@Allen Wysong - Health Insurance @Lenore Ockerberg - HR Compliance @Heather Radino - Provident Trust Group @Rebecca Brundage - Simplicity Advisor Development Consultant @Angela Garfield - Tax Hive & API Liaison As we continue strengthening our infrastructure, I want everyone connected with the partners who support our clients, our advisors, and the broader ecosystem we’re building. Please connect with each of them here — and I’d like to welcome them to introduce themselves in the comments so you know exactly who they are and how they support our work. Welcome to the community — I am excited to have you all here.

This is a typical sell the feature and benefits from a carrier: "Start selling the benefits of Index Lock" Ask the question for your prospect's sake... How does this feature deliver their desired outcome? Do you know your prospect's desired outcome? Can they see themselves living what they want? The vision they have gives them the feeling they can achieve it... they will move toward that feeling because its good. Don't sell features - SELL DESIRED OUTCOME THAT GIVE THEM HOPE

https://youtu.be/lUXy6Xp2j_I?si=6h_zL-Vy5aiqfCV1

If you are sitting around hoping the right clients show up, you are already behind. Leaders do not wait for opportunity. Leaders create it. In this business, growth does not happen because someone randomly sends you a referral. Growth happens because you build a market around you through communication, consistency, and conviction. There are three processes you must master if you want to win here. 1. Attraction Conversion Most people are not ready to buy. They are ready to learn. Your messaging is what moves them from awareness to interest to trust to action. The longest lead I’ve experienced is 7 years. 7 years of Marshall Keith being on my email list. He wasn't waiting for 7 years, he was learning for 7 years. He had a pension and a managed money fund. He knew he needed to leverage his pension with greater income and guarantee the income from his managed money account. He was 1 of 100,000+ on my email list. Attraction happens in two lanes. Paid Systems Paid traffic, paid lists, paid ads, paid campaigns. Paid systems are the catalyst that accelerates visibility and puts your message in front of the right people quickly. Non Paid Systems Your branding, your posts, your social content, your direct mail, your connections, your follow up. Non paid systems edify the message and reinforce your authority. Paid creates momentum. Unpaid builds identity. Both require consistent work. Both build your brand. Consistency is what fuels your calendar. 2. Process Driven Change Clients do not change because you told them to. They change because you give them a process that creates clarity and confidence. A real advisor leads with education, steps, frameworks, and repetition. Your process is the difference between someone staying stuck and someone taking action. Process always outperforms personality. 3. Committed Relationships A sale is not the finish line. It is the beginning of a committed financial relationship. Clients introduce you to their network when they trust your process, believe in the results, and experience your consistency firsthand.

2nd Appointment FNA Quickly review the clients priorities, when possible use the client’s actual words, return to the original concept you used in 1st Appointment. 1. Make strategies/ recommendations( explain using their words, goals, objectives. 2. If appropriate use your FNA and your strategy to explain your recommendations. 3. Upon acceptance of recommendations begin gathering the necessary information, if a life policy get on the proper portal to do so, collect the information for an intake form. 4. Explain as you do so how this product will meet there objective(s). Sell close one product at a time. 5. Always summarize why. 6. Ask client “ Explain to me why, in your words, we are implementing this strategy?” (Listen carefully to the clients understanding of the strategy) 7. 7. Fill in where the client may be confused or lacking understanding, or if it is correct. When the client is educated they usually make the correct decision. Educate every client with CONCEPTS so hey are properly educated and empowered to implement the strategies you recommend. If you are working with a client to implement multiple strategies to achieve an objective I highly recommend you lay out the objective, educate on concepts associated with each strategy implement one at a time to accommodate the entire objective.