Affluent sales tools

AFFLUENT
Audience
AFFLUENT

Who are they?
Generally considered to be individuals with more than $75,000 in annual
head of household income and assets ranging from $100,000 to $1 million,
the Affluent Market is a prime target for most financial services firms:

• Affluent individuals require asset and income protection, as well as income
generation and estate planning assistance
• The mass Affluent Market has been characterized as saving more than they
spend and planning for the future
• While education funding may be a concern for these individuals, they
are not opposed to sharing the responsibility with their children

How are firms achieving success?
Because the Affluent Market is so sought after by so many financial services
organizations, it is critical that you differentiate yourself through a well
conceived value proposition. Here are the skill sets that have worked for
many managers:

Acumen: Advanced and Retirement Markets, Appropriate Firm Space
Producer segment: IXP 2+, Top Producers, Base Producer for Joint Work
Infrastructure recommended to support: Agency Sales Director/
Managing Associate, Agency Marketing Director, Agency Training Director

What materials are available?
Affluent individuals are a diverse group with a number of financial needs in
common. These may include:

ASSET AND FAMILY PROTECTION
ESTATE PLANNING/TRUSTS
INCOME PLANNING

In many cases, we’ve further categorized materials by not only need,
but engagement opportunities. For example, resources are available to
help you initiate a dialogue with Affluent prospects through approaches
featuring the Social Security Benefits Bridge, IRA Management, Healthcare
Expense Planning and Income Recovery.

AFFLUENT | MetLife 5

AFFLUENT

Need: ASSET AND FAMILY PROTECTION
Engagement Opportunity: DISABILITY INCOME INSURANCE

TRAINING MATERIALS
Producer Guide
• Help Protect Your Client’s Income: Approach Talk
Fulfillment Center: Order no. DIProtectingRep
Portal: Marketing and Sales > Client Decision Tools >
Disability Income Insurance Selector

MARKETING/PROSPECTING MATERIALS
Phone Script
Prospecting Letter

POINT-OF-SALE MATERIALS
Brochure
• Protecting Your Income: Approach Talk
Fulfillment Center: Order no. DIProtecting
MetWINS
• Disability Income Insurance Selector

6 MetLife | AFFLUENT

AFFLUENT
Engagement Opportunity: LONG-TERM CARE

TRAINING MATERIALS
Approach Tools
• LTCI: Approach Talk Producer Guide
Fulfillment Center: Order no. LTCProdApprTalk (exp 0511)
Portal: Products > Long-Term Care > LTCI Selector
Flash Training Presentation
• Long-Term Care Insurance Selector
Portal: Products > Long-Term Care > LTCI Selector > Flash
Producer Guide
• LTCI Selector
Fulfillment Center: Order no. LTCSelectGuide (exp 0711)

PowerPoint
• LTCI: Approach Talk Consumer Seminar
Prospecting Letter
• LTCI Selector
Fulfillment Center: Order no. LTCSelectProLtr (exp 1210)
Portal: Products > Long-Term Care > LTCI Selector> Prospecting Letter

Back Room Technician (BRT)
Portal: Marketing and Sales > Sales Tools > Back Room Technician
Brochure
• LTCI: Approach Talk
Fulfillment Center: Order no. LTCTakingCare (exp 0511)
Fact Finder
• LTCI Selector
Fulfillment Center: Order no. LTCSelectQuest (exp 0811)
Portal: Products > Long-Term Care > LTCI Selector > LTCI Selector with Enhancements

cont’d.


AFFLUENT

Engagement Opportunity: LONG-TERM CARE (cont’d.)

