Matthew J. Rettick President
	Thoughts from Our Founder

Get ready for FAST II.

As I’m sure most of you know, the majority of new advisors who come to CRP come to our Financial Advisors’ Success Track class (a/k/a FAST). It is a comprehensive, 2½-day, A to Z course on how to truly become a proficient, profitable and very effective financial advisor and seminar presenter. We cover many important keys and topics which all top producers use in their practice and their lives. (By the way, if you haven’t been through FAST lately, you should come back. We’ve updated it quite a bit in the last few months.)

In the seminar arena, the Three Imperative Keys to making money and converting prospects into clients are:

1. Attracting a good number of quality prospects to your workshops/seminars (25 to 40)
2. Converting a good number of buying units into appointments (50% to 80%)
3. Converting a good number of appointments into clients (60% to 85%)

The first two don’t make you any money; they cost you money! However, the third activity is where you have an opportunity to improve someone’s financial life and future, if you conduct a powerful first and second appointment with them and help them want to make a positive change in their life. You must touch them logically and emotionally if you want someone to get out of their comfort zone and trust you to reallocate or reposition some of their hard-earned assets. If you are not in tune with how to do this important step well, everything you’ve done up to this point is simply practice. And haven’t we all practiced enough in our lives?

To assist you in increasing your closing percentages or ratios we have created and updated our FAST II, two-day training class. It will be held three times per year, with the only one scheduled in 2009 for October 28th and 29th, at our corporate offices in Nashville, Tennessee. The class size is limited to the first 16 advisors who sign up for it and there is no charge for the class.

The Outline of the Class Is:

• First Appointment Interview: 1) asking two trial closing questions to discover if you’re talking with a qualified prospect, 2) reviewing a prospect’s “Confidential Financial Outline,” their documents and statements, 3) asking proper probing questions and trial closing questions, 4) building a wedge between the prospect and their current advisor, 5) conclusion of the first appointment – four trial closing questions you must ask to determine if you should book a second appointment
• Developing their case – creating a "Personalized Confidential Proposal" for your prospective client
• Second Appointment interview: 1) four important steps to follow before going over your proposal with your prospective clients, 2) presenting your proposal – review each page, 3) how to present a dynamic and powerful fixed indexed annuity sales presentation, 4) overcoming potential objections, 5) closing the sale properly.

This is a hands-on, in-depth review of the most critical parts of a well-crafted first and second appointment. This information will help you to increase your closing ratio if you internalize it and implement all of the steps and trial closing questions. We will also be doing some group role playing to reinforce these important steps.

Call Jessica Duke at 866-907-4275, ext. 298 and sign up today! Or simply click the "FAST II Training" link to the left, save and complete the registration form, and fax it to Jessica at 615-340-0806.