Merchandising YourFinancial Sales Tools

Presented by Trip Higginbotham

Merchandising Your Financial Sales Tools

What are we trying to accomplish?

• Create more sales

• Get advisors to use established, effective sales presentations

• Train advisors on how to sell with and use the software

• Create awareness of the software

• Provide Sales Ideas for Advisors

Sales Ideas vs. Training

Sales Ideas help advisors:• Get into a “Sales” state of mind vs. “learning/questioning”• See why it’s worth their time to learn the software• Understand which clients would the idea be good for• See how it is going to help them make the sale

Merchandising Your Financial Sales Tools

Sales Ideas must be… • Easy – easy for the advisor to understand, easy to take action• Reusable – advisor can leverage the idea among many clients• Informative – needs to have substance• Lucrative – needs to sell product at the end of the day

Merchandising Your Financial Sales Tools

What we’ve done so far..

**Separation between Conceptual and Analytical Tools**

Don’t try to force ETA down an advisor’s throat•They don’t feel comfortable•Learning is too time consuming•Invest a lot of time with each of their clients/prospects

Start with Conceptual Tools•Tools are high-level, so advisor’s limited knowledge is enough•Only thing to learn is a sales talk•High level is reusable with all their clients/prospects

Merchandising Your Financial Sales Tools

The Big Idea: Build “IT” into Your Practice! • New Advisors - Repeatable Sales Process• Experienced Advisors - Own MORE of Your Client’s Business

Leverage Existing Tools:

RRM: “Build Retirement Planning into Your Practice”

ETC: “Build Estate Planning into Your Practice”

Life Goals: “Build Financial Planning into Your Practice”

BC/BV/KP:“Build Business Planning into Your Practice”

QPDA: “Build IRA Planning into Your Practice”

Merchandising Your Financial Sales Tools

What do we promote?

Seminars – ETC, RRM already done, repackage output of LG, BC, QPDA Easy Reusable Informative Lucrative

Advisor Newsletters – reuse resource page content for e-mail/print drips Easy Reusable Informative Lucrative

Merchandising Your Financial Sales Tools

How do we make this exciting? • E-mail (Colorful, with graphics)• Print Newsletters• Website (Company & PlanLab)• Images & Videos• Sales Contests (using Reports in PlanLab)• Sponsorship for Seminars• Giveaways/Incentives (Run an ETA, get a sleeve of golf balls)• Subliminal Marketing

Merchandising Your Financial Sales Tools

How do we make this exciting? • E-mail (Colorful, with graphics)• Print Newsletters• Website (Company & PlanLab)• Images & Videos• Sales Contests (using Reports in PlanLab)• Sponsorship for Seminars• Giveaways/Incentives (Run an ETA, get a sleeve of golf balls)• Subliminal Marketing

Merchandising Your Financial Sales Tools

How can we help you?