Affluent sales tools

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Affluent sales tools

  1. 1. AFFLUENTAudience AFFLUENT Who are they? Generally considered to be individuals with more than $75,000 in annual head of household income and assets ranging from $100,000 to $1 million, the Affluent Market is a prime target for most financial services firms: • Affluent individuals require asset and income protection, as well as income generation and estate planning assistance • The mass Affluent Market has been characterized as saving more than they spend and planning for the future • While education funding may be a concern for these individuals, they are not opposed to sharing the responsibility with their children How are firms achieving success? Because the Affluent Market is so sought after by so many financial services organizations, it is critical that you differentiate yourself through a well conceived value proposition. Here are the skill sets that have worked for many managers: Acumen: Advanced and Retirement Markets, Appropriate Firm Space Producer segment: IXP 2+, Top Producers, Base Producer for Joint Work Infrastructure recommended to support: Agency Sales Director/ Managing Associate, Agency Marketing Director, Agency Training Director What materials are available? Affluent individuals are a diverse group with a number of financial needs in common. These may include: ASSET AND FAMILY PROTECTION ESTATE PLANNING/TRUSTS INCOME PLANNING In many cases, we’ve further categorized materials by not only need, but engagement opportunities. For example, resources are available to help you initiate a dialogue with Affluent prospects through approaches featuring the Social Security Benefits Bridge, IRA Management, Healthcare Expense Planning and Income Recovery. AFFLUENT | MetLife 5
  2. 2. AFFLUENT Need: ASSET AND FAMILY PROTECTION Engagement Opportunity: DISABILITY INCOME INSURANCE TRAINING MATERIALS Producer Guide • Help Protect Your Client’s Income: Approach Talk Fulfillment Center: Order no. DIProtectingRep Portal: Marketing and Sales > Client Decision Tools > Disability Income Insurance Selector MARKETING/PROSPECTING MATERIALS Phone Script Portal: Marketing and Sales > Client Decision Tools > Disability Income Insurance Selector Prospecting Letter Portal: Marketing and Sales > Client Decision Tools > Disability Income Insurance Selector POINT-OF-SALE MATERIALS Brochure • Protecting Your Income: Approach Talk Fulfillment Center: Order no. DIProtecting Portal: Marketing and Sales > Client Decision Tools > Disability Income Insurance Selector Disability Income Insurance Selector Portal: Marketing and Sales > Client Decision Tools > Disability Income Insurance Selector MetWINS • Disability Income Insurance Selector 6 MetLife | AFFLUENT
  3. 3. AFFLUENTNeed: ASSET AND FAMILY PROTECTIONEngagement Opportunity: LONG-TERM CARE TRAINING MATERIALS Approach Tools • LTCI: Approach Talk Producer Guide Fulfillment Center: Order no. LTCProdApprTalk (exp 0511) Portal: Products > Long-Term Care > LTCI Selector Flash Training Presentation • Long-Term Care Insurance Selector Portal: Products > Long-Term Care > LTCI Selector > Flash Producer Guide • LTCI Selector Fulfillment Center: Order no. LTCSelectGuide (exp 0711) Portal: Products > Long-Term Care > LTCI Selector MARKETING/PROSPECTING MATERIALS PowerPoint • LTCI: Approach Talk Consumer Seminar Fulfillment Center: Order no. LTCSelectGuide (exp 0511) Portal: Products > Long-Term Care > LTCI Selector Prospecting Letter • LTCI Selector Fulfillment Center: Order no. LTCSelectProLtr (exp 1210) Portal: Products > Long-Term Care > LTCI Selector> Prospecting Letter POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician Brochure • LTCI: Approach Talk Fulfillment Center: Order no. LTCTakingCare (exp 0511) Portal: Products > Long-Term Care > LTCI Selector Fact Finder • LTCI Selector Fulfillment Center: Order no. LTCSelectQuest (exp 0811) Portal: Products > Long-Term Care > LTCI Selector > LTCI Selector with Enhancements cont’d. AFFLUENT | MetLife 7
