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Transcript

Approach/Contact

Presented by Andy Sanchez

Purpose

Purpose

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.

Opportunity

1) Introduce financial concepts to middle income families.

2)Revolutionizing the financial services industry.

Opportunity

Part One

Part One

• 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.

Personal Contact

Personal

Contact

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.

Case Study

Before

After

Case Study

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Q&A

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