STRIVER | CONFIDER | STRATEGIST | |
If your client is concerned about their financial future, wants a guaranteed rate of return and protection from downturns and is not particularly confident in their own financial know-how, they are likely a Striver. | If your client feels on track with their financial goals, seeks products that minimize their risk of loss and looks for your expertise and guidance at every step of their financial journey, they are likely a Confider. | If your client is optimistic about their financial future, looks for products that offer growth with no fees and looks for your perspective as a supplement to their own research and planning, they are likely a Strategist. | |
MONEY MOTIVATION: | Self-Preservation Doing what I can to minimize risk and protect my hard-earned money. | Liberation Setting myself free from financial stress, to focus on the things that matter most in my life. | Prosperity Making the most of my efforts and achievements to live my best life. |
WORDS TO LIVE BY: | "When you've only got one chance to get things right, it's better to be safe than sorry." | "Live life in the moment, for the moment, or you'll miss what really matters." | "Nothing in life worth having ever comes easy." |
HOW TO CONNECT WITH THEM | Help them feel more secure by creating a plan to reach their financial goals | Earn their trust by listening and building a genuine relationship with them | Connect back to their goals and help them see the opportunity themselves |
HOW TO COMMUNICATE WITH THEM | Provide details but in simple, layman's terms | Explain things completely but concisely | Speak to them as a peer, and be prepared for questions |
TYPES OF ANNUITIES TO PRESENT TO THEM | Multi-year guaranteed annuities | Fixed-indexed annuity | Registered index-linked 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 | - Allocation across multiple strategies to support diversification - While growth not guaranteed, no risk of loss - Advisor's ability to proactively manage account strategies | - Opportunity for rapid growth due to moderate risk - No-fee options - Allocation across multiple strategies to support diversification |
HOW TO SERVICE THEM | - In-person for planning, opening new accounts and tracking - Email, text or chat for managing | - In-person for planning, opening new accounts and tracking - Phone call for managing | - In-person for up-front planning - Email, text or chat for opening new accounts, tracking and managing |
