​Discovery Call Framework:
 
Time Check 
“Thank you for scheduling this time with me today. I have us down for a quick 15 min chat, does this still work for you?”

Their Goal For The Call 
“What about my outreach interested you enough to want to jump on a call with me?”

Set The Agenda
“What I have found best to work on these calls is to learn a little more about your needs and goals and explain how I will be able to help you, and at the end of this call if there seems to be a good fit for us to continue the conversation then we will move in that direction. Does that work for you?” 

Narrow In On The Problem 
“Which of these would you say is most important to you when it comes to [working with an advisor, your retirement, your life insurance needs, INSERT YOUR OWN HERE]?”

Current State
“I’m curious, what isn’t working for you to the level that it should be?”

Client Story
Share how you personally have helped a client overcome this same exact challenge and what results came of working with you.

Ideal Future State 
“I’m curious, in your perfect world, would this same exact solution help you if I was able to take you from where you are today to where you want to be?” **Insert their exact problem and goal. 

Priority & Tentative Timeline
“How long have you been trying to solve for this? 
Is it your goal to figure this out this month or next month?”
Posture Statement 
“It sounds like we are drawing clarity and heading in the right direction, if it is ok I’d like to share some feedback with you on how I am able to help you, fair enough?”

Transition – Value Proposition
Specific to revealed challenges and goals. Have a clear value proposition on where you can help them and specifically how. 

Client Testimonial 
Share another short testimonial 

Business Impact 
“From your perspective what impact will this make on your family/business/retirement?”

Personal Impact 
“... and what about in your personal life?” 

Next Steps 
Educate them on how you normally move forward with prospects that are interested in doing business with you, but allow them the opportunity to suggest next steps. 

“Usually after these initial introductory calls we line up a second conversation where we deep dive into a specific action plan that provides you with customized solutions. After that, if everything makes sense we can discuss moving forward. But, before I get too far ahead of myself, what do you think makes sense as the next steps?”

Calendar Invite 
“As I pull up my calendar, is there anyone else that needs to join us in our next meeting? 

 
Post Call Action Items:
Gather Deliverables 
Send whatever you said you would send them between now and your meeting (content, unanswered questions, research, etc.)

Follow Up Email 
Create a F/U email template that you can use with everyone moving forward.
 
Thank them for their time, recap the meeting, list their challenge, list your solution, list your plan of action, list expectations and timeline of next steps/meeting.

Update Tracking/CRM 
Document and update the conversation and create future tasks
 
Social Interactions 
Interact with them in some way by connecting with them right after the meeting, or dropping a comment on their accounts. Show your level of interest to help them even after the call. 

Transamerica Life Insurance:  
MyWFG.com  >   Menu >  Recruiting & Selling >  TransAct
OR
New Cases:  1-800-322-3796;  Customer Services for in force policies:  1-800-851-9777;  Fax: 1-866-592-4535. 
URL:  https://tlic.transamerica.com/portal/public/tlc
Regional VP:  Sal Impravido  646-764-2323,   email:  sal.impavido@transamerica.com

Nationwide：
Hotline dedicated to WFG  Tel.  1-855-455-4139,    Fax  1-888-677-7393;  URL:  https://nationwidefinancial.com/#!/
Regional VP:  Zac Raymond  614-361-1080, z.raymond@nationwide.com

Pacific Life:  
WFG hotline:  888-595-8298,  Track or submit your business online at https://loginportal.pacificlife.com/
National Sales Director:  Fred Lee  214-738-6175, fred.lee@pacificlife.com

Crump:
 WFG hotline:  888-232-4872

AMS Financial Solution Group:
All annuity sales and life insurance through Symetra
https://wfg.amsfsg.com/Login.aspx
Run IUL illustration as a guest: https://amsfsg.com/wfg-symetra-domesitc/
Illustrator login username: GuestProducer
**Illustrator login password: Swifty16!
dedicated to WFG,  Bethany Romero Sapienza
1-866-413-2804 ext 26;    fax 225-930-0846
email:  bethany.sapienza@annuitymarketing.com
Mark Mietus (VP) 800-448-4510,  847-650-8371 (cell)  email: mark.mietus@amsfsg.com

