McLean Company
TAZ Associate Preparation
 
  Prepare for your Field Training . . .Learn what to do and expect!  

Uploaded on authorSTREAM by go4ittaz
 
 TAZ Fast Start Building Basics Getting Started Essentials
 
 
  Learn what the Financial Needs Analysis does What is needed to do a FNA?
 
  Sample Financial Needs Analysis Learn to explain the pages
 
 
   Napkin Presentations. . .Learn these to explain to other what we do in simple terms.
 
 
 
 
WHAT TO SAY ... WHEN. . . .
Common Concerns & Objections

Introduction 

How to use this audio session 

I have insurance through work 

I 'm to young for insurance 

I want to shop around 

I can't afford insurance                         

We already have Term Ins         

Do I get my money back on my life insurance

I need to talk to my current life Insurance agent 

I don’t believe in term

I don’t have $199 to start                                     

Is this a pyramid

I'm not into sale or I'm not a salesman

I don’t want to pressure my friends

I'm just to busy... I have no time at all

I don’t know anything about sale or finances

If it's so good why doesn't everyone do it

I don't want to work on commission

Do we get benefits

I need to talk it over with my spouse

I read or hear bad stuff about the company

How are you doing at this

Holidays are coming up

Do I have to come to the office

Mortgage Concerns
We just refinanced
What's the interest rate going to be
Do we charge points
Were going to be moving soon
I have a friend who sells mortgages
Sounds to good to be true
I can get it with no points
Why include my car and other debts
We have a pre-payment penalty
Should I use up all my equity in my home
 
Securities Questions
I have my investments somewhere else
Is the 12 percent guaranteed
I can get a no load fund
I already have a planner
I'm scared about the market conditions
We don’t have a lot of money now
I already met with a Primerica Rep
I don’t want to share my finances with my friends