You are on page 1of 34

Not for use with the public - for education

and training purposes only


Rev. Date 9/25/2012
Leveraged Planning

is a registered
trademark of Entaire Global
Intellectual Property, Inc.
Not for use with the public - for education and training purposes only



Discussion Topics
Review: GFDs Offering
The Problem, Marketplace, and Opportunity
Prospecting: The Old Fashion Way
Where to Begin
Action Plan
rr
Not for use with the public - for education and training purposes only
3
Not for use with the public - for education and training purposes only
Review: GFDs Offering
Works with agents/agencies to nance select life insurance
and annuity products with specic, well-capitalized carriers.

Loans are extended to a corporate entity only (not to


individuals).

Policy owner may be the corporation itself, an individual or a


trust.
rr
Not for use with the public - for education and training purposes only
Review: GFDs Offering
In typical cases, the planning strategies are designed to benet
the owner of the business, their designee or a specic business
need.
The business services the loan (paying interest), while the
business owner, or other designated individual, benets from
the program.
rr
Buy-sell
Executive Compensation
Estate Planning
Wealth Transfer
Not for use with the public - for education and training purposes only
6
Not for use with the public - for education and training purposes only
47% of business owners
feel they are not prepared
for retirement.
Source: Harris Interactive on behalf of Sharebuilder 401(k)
The Problem
7
Not for use with the public - for education and training purposes only
36% of business owners
have IRAs and only 18%
of business owners have
a 401(k) plan.
Source: Small Business Association, 2010
The Problem
rr
Not for use with the public - for education and training purposes only
54% of business owners
plan to sell their business
to fund retirement.
rrr r
The Problem
rr
Not for use with the public - for education and training purposes only
75% of the 1.2 million
businesses put up for
sale fail to sell.
rrr r
Source: 2005 Business Reference Guide, 13
th
Edition (West)
The Problem
rrr
Not for use with the public - for education and training purposes only
10 million potential
businesses
< 50 Employees
53% are home-
based businesses
Source: US Bureau of the Census
46% say they never
intend to fully retire
The Marketplace
rrr
Not for use with the public - for education and training purposes only
Leveraged Planning

addresses a wide range of


business owner planning strategies, including...
The Opportunity: Leverage Planning


rrr
Not for use with the public - for education and training purposes only



The Opportunity
Retirement Augmentation
Structured Savings Plan
Wealth Creation
Estate Planning
Succession Planning
Buy/Sell Agreements
Business Transition or Sale

rrr
Not for use with the public - for education and training purposes only
14
Not for use with the public - for education and training purposes only
Agents:
Seasoned vets in the business
Changing the focus of their business
New to the business







Todays Attendees
rrr
Not for use with the public - for education and training purposes only
Age 21+ years old

Income $100,000+ annually

Net Worth Unencumbered assets equal to the


greater of $1,000,000 or one half the
loan amount (Life Only, Call for Annuity)

FICO Good credit history

Business Privately/Closely held

Case
Elements Consistent excess cash ow
10+ year accumulation time horizon

Basic Client Profile


16
Not for use with the public - for education and training purposes only
17
Agents ask, How do I market this?

Better question.How do you market yourself?


How have you marketed in the past?
You market YOU! Not us, not the loan, not the product.
If there are 25 agents at a networking association, why do people
choose to do business with you?
Not for use with the public - for education and training purposes only
rrr
Where To Begin
Not for use with the public - for education and training purposes only
Two types of people:

Business Owners
Lead Generators/Centers of Inuence
v Determining if they are a t for our program will come during your rst
appointment with them as you LISTEN to their NEEDS.









Where To Begin
rrr
Not for use with the public - for education and training purposes only
Mining For Gold
Review your current client base. Think about those:
You have helped in the past
You are currently working with
Look at your warm/hot market. Where you:
Work
Live
Play

Think about who you know or who your contacts know.









Prospect List
rrr
Some of you have a book of business.

You do yearly or bi-yearly reviews.


Make sure your clients are on track with planned goals.
You have a new program that could help to accelerate retirement by:
o Helping to catch-up on their goals
o Making up for shortfall or gaps
o Replacing their past losses and putting them back on track
Not for use with the public - for education and training purposes only
Prospect List
rrr
What do you do during your day to generate business, and who are the
people around you? Do you belong to or serve:

Local Business Alliance


Rotary / Kiwanis
Chamber of Commerce
Board of Directors
Etc.

Who are the other members?








Not for use with the public - for education and training purposes only
Prospects - Where You Work
rrr
Not for use with the public - for education and training purposes only
Do you have family members, friends, or neighbors who:

Are business owners


Know business owners
Have established relationships with business owners due to their occupations






Prospects - Where You Live
rrr
What do you do in your off-time and who are the people around you?
Do you belong to a:
Church
Golf club
Gym / Swim club
Gun club

Do you help with a childrens baseball team, summer camp,


Boy / Girl Scouts, etc.?

Who are the other members?









Not for use with the public - for education and training purposes only
Prospects - Where You Play
rrr
Not for use with the public - for education and training purposes only
Network With Those You Know
rrr
Prospecting for Leveraged Planning

consists of a process designed to
narrow down leads through a ltering process, beginning with the best
opportunities.
(5) Memory Joggers
Prospect List
Qualified Prospects
$
Not for use with the public - for education and training purposes only
Filtering Your Pipeline
26
1. Do you personally know the business owner?
2. Have you known the business owner for more than a year?
3. Do you know the business owners spouse?
4. Is the owner of the business 35 to 55 years old?
5. Has the prospects business operated for a minimum of 2 years?
6. Is the business closely held?
7. Does the business have multiple locations?
8. Does the business have a good reputation in their industry?
9. Does the business have steady clientele?
10. Has the business acquired any large contracts recently?
Not for use with the public - for education and training purposes only
Prospecting Questions
27
Not for use with the public - for education and training purposes only
HOT Prospect 8 9 10
WARM Prospect 4 5 6 7
NOT YET QUALIFIED Prospect 0 1 2 3
Point System:

To help you identify prospects, develop a point system to rank your best
prospects.
Qualifying Prospects
28
Centers of Inuence (COI)

Attorneys
CPAs
Clients who work for, or know business owners
The challenge is that every advisor would like to open up a COIs
book of business and you are not the rst to ask them for it.

Whats in it for them?


Why should they open it to you?
What do you bring to the table?
Again, if there are 25 agents attempting to open this book of
business, what differentiates you?



Not for use with the public - for education and training purposes only
Additional Prospects
rrr
Not for use with the public - for education and training purposes only
30
Make the Your Prospect List:
Book of business
Work
Live
Play
People you know - know
Centers of Inuence

Call Your FSM to discuss:

Your list
Setting appointments
Available resources and tools
Process expectations
Next steps


Not for use with the public - for education and training purposes only
Action Plan Build Prospect List
rrr
Nothings changed
You sell insurance and annuities
Low hanging fruit rst
You know more people than you know
Be sure to attend upcoming informational webinars
The GFD Gateway is YOUR resource center
Not for use with the public - for education and training purposes only
Tips and Takeaways
rrr
Not for use with the public - for education and training purposes only
To view dates/times and register for upcoming Webinars, login
to www.gfdgateway.com and access the Schedule.





Upcoming Presentations
rrr
Thank you for your time & attention.
For more information, please contact your
Financial Services Manager or call our
General Sales Line at 800-515-2599.


Systems and methods and/or software related to Entaires Leveraged Planning

programs are covered by U.S. Patent


Nos. 7,797,214; 7,797,217; and 7,797,218. Not for use with the public - for education and training purposes only

Next Steps
34