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What
is FamNeeds and what sets it apart from all other plans? FamNeeds™
is a need-based, sales oriented data gathering
and presentation
system. It was specially
designed to get a new agent off to a fast start using highly professional
data gathering procedures. Its real power lies in its ability to close cases. This power
can also provide the experienced agent with the tools to start turning his/her backlog of
"cases pending" into "cases closed"!
FamNeeds is
- Interactive. It makes your client an active partner in the process. The key
ingredient to successful selling.
- Automated. Nothing to memorize, yet the interview proceeds along well
established rules of psychological motivation so that the closing process actually begins,
as it should, during the fact-finding interview.
- Comprehensive.
It will prepare a report covering survivor, retirement, disability and educational needs.
- Accurate. It
will store and retrieve client information in a powerful database for annual reviews and
other uses.
- Productive.
Produces full color printed reports or on screen slide shows at the push of a button.
- Ease of use.
No special computer skills needed. Anyone who can point and click can use it.
The Estate planning market is best
addressed with other fine planning software on the market today - but for "basic
needs planning", no other product on the market today can come even a close second. FamNeeds
software was formulated specifically to give agents a running head start into their
career, a QUICK START!
A Survivor Needs Graph
How is FamNeeds designed?
Needs selling has been described as a
three step process not unlike a photographer's session with a wedding party.
Step One: The photographer
asks for help identifying who and what is important, and snapshots are taken.
Step Two: The pictures are
developed.
Step Three: Clients choose the best
shots
Step 1:
Interview
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In
our process, the picture is taken when client needs are ascertained. That portion of FamNeeds
is Interview. Interview is your fact-finder, guiding
interaction with clients in their homes or your office. FamNeeds asks questions,
and draws a graph revealing the family's needs year to year. The program helps clients
picture their needs easily, thus freeing you to observe and learn about them. This
representation of client income and family needs engages their interest, overcomes sales
resistance, and helps establish a relationship with your clients. |
Step 2:
Administration
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Developing
the picture is like the process of analyzing the information and formulating a proposal to
protect those client needs. In this case, the photo lab and equipment are replaced by your
office. Office work is done
in Administration, using the facts input in Interview. Here you'll
prepare professional and thorough client reports, analyzing
financial needs for Survivor, Retirement, Disability and Education Funding.
You can add, retrieve, or edit client information here. Needs analysis reports are
personalized with your name and office contact information. You can also include
Supplemental pages, containing news about many personal finance topics, in your clients'
report. |
Step 3:
Your Follow-up Visit
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The
presentation stage with FamNeeds is, of course, a return visit by you with a Needs
Analysis Report to share with the clients. You present attractive reports complete with
presentation graphics, customized with the client's name and information about your
business. After reviewing the clients needs, you can present various plans for needs
protection, with the most appealing selected by the client. |
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