• Steps of need-based selling • Developing your income plan • Prospecting

• Self-introduction - face to face and on telephone • Building credibility

• Connecting to the need identification questionnaire • Introduction to the questionnaire - multiple up and cross sell opportunities • Goal finder questionnaire - questions and role plays • Identifying needs • Identifying risk aptitude • Disposable Income

• Time value of money calculations • Recommending calculations-based SIP amount – improving ticket size • Preparing a personalized and formal “Financial Plan” using SAFE “Presentation Tool” • Presenting solutions to the clients

• Client Reviews – an opportunity to consolidate sale, up-sell and cross-sell. • Why, how and process tools for Client Reviews • Taking client feedback • Supporting • Gathering referrals and converting some into recommendations