IFW Retirement Score Six-Step Sales Story Training & Resource Library
Congratulations on being selected as a Certified IFW Financial Professional! And welcome to the IFW Retirement Roadmap Experience Sales Training & Resource Library! Everything you need to know about the Retirement Score Six-Step Sales Story is available here 24/7.
Click to Watch This Welcome Video
Over the past several years, we have developed a powerful and compelling six-step sales process that guides prospects through their IFW Retirement Score. This process establishes credibility and trust, finds specific problems you can solve, and gets complete “buy-in” to the concepts and solutions you are presenting.
From there, you present their current situation, followed by a before and after scenario that provides a significantly improved retirement success score. This gives the prospect an easy-to-understand way to see the benefits you are providing, causing them to take action and make you a member of their financial team.
Below is our complete resource library with a specific video for each step of the process. Browse each section at your convenience, and a full role-play sales demonstration is available too.
We all know conducting a quality and accurate fact finder is a critical element in the sales process. Watch this quick video to get some fact-finder best practices and nuances for The IFW Retirement Score process.
The Six Step Sales Story begins AFTER the fact finder is completed as well as the initial case design. Basically, it is the second meeting with the prospective client.
Click This Video to Watch Some Fact Finder Key Highlights
1. Connect
2. Set The Stage
3. Verify
4. Current Situation
5. Future Destination
6. Take Action & Convert
Click to watch IFW CEO Erik Sussman go through a full six-step Retirement Roadmap sales presentation.
Key Takeaways
During the part of the presentation there are three key elements to make sure you cover.
- Be sure to reiterate their primary concerns learned during the fact finder
- Be sure to reiterate their goals and aspirations learned during the fact finder
- Play the Tom Hegna 90 second video and drive home the fact that we do NOT want them to live a “just in case retirement”.
Click to Watch Step 1 Key Takeaways
Key Takeaways
A good segue into Step 2 is stating “our goal is to get you to (state their concerns and goals), however things happen and there will be some challenges. There are two key obstacles that could make it more difficult for us to achieve your goals and the first one is taxes. Share the following key points about tax history.
- Taxes are the lowest they have been in 75 years or so.
- Debt is the highest it’s ever been with $34 Trillion dollars and growing.
- Ask what direction they believe taxes are going.
- Agree that you and most financial experts believe they are going up as well
Lightly consider it MAY make sense to pay taxes now instead of paying later.
The next challenge or obstacle we will face in retirement might be the sequence of return risk. Explain that:
- The order of returns does not matter during accumulation (use chart)
- The order of returns matters a lot during distribution. (use chart)
- The volatility buffer can protect you against sequence of returns risk. (use chart)
Click to Watch Step 2 Key Takeaways
Key Takeaways
This is a simple step where you are just reviewing what the prospective client wants, and what they have. This step builds further trust and makes sure there is accurate information going into the software.
Click to Watch Step 3 Key Takeaways
Key Takeaways
The key points to cover during this step are as follows.
- Monte Carlo Simulation is how we calculate their score. Let them know NASA, engineers and casinos all use this precise statistical modeling technique.
- Ask them how their current score makes them feel?
Click to Watch Step 4 Key Takeaways
Key Takeaways
The key points to cover during this step are as follows.
- Show them the adjustments made and how they increased their score.
- Ask them how it makes them feel
- Use the “back briefing” strategy to make sure they can explain it back to you so you know they grasped the financial concepts.
Click to Watch Step 5 Key Takeaways
Key Takeaways
The key here is to use the “Steve Jobs” power questioning technique! Additionally, ask them what they think and what THEY want the next steps to be.
Pivot into product solutions either at the same meeting or schedule a follow up meeting to review the specific product recommendations.
REMEMBER THE MOST CRITICAL THING TO DO IS CONNECT THE DOTS TO THEIR CONCERNS AND GOALS BEING ADDRESSED BY INCREASING THEIR SCORE!
Click to Watch Step 6 Key Takeaways