Field Productivity Partners Advisor Development · Sales Leadership

Driving FPP · Issue #30

Simplify Early Planning

Pulling together 29 editions into one simple, integrated conversation for newer representatives and their younger prospects.

By 2 min read

Good Morning!

Today I want to pull together a number of topics that we’ve discussed individually over the previous 29 editions, in an attempt to illustrate how they are used together to simplify the conversation between a newer representative and their younger prospects to drive success, and build a firm base of understanding from which they can grow as they grow in their careers. Specifically, this pulls from the following Driving FPP's:

Think of it as an integrated ‘insured savings’ in our planning world, where younger prospects need to get a handle on their cash flow, establish a philosophy of money, and set the habits necessary to make more comprehensive planning relevant in the future. In other words, they need more Morgan Housel thinking than CFP studies…

New advisor groups I’ve worked with have found this unbelievably helpful in a number of ways:

  • Simplifying their fact finding,
  • Reducing anxiety of presenting a longer PX and being questioned about the numbers in the modules, and
  • Knowing that they can begin their response to any objection to a life/DI recommendation with: “when we discussed that the core of financial planning is about your ability to earn an income and the decisions you make with that income, having this life/DI insurance is the most important part of making sure that your income continues and you have the ability to continue making good decisions with your money for all those things you said are most important for you <and your family>.”

Attached is a simple summary of the core pieces we work on between the fact finder and the PX to give newer representatives the comfort and confidence to drive early success. Obviously, there is a lot more language, technique, questioning, etc., along with product presentation skills to make this come alive, but this gives the basic idea.

Open the New Advisor Planning: Sales Fundamentals (FPP Tools)

If this would be helpful in getting your newer representatives productive quickly, let’s talk and set them up for success!

Think Differently,

Steve