Who? What? How?

There are three questions that an Agent asks when starting his/her career with wfla:

Who Will I Sell To?
What Will I Sell?
How Will I Learn To Sell?

The first step in the marketing process is to identify market clusters with which you can interact on a favorable basis. A market cluster is a group of people who have something in common. Initially we will ask you to cast a wide net over numerous markets, friends, acquaintances, relatives, and business contacts. You will not be selling our products to all these people. However, they can help you contact people similar to themselves, giving you the opportunity to meet them on a favorable basis. We will teach you how to identify, understand, and penetrate specific markets. This process relies upon your ability to get referrals from people you know. You will learn about the marketing process in this program. We will teach you to identify potential markets. This will assure you a constant flow of quality prospects.

As the number of clients you have increases, you will get a greater percentage of sales from your repeat business. Your clients will also help you by referring you to others.

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What Will I Sell?

Agents sell products and services that aim at helping people secure their financial futures. You will learn how to assist people in identifying their financial security needs and will develop solutions to those needs based on our products and services. Western Fraternal Life Association products are designed to help create, accumulate and protect our client's assets.

Life Insurance is an effective planning tool for creating and accumulating assets. No other financial product provides the security that, in the event of death, an agreed upon amount of money will be created to meet the needs of the individual or family. The savings element of the life insurance product also is an effective way to accumulate assets of wealth. Current tax laws make it one of the few ways to accumulate savings tax-free. Under the Waiver of Premium option, if the client should become disabled, wfla will, in effect, make the premium payments for him/her. That means the accumulation of funds will continue uninterrupted even if the client does not pay any more money into the plan.

Annuities are extremely effective planning tools for accumulating assets and wealth. They permit people to accumulate money with interest on a tax-deferred basis. That means that the money that would have been taxed now works to earn more money for them. Today, as life expectancy continues to increase, people are becoming more concerned about outliving the money they have saved for retirement. With an annuity, the monthly income can be guaranteed for as long as the person lives.

How Will I Learn To Sell?

Effective sales people are developed, they are not born. wfla uses an organized sales process based on the psychology of the sale that is easy to learn and effective for most prospects. The sales system is called Financial Needs Analysis II (FNA II). FNA II provides an approach for you to use in the interview to help gather all the information that you will need, while allowing the prospect to discover his/her financial needs. It provides supporting material that helps you gain and maintain credibility in the eyes of the prospect. Because it is a well-organized approach, the interview with the prospect will be time well-spent.

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