Answer: All of the Above

Question 2: You can learn something about a prospect's profile by considering:

• General Income Level


• Age


• Occupation


• All of the Above

Answer: All of the Above

Question 3: The two most productive prospecting sources are __________ and __________.

• On-Profile Referrals; Natural Markets


• Centers of Influence; Family


• Referrals; Mailings


• None of the Above

Answer: On-Profile Referrals; Natural Markets

Question 4: Your natural market would include:

• Family Members


• Friends and Acquaintances


• Business Associates


• All of the Above

Answer: All of the Above

Question 5: Market surveys are a good way to begin:

• Developing Your Prospecting Skills


• Scheduling Meetings


• Collecting Information from Your Prospects


• All of the Above

Answer: All of the Above

Question 6: The least productive prospecting source is:

• Centers of Influence


• Introductions


• Cold Calls


• Personal Observation

Answer: Cold Calls

Question 7: A market strategy is a formal plan for contacting enough of the right on-profile individuals at the right time, for the right reasons.

Answer: True

Question 8: A target market is a market that has been:

• Targeted for Success


• Carefully Identified and Defined


• Researched and Recommended


• All of the Above

Answer: All of the Above

Question 9: Which of the following are key generational cohorts you should be familiar with in your generational marketing development?

• The Matures


• Baby Boomers


• Generation X and Generation Y


• All of the Above

Answer: All of the Above

Question 10: In general, there are two types of markets:

• Personal and Universal


• Direct and Indirect


• Natural and Manufactured


• Occupation-Related and Natural

Answer: Occupation-Related and Natural

Question 11: As a financial services representative working within the different generational markets, you should be familiar with meeting the challenges of lifetime financial security. This includes:

• Wealth Accumulation


• Survivorship


• Estate Planning


• All of the Above

Answer: All of the Above

Question 12: Centers of Influence are influential men and women in the community who may or may not be prospects for you, but who are willing and able to help you develop your business.

Answer: True

Question 13: The most productive order in which to work with prospecting sources is:

1. Referrals;


2. Natural Markets


3. Centers of Influence; and


4. Family.

Answer: True

Question 14: Personal observation is an effective way to find prospects and suspects. The best method(s) for personal observation prospecting is/are:

• Read Local Newspapers and Magazines


• Take Different Routes to the Office or Schedule Meetings Every Day


• Talk to Many Different People Daily


• All of the Above

Answer: All of the Above

Question 15: Prospecting should be focused on:

• Success


• Life Insurance


• Friends


• Specific Groups and Markets of On-Profile Referrals

Answer: Specific Groups and Markets of On-Profile Referrals