  4. 4. AFFLUENT Need: ASSET AND FAMILY PROTECTION Engagement Opportunity: LONG-TERM CARE (cont’d.) MetWINS • LTCI Selector PlanLab • ETA (Estate Tax Analysis) • ETC (Estate Tax Concepts) • QPDA (Qualified Plan Distribution Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles PowerPoint • LTCI: Approach Talk Consumer Seminar Fulfillment Center: Order no. LTCSelectGuide (exp 0511) Portal: Products > Long-Term Care > LTCI Selector Selector • LTCI Selector Fulfillment Center: Order no. LTCSelectQuest (exp 0811) Portal: Products > Long-Term Care > LTCI Selector > LTCI Selector with Enhancements 8 MetLife | AFFLUENT
  5. 5. AFFLUENTNeed: ESTATE PLANNING/TRUSTSEngagement Opportunity: CHARITABLE PLANNING, CHARITABLE REMAINDER TRUSTS(CRAT, CRUT), PRIVATE FOUNDATION TRAINING MATERIALS PowerPoint • The Basics of Charitable Giving Portal: Marketing and Sales > Advanced Markets > Charitable Giving Producer Sales Guide • Charitable Planning Portal: Marketing and Sales > Advanced Markets > Charitable Giving POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician PlanLab • ETA (Estate Tax Analysis) • ETC (Estate Tax Concepts) • QPDA (Qualified Plan Distribution Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles Seminar • A Sensible Approach to Creating a Legacy through Charitable Giving Portal: Marketing and Sales > Advanced Markets > Charitable Giving AFFLUENT | MetLife 9
  6. 6. AFFLUENT Need: ESTATE PLANNING/TRUSTS Engagement Opportunity: DYNASTY TRUST TRAINING MATERIALS Flash Training • Core Story: Dynasty Trust Portal: Products > Life Insurance > Sales Concepts > Core Stories > Dynasty Trust PowerPoint • Dynasty Trust Wealth Creation Strategy Portal: Marketing and Sales > Advanced Markets > Estate Planning > Producer Development Portal: Products > Life Insurance > Sales Concepts > Core Stories > Dynasty Trust Producer Guide • Selling in the Estate Planning Marketplace Portal: Marketing and Sales > Advanced Markets > Estate Planning > Producer Development POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician Brochure • Questions and Answers on Estate Planning: Core Stories Portal: Marketing and Sales > Advanced Markets > Estate Planning > For Client Use ePresentation MetWINS Portal: Products > Life Insurance > Sales Concepts > Core Stories > Dynasty Trust Fact Finder • Core Story: Dynasty Trust Portal: Products > Life Insurance > Sales Concepts > Core Stories > Dynasty Trust PlanLab • ETA (Estate Tax Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab 10 MetLife | AFFLUENT
  7. 7. AFFLUENTNeed: ESTATE PLANNING/TRUSTSEngagement Opportunity: IRREVOCABLE LIFE INSURANCE TRUST (ILIT) TRAINING MATERIALS PowerPoint Presentation • A Sensible Approach to Planning Your Estate (1 slide, intended for inclusion in larger presentations) Back Room Technician Forefield Portal: Marketing and Sales > Advanced Markets > Estate Planning > Producer Development POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician ePresentation MetWINS PlanLab • ETA (Estate Tax Analysis) • ETC (Estate Tax Concepts) • QPDA (Qualified Plan Distribution Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles AFFLUENT | MetLife 11
  8. 8. AFFLUENT Need: ESTATE PLANNING/TRUSTS Engagement Opportunity: SPOUSAL LIFETIME ACCESS TRUST (SLAT) TRAINING MATERIALS Flash Training Presentation Portal: Products > Life Insurance > Sales Concepts > Core Stories > Spousal Lifetime Access Trust Producer Guide Portal: Products > Life Insurance > Sales Concepts > Core Stories > Spousal Lifetime Access Trust POINT-OF-SALE MATERIALS ePresentation MetWINS Portal: Products > Life Insurance > Sales Concepts > Core Stories > Spousal Lifetime Access Trust PlanLab • ETA (Estate Tax Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab 12 MetLife | AFFLUENT