MetWINS
• LTCI Selector
PlanLab
• ETA (Estate Tax Analysis)
• ETC (Estate Tax Concepts)
• QPDA (Qualified Plan Distribution Analysis)
• WDA (Wealth Distribution Analysis)
Portal: Marketing and Sales > Sales Tools > PlanLab
Profiles Professional
Portal: Marketing and Sales > Sales Tools > Profiles
PowerPoint
• LTCI: Approach Talk Consumer Seminar
Selector
• LTCI Selector
Fulfillment Center: Order no. LTCSelectQuest (exp 0811)
Portal: Products > Long-Term Care > LTCI Selector > LTCI Selector with Enhancements


AFFLUENT
Need: ESTATE PLANNING/TRUSTS
Engagement Opportunity: CHARITABLE PLANNING, CHARITABLE REMAINDER TRUSTS
(CRAT, CRUT), PRIVATE FOUNDATION

TRAINING MATERIALS
PowerPoint
• The Basics of Charitable Giving
Portal: Marketing and Sales > Advanced Markets > Charitable Giving
Producer Sales Guide
• Charitable Planning

PlanLab
Seminar
• A Sensible Approach to Creating a Legacy through Charitable Giving


AFFLUENT

Engagement Opportunity: DYNASTY TRUST

TRAINING MATERIALS
Flash Training
• Core Story: Dynasty Trust
Portal: Products > Life Insurance > Sales Concepts > Core Stories > Dynasty Trust
PowerPoint
• Dynasty Trust Wealth Creation Strategy
Portal: Marketing and Sales > Advanced Markets > Estate Planning >
Producer Development
Producer Guide
• Selling in the Estate Planning Marketplace

Brochure
• Questions and Answers on Estate Planning: Core Stories
Portal: Marketing and Sales > Advanced Markets > Estate Planning > For Client Use
ePresentation
MetWINS
Fact Finder
• Core Story: Dynasty Trust
PlanLab


AFFLUENT
Engagement Opportunity: IRREVOCABLE LIFE INSURANCE TRUST (ILIT)

TRAINING MATERIALS
PowerPoint Presentation
• A Sensible Approach to Planning Your Estate
(1 slide, intended for inclusion in larger presentations)
Back Room Technician
Forefield

ePresentation
MetWINS
PlanLab


AFFLUENT

Engagement Opportunity: SPOUSAL LIFETIME ACCESS TRUST (SLAT)

TRAINING MATERIALS
Flash Training Presentation
Portal: Products > Life Insurance > Sales Concepts > Core Stories > Spousal Lifetime
Access Trust
Producer Guide
Access Trust

ePresentation
MetWINS
Access Trust
PlanLab


AFFLUENT
Engagement Opportunity: WEALTH PLANNING, ASSET PROTECTION AND DISTRIBUTION

TRAINING MATERIALS
Flash Training
• Wealth Management Services Website User Guide
Portal: Products > Advisory > Wealth Management Services
Wealth Management Services Website: Broker-Dealer Homepage > Shortcuts >
Learning On Demand
PowerPoint
• Wealth Management Services Client Presentation
Producer Guide
• Wealth Management Services Product Overview

Prospecting Flyer
Portal: Products > Advisory > Wealth Management Services > Advisor Select
Prospecting Letter
Portal: Products > Advisory > Wealth Management Services > Advisor Select

Brochures
(available for Advisor Select, Advisor Select Premier Portfolios, Advisor Select Premier, Fund
Select, Fund Select Premier, Manager Select Premier, Manager Select, WMS Compliance)
e-Relationship
• Storyboard
• Checklist
• Article
• Newsletter
Fact Finder
• Client Profile and Sustainability Questionnaire
Wealth Management Services Website: Advisor Port
Seminar PowerPoint
• Wealth Management Services Client Presentation


AFFLUENT

Need: INCOME PLANNING
Engagement Opportunity: HEALTHCARE

TRAINING MATERIALS
Producer Guide
• Understanding Retirement Healthcare Costs
Portal: Marketing and Sales > Retirement Center > Retirement Healthcare

Brochure
Seminar


AFFLUENT
Engagement Opportunity: INCOME RECOVERY

e-Relationship
• Storyboard
• Checklist
• Article
• Newsletter
Prospecting Letter
• Income Recovery
Portal: Marketing and Sales > Sales Concepts > Approaching Retirement


