WORRIER | DREAMER | INDEPENDENT | |
If your client is concerned about their financial future, seeks products that protect them from downturns and is not particularly confident in their own financial know-how, they are likely a Worrier. | If your client feels optimistic about retirement finances, wishes to balance financial growth with risk of loss and looks for your expertise as a supplement to their own research and planning, they are likely a Dreamer. | If your client generally feels on track with their financial goals, looks for products that offer growth with no fees and prefers to take a DIY approach to researching and managing investments, they are likely an Independent. | |
MONEY MOTIVATION: | Reassurance Finding hope for a stable future amid daunting uncertainties. | Accomplishment Actively finding ways to grow my nest egg into a life I am proud of. | Self-Determination Realizing true financial independence, with no reliance on anything but my own expertise. |
WORDS TO LIVE BY: | "Breathe. Let go. And remind yourself that this very moment is the only one you have for sure." | "Live to dream. And dream... BIG!" | "Life without liberty is like a body without spirit." |
HOW TO CONNECT WITH THEM | Give them a sense of hope by creating a plan to reach their financial goals | Give your expert opinion and clearly demonstrate a path to growth | Give your expert opinion and clearly demonstrate a path to growth |
HOW TO COMMUNICATE WITH THEM | Keep things simple and offer reassurance | Explain things completely, giving the technical details | Explain things completely, giving the technical details |
TYPES OF ANNUITIES TO PRESENT TO THEM | Multi-year guaranteed annuity | Registered index-linked annuity | Registered index-linked annuity or fixed-indexed annuity |
BENEFITS TO HIGHLIGHT | - Guaranteed rate of return over the annuity term, with no risk of loss - Option for single or joint lifetime income payments - Simplicity of the product | - Opportunity for rapid growth due to moderate risk - Allocation across multiple strategies to support diversification - Little management required | - Little management required - Opportunity for rapid growth due to moderate risk - No-fee options |
HOW TO SERVICE THEM | - In-person for up-front and opening new accounts - Email, text or chat for tracking and managing | - In-person for up-front planning - Email, text or chat for opening new accounts, tracking and managing | - In-person for up-front planning - Email, text or chat for opening new accounts, tracking and managing |