  9. 9. AFFLUENTNeed: ESTATE PLANNING/TRUSTSEngagement Opportunity: WEALTH PLANNING, ASSET PROTECTION AND DISTRIBUTION TRAINING MATERIALS Flash Training • Wealth Management Services Website User Guide Portal: Products > Advisory > Wealth Management Services Wealth Management Services Website: Broker-Dealer Homepage > Shortcuts > Learning On Demand PowerPoint • Wealth Management Services Client Presentation Portal: Products > Advisory > Wealth Management Services Producer Guide • Wealth Management Services Product Overview Portal: Products > Advisory > Wealth Management Services MARKETING/PROSPECTING MATERIALS Prospecting Flyer Portal: Products > Advisory > Wealth Management Services > Advisor Select Prospecting Letter Portal: Products > Advisory > Wealth Management Services > Advisor Select POINT-OF-SALE MATERIALS Brochures (available for Advisor Select, Advisor Select Premier Portfolios, Advisor Select Premier, Fund Select, Fund Select Premier, Manager Select Premier, Manager Select, WMS Compliance) Portal: Products > Advisory > Wealth Management Services e-Relationship • Storyboard • Checklist • Article • Newsletter Fact Finder • Client Profile and Sustainability Questionnaire Wealth Management Services Website: Advisor Port Seminar PowerPoint • Wealth Management Services Client Presentation Portal: Products > Advisory > Wealth Management Services AFFLUENT | MetLife 13
  10. 10. AFFLUENT Need: INCOME PLANNING Engagement Opportunity: HEALTHCARE TRAINING MATERIALS Producer Guide • Understanding Retirement Healthcare Costs Portal: Marketing and Sales > Retirement Center > Retirement Healthcare POINT-OF-SALE MATERIALS Brochure • Understanding Retirement Healthcare Costs Portal: Marketing and Sales > Retirement Center > Retirement Healthcare Seminar • Understanding Retirement Healthcare Costs Portal: Marketing and Sales > Retirement Center > Retirement Healthcare 14 MetLife | AFFLUENT
  11. 11. AFFLUENTNeed: INCOME PLANNINGEngagement Opportunity: INCOME RECOVERY MARKETING/PROSPECTING MATERIALS e-Relationship • Storyboard • Checklist • Article • Newsletter Prospecting Letter • Income Recovery Portal: Marketing and Sales > Sales Concepts > Approaching Retirement AFFLUENT | MetLife 15
  12. 12. AFFLUENT Need: INCOME PLANNING Engagement Opportunity: IRA MANAGEMENT TRAINING MATERIALS Fact Finder • IRA Distribution Portal: Products > Life Insurance > Sales Concepts > Core Stories > IRA Funded Life Producer Guide • How to Find IRA Rollover Opportunities Portal: Marketing and Sales > Retirement Center > IRA • IRA Funded Life Portal: Products > Life Insurance > Sales Concepts > Core Stories > IRA Funded Life • Understanding Lump Sum Distributions, Stretch IRAs, 72(t) and (q) Portal: Marketing and Sales > Retirement Center > IRA MARKETING/PROSPECTING MATERIALS e-Relationship • Storyboard • Checklist • Article • Newsletter Flyer • IRA/Qualified Plan Positioning Portal: Products > Life Insurance > Sales Concepts > Core Stories > IRA Funded Life • Rolling Over to an IRA Might Be the Right Choice for You Portal: Marketing and Sales > Retirement Center > IRA Phone Scripts • ERWEC (available for ages 50, 55, 59½ and 70½) Portal: Marketing and Sales > Lead Generation Programs > ERWEC > Legislative Birthdays Prospecting Letters • Legislative Birthday Letters (available for ages 50, 55, 59½ and 70½) Portal: Marketing and Sales > Lead Generation Programs > ERWEC > Legislative Birthdays • Lump Sum Distribution MetDirect/NEFDirect (transitioning to Online Marketing Center) cont’d. 16 MetLife | AFFLUENT
  13. 13. AFFLUENTNeed: INCOME PLANNINGEngagement Opportunity: IRA MANAGEMENT (cont’d.) POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician Brochures • IRA, I’m Ready to Act Portal: Marketing and Sales > Retirement Center > IRA • Planning Your Retirement Income Mix (available for ages 50, 55, 59½, and 70½) Portal: Marketing and Sales > Lead Generation Programs > ERWEC > Legislative Birthdays MetWINS PlanLab • QPDA (Qualified Plan Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles Seminar • IRA, I’m Ready to Act Portal: Marketing and Sales > Retirement Center > IRA AFFLUENT | MetLife 17
