusiasm.
1. Show enthusiasm. Don’t be tentative.
2. Don’t get into extensive questions and answers. For you, as a new
3. Bring the person to the meeting yourself.
4.invite the prospect and his/her spouse or partner
5. Master the invitation to effectively communicate who we are and what we do.
Before
After