AFFLUENT

Engagement Opportunity: IRA MANAGEMENT

TRAINING MATERIALS
Fact Finder
• IRA Distribution
Portal: Products > Life Insurance > Sales Concepts > Core Stories > IRA Funded Life
Producer Guide
• How to Find IRA Rollover Opportunities
Portal: Marketing and Sales > Retirement Center > IRA
• IRA Funded Life
• Understanding Lump Sum Distributions, Stretch IRAs, 72(t) and (q)

e-Relationship
• Storyboard
• Checklist
• Article
• Newsletter
Flyer
• IRA/Qualified Plan Positioning
• Rolling Over to an IRA Might Be the Right Choice for You
Phone Scripts
• ERWEC
(available for ages 50, 55, 59½ and 70½)
Portal: Marketing and Sales > Lead Generation Programs > ERWEC >
Legislative Birthdays
Prospecting Letters
• Legislative Birthday Letters
(available for ages 50, 55, 59½ and 70½)
• Lump Sum Distribution
MetDirect/NEFDirect (transitioning to Online Marketing Center)

cont’d.


AFFLUENT
Engagement Opportunity: IRA MANAGEMENT (cont’d.)

Brochures
• IRA, I’m Ready to Act
• Planning Your Retirement Income Mix
(available for ages 50, 55, 59½, and 70½)
MetWINS

PlanLab
Seminar
• IRA, I’m Ready to Act


AFFLUENT

Engagement Opportunity: LIFE INSURANCE

TRAINING MATERIALS
Flash Training
• Supplemental Income
Portal: Products > Life Insurance > Sales Concepts > Supplemental Income
PowerPoint
• Supplemental Income Producer Presentation
Producer Guide
Fact Finder

Prospecting Client Flyer
Fulfillment Center: Order no. CLVL21124

Brochure
Fulfillment Center: Order no. CLVL20279
ePresentation
MetWINS

cont’d.


AFFLUENT
Engagement Opportunity: LIFE INSURANCE (cont’d.)

PlanLab


AFFLUENT

Engagement Opportunity: PRODUCT ALLOCATION

TRAINING MATERIALS
PowerPoint
• Fugent Presentation
(for presentation by your Annuity Wholesaler)
Annuity Sales Desk: MAX

Prospecting Letter
• Retirement Income Selector
Online Marketing Center

Fact Finder
• (included as part of) Retirement Income Selector Questionnaire
Portal: Marketing and Sales > Client Decision Tools > Retirement Income Selector
PlanLab
Sales Tool
• Understanding Safe Withdrawal Rates Slide Rule
Fulfillment Center: Order no. CLVA6922
Selector
(Paper Tool)
(Electronic Tool – coming October 2010)
Seminar


AFFLUENT
Engagement Opportunity: SOCIAL SECURITY

TRAINING MATERIALS
Producer Guide
• Technically Speaking: What You Need to Know about Social Security
Portal: Marketing and Sales > Retirement Center > Social Security

e-Relationship
• Storyboard
• Checklist
• Article
• Newsletter
Flyer
• The Right Time to Begin Social Security Benefits
(also known as the Social Security Benefits Bridge Annuity Sales Idea)
Phone Script
• Age 62 ERWEC Legislative Birthday
Legislative Birthdays > Age 62
Prospecting Letter
• Age 62 ERWEC Legislative Birthday

cont’d.


AFFLUENT

Engagement Opportunity: SOCIAL SECURITY (cont’d.)

Brochures
• Understanding Social Security
• Planning Your Retirement Income Strategy: Your Opportunities at 62
MetWINS

Seminars
• Understanding Social Security


Affluent sales tools

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Ähnlich wie Affluent sales tools

Ähnlich wie Affluent sales tools (20)

Kürzlich hochgeladen

Kürzlich hochgeladen (20)

Affluent sales tools