Fortune Builder Pain Presentation

The Fortune Builder First Presentation – the Pain Presentation – is designed and scripted to set the stage for success selling an IUL policy. Become proficient at presenting this information will result in very high close rates. But it is important to understand the material, practice the presentation, and until you master it, stick to the script.

Creating Pain is a Good Thing

Each element builds on the next to tell a very compelling story and create real pain for your prospect. That pain will be the motivation to move forward with the solution only you can offer.

Let’s Look at the Process

Script

Learn the Script

The starting point for the first presentation is the script. Read through it completely. After reading the script, watch the video simulation of the presentation. As you are watching, first imagine yourself as the person receiving the information. What grabs your attention? What questions do you have? Where did you lose focus? These insights will be powerful as you become the presenter.

Click the icon on the right to download the Pain Presentation script. See below for the PowerPoint slide deck if you are presenting it to a group.

Workbook

The next step is to get copies of the workbook. With the workbook in hand, you can continue practicing the presentation. First, work with family, then maybe a friend or two. Ask them to give you feedback.

Click below to order Workbooks
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Making the Presentation

FB Slides

To a Group: The Fortune Builder presentation is ideally suited for both one on one interaction and also to be given as a group presentation. It can be presented to church groups, lunch and learns, or at libraries as a public education forum. The true benefit of this presentation is that it educates first and sells second. At the end of the presentation, the audience is interested in learning more and can be invited to a second meeting where you can help them create their own Fortune Builder plan. 

When giving the presentation to a group, the same script applies. Be careful of your audience. If they have come to see you expecting education and not a sales pitch, adjust your comments to achieve that outcome. Be confident that if you make your points, they’ll ask for a follow up. Use the PowerPoint slide deck to assist with your presentation.

One on One: When you are ready to give the first presentation to an individual or family, take an audio recorder – such as the LiveScribe pen – with you and record the meeting. This will give you a great way to review your performance and also a record to follow up with in case you have questions about what was said after the event. If you do not have a LiveScribe pen, most cell phones have free recorder applications you can easily download. Note: Before recording a meeting, check to see what laws cover recording conversations. In most cases, single party consent is fine, but check to be sure. If necessary, with the recorder running, confirm with the client that it is ok to record the session.

Blueprint

The Ultimate Wealth Blue Print

The Fortune Builder pain presentation is built on 2 key concepts: Eliminating the 3 Wealth Killers and providing the 5 Money Needs. This process is graphically represented in The Ultimate Wealth Blue Print. We recommend you have several of these documents printed and with you whenever you are giving a Fortune Builder presentation.

Taking the Fact Finder

Fact Finder

The successful outcome of the first meeting will be when your client asks ‘How can you help me?’. At that point it will be time to take the Fact Finder. Use the Fact Finder form to take information from your client. Please note that every item is critical in order to build a new case. To learn more about taking a Fact Finder, watch the videos in the training library.

The Boomerang Form

If you customer is not sure, or says no, don’t pressure them. Thank them for their time, ask them if there is

Boomerang Form

anything more you can do, and as they are ready to leave offer them our Portfolio Assessment form. We call this the Boomerang Form. This is a take home form that they can use to determine how much of their retirement savings are exposed to Market Risk, Taxes, and Fees. It also helps them determine if their savings are providing the 5 money needs. Often times, once they’ve reflected on the information, this form brings them right back to you. That is why we call it the Boomerang Form.

Click below to download the Boomerang Form

Requesting a Prosperity Road Map

Once you’ve completed the Fact Finder, schedule a follow up meeting in about a week and let them know you’ll be returning with your report called the Prosperity Road Map. This will outline all your solutions and recommendations.

Once you’ve booked the follow up, click the link below request a Prosperity Road Map from our case design team. You’ll fill out the online form with the information from your Fact Finder and then submit that information to case design. They will follow up with you and create the report within a couple of days.