SECTION V: THE INVESTMENT SALES PROCESS

Calculate the Need/Want

During the information gathering session, make certain to ask the client/prospect when he or she would like to meet his or her objective(s). This information will help you determine how much must be accumulated and when it needs to be available.

After determining the number of years it will be to meet the client/prospect's objective(s), you will need to determine the inflation-adjusted cost of meeting that objective by increasing the current cost by an inflation rate. Keep in mind, these are simply calculations; actual returns may vary and are not guaranteed.

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