OneAmerica Asset Care Calculator: Running a LTC quote without an appointment
https://www.oneamerica.com/caresolutionscalculator/index.html

Everest:  Funeral Concierge + Life Insurance
https://www.everestfuneral.com/wfg-us/
Caren Guidry 713-993-1918 or 832-547-3144

​Prudential Annuity:  Bo Barrett 281-731-4242
Jackson Nation Life and Annuity:    Justin Newman  832-808-5533

Jerrin and Albert's team used these questions to disturb the potential clients and closed a lot of sales.  Thanks to Jerrin for sharing them with us.

1.  When was the last time you sat with a financial professional? Never?
Really?
2. What do you have in terms of retirement plan?
3. How about college planning accounts?
4. Have you set up anything to protect your family & assets? Life Insurance?
5. Any other investments? Mutual Fund? Stocks? Bond?
6. What are some of the fixed accounts that you know? How much interest
rate do you get in savings, or CD?
7. What are some of the accounts do you that are variable strategy?
8. If you had a $100,000 and the market went down 50%, how much would
you have? If the following year the market went back up 50%, how much
do you end up with?
9. With index strategy the account gives you compound interest. Do you
think compound interest is powerful?
10. Out of all the 3 different strategies, which strategy can grow our money
best?
11. What are some of the accounts that you know of that you have to pay tax
right away on any growth?
12. What are some accounts that you know of where you SAVE SAVE SAVE and
when you take it out, you have to pay a cut to the government (taxes)?
13. Can you imagine you save up all this time and the government take
20%-30% of you nest egg?
14. Did you know there are some age restrictions on these accounts?
15. Have you heard about the 59 ½ rule before?
16. Did you know if you take out money before 59 ½ you have to pay 10% age
penalty, and pay taxes on what you take out?
17. Did you know that at 70 ½, you are req to start taking out money?
18. After showing limitations: do you think a millionaire uses 401K and IRA?
19. What are some accounts that you can grow your money and pay no taxes?
20. Have you heard about Roth IRA before?
21. Did you know that when you take out money from Roth IRA, you don’t have
to pay tax?
22. What are some other accounts that you know are tax free?
23. Did you know if you put away some money under 529, you can later use
that money to fund for your kids college education?
a. You never heard of it before?
24. Any other account that is tax free that you know of?
25. Have you heard about 7702 program before?
a. It’s a tax code for life insurance. Did you know?
26.What have you heard about life insurance before?
a. Do you know how it works?
27. Imagine losing the breadwinner of the family. If life insurance can protect
the family, is that quite powerful?
28. Did you know that you can take out money tax free from your insurance
program?
29. Have you heard about wealthy people investing so much money in life
insurance?
30. Did you know that if there is a lawsuit the court can’t touch the $ in there?
31. If the money in here had no age restriction or RMD (required minimum
distribution) , will that be even better?
32. By the way, if you could use that money in this program for any purpose,
would you like that advantage?
33. Just like any program you might be wondering is there a catch to this
program. Yes, you have to be health to qualify for this program and its
benefits. Besides that, do you like to see how there program work?
--------------------------

​
7 Questions To Sell Annuities

Be sure to print this out and keep it by your phone
so you can refer to these 7 questions.
These seven questions (that are part of our Master Closer process) are
“Presupposition Questions” which means they presuppose that people
know the answers. And when they don't, they realize, intrinsically,
"Well, I need to know the answer to that question."
The 7 Questions:
1. How old will you be when you run out of money in retirement?
2. How much income will your retirement savings produce?
3. How much income do you need to live your Desired Retirement
Lifestyle?
4. How much will taxes on your IRA’s, 401(k)’s and Social Security hurt
your retirement income. (This number could shock you)
5. How much will your income go down if the market crashes?
6. How much of your retirement income is guaranteed?
7. Do you have your money in assets that grow to outpace inflation, but
are protected from market crashes?
Need