John Glowacz - Amazon S3OF...at the Circle of Excellence are no guarantee of future success. Your results may vary. For financial professional use only — not to be used with the

John Glowacz Face 2 Face Advisor

John is a local affiliate for J.D Mellberg Financial and is also a Partner

with CRIS Financial located in Katy, Texas. John was also the host of a

local radio show called Safe Money Radio and he is recognized as one

of the Nation’s leading experts on Safe Money Investment Alternatives

and is a presenter of safe money concepts.

Licensed Insurance producers will be able to utilize a number of valuable and useful strategies from the Circle of Excellence. However, only those licensed to conduct securities transactions and offer investment advice will be able to use ALL of the sales and marketing strategies with consumers. Producers are ultimately responsible for the use and implementation of these concepts and agree to comply with the compliance requirements and any gifting limitations of any broker-dealer or Registered Investment Advisor with which they may be affiliated, the insurance carriers they represent, federal regulations and state insurance regulations. Results from the use of the concepts and strategies presented at the Circle of Excellence are no guarantee of future success. Your results may vary.

For financial professional use only — not to be used with the general public or in a sales situation. Information presented by: John Glowacz

John Glowacz

1. Greeting: Stick with the script.

2. BreaktheIce: Make customers feel as if they know you, make

them laugh, show personality, they must like you, find common

ground, and be sincere.

3. FactFinding: Seek customers hot buttons, listen to their needs, use

probing questions, answer a question with a question, repeat their

concerns and objectives back to them, don’t be afraid to ask, “Why?”

Don’t lose control, you’re the expert.

4. 1stAppointmentPresentation: Don’t shoot all of your bullets at one

time, don’t over educate the client, leave some wiggle room, don’t take

shortcuts, give them enough information to ask you back. When you

are done, shut up. First one to talk, loses.

5. OvercomeObjections:Ask, “Do you know of a better way to

accomplish your objectives other than what I just showed you?”

6.ProvidetheProcess:Schedule 2nd appointment and obtain illustra-

tions based on their need, not yours. Review 1st meeting notes and

tie it all together.

7. Pre-Close:How would you like me to proceed from this point?

8. PostClose: Thank customers for their trust, sell the firm, and

reassure buying decision.

7 Steps to a Sale

Licensed Insurance producers will be able to utilize a number of valuable and useful strategies from the Circle of Excellence. However, only those licensed to conduct securities transactions and offer investment advice will be able to use ALL of the sales and marketing strategies with consumers.

Producers are ultimately responsible for the use and implementation of these concepts and agree to comply with the compliance requirements and any gifting limitations of any broker-dealer or Registered Investment Advisor with which they may be affiliated, the insurance carriers they represent, federal regulations and state insurance regulations.

Results from the use of the concepts and strategies presented at the Circle of Excellence are no guarantee of future success. Your results may vary.

For financial professional use only — not to be used with the general public or in a sales situation.

Information presented by: John Glowacz






As soon as you hang up, email your prospect with contact information,

website link and BBB info. See example email below:

Appointment Confirmation & EmailIncrease your opportunity for a possible sale by making your client feel as if they actually know you.

Call client to confirm appointment along with a short, self-introduction.

Mr/Mrs _______, did I catch you at a bad time? Great, my name is John Glowacz and I am a Financial Advisor with CRIS Financial and you were referred to me by ________ with J.D. Mellberg Financial. We have a scheduled appointment tomorrow at ____ and I wanted to confirm our meeting address at, ________________________. Is this correct. Great! Mr/Mrs ________, I would also like you to do me a favor. I highly encourage you to take a minute and google my name and view our website. This will give you a chance to learn a little about me and our company. I will follow up our phone call confirming our conversation with an email that will provide you with all of my contact information. I appreciate the opportunity and I will see you tomorrow at _______.

Have a great day!