  14. 14. AFFLUENT Need: INCOME PLANNING Engagement Opportunity: LIFE INSURANCE TRAINING MATERIALS Flash Training • Supplemental Income Portal: Products > Life Insurance > Sales Concepts > Supplemental Income PowerPoint • Supplemental Income Producer Presentation Portal: Products > Life Insurance > Sales Concepts > Supplemental Income Producer Guide • Supplemental Income Portal: Products > Life Insurance > Sales Concepts > Supplemental Income Fact Finder • Supplemental Income Portal: Products > Life Insurance > Sales Concepts > Supplemental Income MARKETING/PROSPECTING MATERIALS Prospecting Client Flyer • Supplemental Income Fulfillment Center: Order no. CLVL21124 Portal: Products > Life Insurance > Sales Concepts > Supplemental Income POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician Brochure • Supplemental Income Fulfillment Center: Order no. CLVL20279 Portal: Products > Life Insurance > Sales Concepts > Supplemental Income ePresentation • Supplemental Income MetWINS Portal: Products > Life Insurance > Sales Concepts > Supplemental Income cont’d. 18 MetLife | AFFLUENT
  15. 15. AFFLUENTNeed: INCOME PLANNINGEngagement Opportunity: LIFE INSURANCE (cont’d.) PlanLab • ETA (Estate Tax Analysis) • ETC (Estate Tax Concepts) • QPDA (Qualified Plan Distribution Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles AFFLUENT | MetLife 19
  16. 16. AFFLUENT Need: INCOME PLANNING Engagement Opportunity: PRODUCT ALLOCATION TRAINING MATERIALS PowerPoint • Fugent Presentation (for presentation by your Annuity Wholesaler) Annuity Sales Desk: MAX MARKETING/PROSPECTING MATERIALS Prospecting Letter • Retirement Income Selector Online Marketing Center POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician Fact Finder • (included as part of) Retirement Income Selector Questionnaire Portal: Marketing and Sales > Client Decision Tools > Retirement Income Selector PlanLab • ETA (Estate Tax Analysis) • ETC (Estate Tax Concepts) • QPDA (Qualified Plan Distribution Analysis) • WDA (Wealth Distribution Analysis) Portal: Marketing and Sales > Sales Tools > PlanLab Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles Sales Tool • Understanding Safe Withdrawal Rates Slide Rule Fulfillment Center: Order no. CLVA6922 Selector • Planning Your Retirement Income Mix Portal: Marketing and Sales > Client Decision Tools > Retirement Income Selector (Paper Tool) Portal: Marketing and Sales > Sales Tools > PlanLab (Electronic Tool – coming October 2010) Seminar • Planning Your Retirement Income Mix Portal: Marketing and Sales > Client Decision Tools > Retirement Income Selector 20 MetLife | AFFLUENT
  17. 17. AFFLUENTNeed: INCOME PLANNINGEngagement Opportunity: SOCIAL SECURITY TRAINING MATERIALS Producer Guide • Technically Speaking: What You Need to Know about Social Security Portal: Marketing and Sales > Retirement Center > Social Security MARKETING/PROSPECTING MATERIALS e-Relationship • Storyboard • Checklist • Article • Newsletter Flyer • The Right Time to Begin Social Security Benefits (also known as the Social Security Benefits Bridge Annuity Sales Idea) Portal: Marketing and Sales > Retirement Center > Social Security Phone Script • Age 62 ERWEC Legislative Birthday Portal: Marketing and Sales > Lead Generation Programs > ERWEC > Legislative Birthdays > Age 62 Prospecting Letter • Age 62 ERWEC Legislative Birthday Portal: Marketing and Sales > Lead Generation Programs > ERWEC > Legislative Birthdays > Age 62 cont’d. AFFLUENT | MetLife 21
  18. 18. AFFLUENT Need: INCOME PLANNING Engagement Opportunity: SOCIAL SECURITY (cont’d.) POINT-OF-SALE MATERIALS Back Room Technician (BRT) Portal: Marketing and Sales > Sales Tools > Back Room Technician Brochures • Understanding Social Security Portal: Marketing and Sales > Retirement Center > Social Security • Planning Your Retirement Income Strategy: Your Opportunities at 62 Portal: Marketing and Sales > Lead Generation Programs > ERWEC > Legislative Birthdays > Age 62 MetWINS Profiles Professional Portal: Marketing and Sales > Sales Tools > Profiles Seminars • Understanding Social Security Portal: Marketing and Sales > Retirement Center > Social Security • Planning Your Retirement Income Mix Portal: Marketing and Sales > Client Decision Tools > Retirement Income Selector 22 MetLife | AFFLUENT

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