I am often asked how I present the information to set up the close. I have one rule that I have used for years, this rule has allowed me to stay focused and to keep my prospect focused.
KISS …. Keep It Simple, Stupid.
Early in my career I was taught this concept and it has been the backbone of my selling approach. Simple sells and complicated does not. My presentation is simple and it normally takes me less than 20 minutes to prepare.
Because all I do is in a one page presentation repeat back to my prospect in writing what they told me about how they feel during the Fact Finder. I then use any third party information as supporting documents which outs reference material away from me personally. Sources could include Morningstar Principia Pro, MSN Money, Moody's and many others. I allow these sources to assume responsibility for content.
Here is an example of a typical presentation piece. I marked in red where I used outsource information.
Summary of Estate Plan
Mr. and Mrs. Jim Jones
Thank you for the opportunity to work on your plan. I have looked at your personal situation, enclosed current reports and made suggestions I think may benefit your goals.
Your current retirement monthly income from social security and Boeing pensions is $ 3,400. You are currently removing $ 600 from your IRAs.
Your current income of $ 4,000 is the needed and desired goal.
You have a LTC policy with Bankers Unlimited Assurance Company with premiums of $ 230 a month. I have enclosed current ratings for you from AM Best and Company. (AMBest ratings from the internet)
Your IRAs are invested in the Delaware Family of Mutual Funds (now owned by Lincoln Financial Group). I have enclosed current reports for you. (Morningstar reports from Principia Pro)
Since your IRA accounts are important to you for retirement security, I suggest you transfer them to a guarantee Equity Linked Indexed Annuity.
I have enclosed the benefits you can enjoy with this change. It can be accomplished without any tax liability.