1 of 2

Hello,

I hope this short note finds you well. Thank you for taking the time to speak with me today over the phone. I wanted to follow up our conversation with a quick email, as a reminder of our upcoming strategy session, along with a short in-troduction of me and our firm. My name is John Glowacz and I am the Local/State Advisor for J.D. Mellberg Financial, who referred me to you, and I am also a Partner/Financial Advisor with CRIS Financial. Our strategy session is scheduled for Monday, April 6, 2015 at 12:30 p.m.

In the meantime, I highly encourage you to take a minute and Google my name. This will allow you to know more about who I am and what I do. I would also like you to take a minute and check out our website, www.CRISFinancial.com. Our site has a lot of great information, including articles, videos, and calculators along with our personal Bio’s. Based on feedback from of my clients, I know you’ll find this site of great value.

And as always, should you have any additional questions or concerns, please don’t hesitate to call me. All of my contact information is below, including my mobile phone number, which is probably the easiest way to contact me. I’m looking for-ward to learning more about you and your retirement goals. Talk with you soon.

Sincerely, Advisor Signature






Appointment Confirmation & Emailcontinued....

After your first appointment, email your client a quick thank you

note. See example below:

2 of 2

Hello ,

Thank you for meeting with me today. I wanted you to know that I really enjoyed our first strategy session and I also enjoyed learning more about you and your future retirement goals. As promised, I am in the process of putting together some illustrations, based on the information that you shared with me, for our next strategy session on, Wednesday, April 8, 2015 at 2 p.m. At that meeting, I will have put together my recommendations making sure that each and every objective that you established, is met.

In the meantime, I have attached a few articles that I know you will find of great value. In addition to these articles, take a look at my website, www.crisfinancial.com, which contains more information, including articles, videos and calcula-tors.

For your convenience, all of my contact information is below, and as you can see, I am very easy to reach. I’m looking forward to seeing you again soon.

Sincerely, John Glowacz






Scheduling the 2nd appointment before you leave the 1st appointment,

increases your odds of success. I always explain the process and reason

for the second appointment, it puts them at ease letting them know that

you are not trying to close the sale at this point.

For example:

Scheduling Your Second Appointment

What I’d like to do next is, put together some illustrations based on all of the

information that you provided me today and at our next meeting, I will “Tie”

all of this information together, which will bring the illustration to life and it

will all make sense, …fair enough?






Choose words and phrases that make you sound professional. It’s

hard to make an annuity sound Sexy. Paint a picture using words

and descriptions. Create features and benefits, which will in turn,

create value.

• Reposition • Crediting Strategies

• Account • Minimal Risk Investment Strategies

• Assets • “I’m Curious” (Pre)

• Liquidity • “Out of Curiosity” (Pre)

• Market Volatility • “…Fair Enough?” (Post)

1. Mr/Mrs _____, I’m curious. Based on the information that I’ve provided,

do you know of a better way to accomplish all of your goals, than what

I’ve just shown you? If you do, please share that information with me. As

an independent advisor, it means that I’m not married to any one company

and I’m always open to new ideas and/or better way to help my clients. But

in my professional opinion, based on the information that you shared with

me today, the Hybrid Annuity is the perfect product to meet your needs

and I don’t feel that there’s a better strategy available than what I’ve just

presented, wouldn’t you agree?

2. My goal is to put you in a much stronger position which will allow you to

spend your retirement assets with confidence.

3. Let me make sure that I understand your objectives and have this right,

you said ___________.

4. How would you like me to proceed from here?

Key Words and Phrasing






The road to success has been laid out before you. Remember to keep

it simple, don’t waste time trying to reinvent the wheel and practice,

practice, practice!

FollowTheseStepstoSuccess:

1. Master your appointment confirmation call & email.

2. Be observant and find common interests with your clients.

3. Practice the art of active listening.

4.Stay true to the outline and script.

5. Use key words and phrasing at every meeting.

6. Schedule 2nd appointment before you leave your 1st appointment.

7. Follow up, consistently.

Goodluckonyourroadtosellingsuccessfully!

Road to Successful Selling

Documents

John Glowacz - Amazon S3OF...at the Circle of Excellence are no guarantee of future success. Your results may vary. For financial professional use only — not to be used with the