This document discusses customer profiling and the information needed to properly place customers in suitable products. It explains that profiling involves collecting personal and financial details to discover a customer's status. This includes name, address, age, family details, property and loan information, occupation, retirement plans, finances, and risk tolerance. The document advises transitioning smoothly when collecting this information and sensing the customer's comfort level. Profiling is meant to ensure the best products are recommended and to allow for follow up as customer needs change over time.

1. ProfilingProfiling
Why do we need all this stuff?Why do we need all this stuff?

2. Why Profile?Why Profile?
 To discover your customers personal andTo discover your customers personal and
financial status.financial status.
 Allows you to place them in the properAllows you to place them in the proper
product for them.product for them.
 Allows you to cross-sell additional products.Allows you to cross-sell additional products.

3. What information do we need?What information do we need?
 NameName
 AddressAddress
 AgeAge
 Marital StatusMarital Status
 # of children and/or adult dependents# of children and/or adult dependents
 AgesAges
 Rent or OwnRent or Own
 Property ValueProperty Value
 Amount OwedAmount Owed
 Interest RateInterest Rate

4. More InformationMore Information
 OccupationOccupation
 Recent or Expected job changeRecent or Expected job change
 EmployerEmployer
 Age customer plans to retire atAge customer plans to retire at
 What retirement savings customer hasWhat retirement savings customer has
 AttorneyAttorney
 CPACPA
 Household incomeHousehold income

5. And even more informationAnd even more information
 Tax bracketTax bracket
 Investment objectiveInvestment objective
 RetirementRetirement
 Tax SavingsTax Savings
 Education SavingsEducation Savings
 Future PurchaseFuture Purchase
 Build WealthBuild Wealth
 Bank balancesBank balances
 Current InvestmentsCurrent Investments

6. Just a little moreJust a little more
 Current life insuranceCurrent life insurance
 How soon will the customer need theirHow soon will the customer need their
moneymoney
 Customers risk toleranceCustomers risk tolerance
 Income or Growth objectiveIncome or Growth objective

7. How do I get this information?How do I get this information?
 Much of this information can be gained throughMuch of this information can be gained through
casual conversation.casual conversation.
 Some must be askedSome must be asked
 Try to transition into this process as smoothly asTry to transition into this process as smoothly as
possible.possible.
 Often times you will switch back and forth.Often times you will switch back and forth.
 Some customers will tell you their life stories,Some customers will tell you their life stories,
others will be hard to get talking.others will be hard to get talking.
 Try to sense the customers comfort level andTry to sense the customers comfort level and
back off if you need to.back off if you need to.

8. Transition StatementTransition Statement
 Allows for a transition from casual conversationAllows for a transition from casual conversation
to more serious financial discussions.to more serious financial discussions.
 My position here allows me to…My position here allows me to…
 There is some additional information I need from youThere is some additional information I need from you
to…to…
 In order to ensure I have you in the correctIn order to ensure I have you in the correct
products…products…
 Puts the customer in a more serious state ofPuts the customer in a more serious state of
mindmind
 Helps to overcome objections and questions ofHelps to overcome objections and questions of
“Why do you need this information?”“Why do you need this information?”

9. Putting it all togetherPutting it all together
 You will use the information you get toYou will use the information you get to
place the customer in the best possibleplace the customer in the best possible
product(s) for them.product(s) for them.
 Remember to follow up with yourRemember to follow up with your
customer as their needs and situations willcustomer as their needs and situations will
change.change.
 Follow up every six to twelve months.Follow up every six to twelve months.

10. Putting it all togetherPutting it all together
 You will use the information you get toYou will use the information you get to
place the customer in the best possibleplace the customer in the best possible
product(s) for them.product(s) for them.
 Remember to follow up with yourRemember to follow up with your
customer as their needs and situations willcustomer as their needs and situations will
change.change.
 Follow up every six to twelve months.Follow up every six to twelve months.