SECTION V: THE INVESTMENT SALES PROCESS

Funding the Need/Want

After helping your clients/prospects establish the priority of goals, you need to look at the resources they have available and determine whether funding their goal is realistic. If so, that's terrific; however, often goals must be redefined in time, amount, or practicality.

After you know where clients/prospects want to go, when they want to get there, and how much it will cost, you need to determine how much must be invested to accumulate the inflation-adjusted cost of their objective(s). Many large objective(s) will require regular investments (monthly or quarterly), or a lump sum initial investment and regular investments. You can calculate the amount of these regular, periodic investments in various ways.

Get to know the proper function of a financial calculator or financial planning software package. Also, connect to ON-Net for various tools and calculators to help you.

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